Only through the right content, for the right person and at the right time, will you be able to differentiate yourself in the market, eliminate objections and close complex contracts.
Do you want to know more about how to do this? Then continue reading this post and find out how content marketing helps you close difficult sales.
What is a complex sale, anyway?
As an entrepreneur, you may have already faced an easy and very simple sales situation. You simply answered the customer on the phone, presented bulgaria phone number data the product, made an offer and that’s it, they signed a contract with your company.
On the other hand, it is very likely that in some with Content Marketing cases selling was not so easy . You did everything according to the sales script , you were attentive, you presented the product, the offer, you followed up with the customer and everything else.
However, he simply responded with that phrase that no salesperson likes: “ I’ll analyze it and then get back to you .” The worst part is that he never showed up again or responded to your communications after that.
This is a very common representation in most sidnei gonçalves, co-founder of up2place, talks about mobile first for locaweb magazine with Content Marketing sales departments. It is a difficult sale to close , which generates more work and does not always end up resulting in a “YES” for you.
But why does this happen?
Difficult sales can have several reasons, including:
- Lack of knowledge of the target audience;
- Lead is not ready to close the purchase;
- Many doubts from the lead at the time of closing;
- Bad or weak offer, which did not convince the lead;
- Price : your client found a cheaper solution on the market;
- Purchasing process with more than one decision maker, very common in B2B sales;
- New product or service on the market;
- Selling commodities , products with Content Marketing that are difficult to differentiate.
Of course, there are many other factors that italy numbers make a difficult sale a success, but these are the main ones. If you learn to master them, you will be able to close any sale, even if it requires several meetings and follow-ups before the contract is signed.
Next, we’ll look at how content marketing can help make it easier to close complex sales. Stay tuned!
How to use content marketing to close difficult sales?
Content marketing can be a great ally with Content Marketing in closing complicated sales , as long as you know how to use it correctly.
The main objective of content production is to educate the customer, but it also serves to move the lead forward in the sales funnel and make them aware of the purchase.
However, it will only work if you use the correct methodology for content production. In other words, stop producing content in vain on your blog and create strategic posts that really help you sell.
Don’t know how to do this?
Discover my free Strategic Content course, which presents a step-by-step guide on how to increase sales through content creation .
Below are some tips on how to use content marketing to close difficult sales and increase your business’s revenue.
Understand who your persona is
The first step is to know who your ideal customer is . After all, not knowing your target audience can waste the chance to close a sale.
For a sale to happen, it is essential that the with Content Marketing solution you are selling really helps your customer. Otherwise, they will not see value in the product or service and will not close the purchase.
Therefore, you need to understand your customer’s needs, pain points, challenges and goals. You need to understand what is behind the purchase of your product, that is, the real reason that makes your persona buy from you.
But what do you mean?
People don’t really want to buy from you or anyone else. They don’t think about buying anything and spending the money they worked so hard with Content Marketing to earn. They only do this because they need to solve a problem that, to them, is more harmful than the price they have to pay for its solution.
From the moment you find the “X” of the issue, it becomes easier to close the sale, since your arguments will go straight to the customer’s pain point.
Your content will also talk about this exact problem, making the potential customer aware of how damaging it can be. If you can explain the problem to your customer better than they would, the sale will be closed, period.