When you meet a friend of a friend at a party, you’re more likely to share stories about your family and other personal information than you would with any other stranger you meet there. Your mutual friend lends credibility to this new person. Just like in a social relationship, trusted connections are important in any business relationship.
You work hard, develop a great product, and earn those first clients. As time goes by, you add more clients and your happy clients refer other sales-qualified eCommerce companies to you.
Referrals are great for organic growth. Nothing is worth more in sales generation than a good recommendation. But what if there were another way your current eCommerce retail clients could help you get more leads and sales?
It’s a Numbers Game
Use the brain you’ve been given--the data brain. In business, It’s been standard practice to look at current clients to gain knowledge. Today eCommerce companies are increasingly relying upon data to aid them in acquiring new clients. Here’s how you can use the data to increase sales.
Current Clients as Clues
It is difficult for an eCommerce company to know the profiles of each sales lead in a given organization. But when you have data that organizes information and provides feedback on the business habits, buying trends, and demographic details of your best clients, it can give you the knowledge you need to target new eTailer clients. Use your current happy clients as clues to finding leads in your target eTailers.
You can gain valuable insights for finding leads. Maybe your target eCommerce client is not the marketing director of eTailers as you originally thought, but the Internet manager that works on the email and display programs.
Warm and Hot Sales Leads
What is a hot lead in sales? As B2B Marketing says in their article on generating sales leads, a hot lead is ready with the funds and has an immediate need for you to fulfill. You can close more warm and hot leads by creating a unique pitch for a specific audience. Consider this:
- A sales pitch to the Internet Manager will be different from the one you would give to the CMO or the CEO
- Finding leads that are ready to buy is as much about understanding your client’s role in the organization as it is about understanding the overall organizational needs
- A good follow-up call can make or break your sale, so make post-pitch tactics as great as the lead-in
You can also figure out the reason your best eCommerce clients use your product and use that in your sales pitch to make it more likely for eTailers to sign on with your company.
You can also improve your product and service so existing and new clients get a better solution leading to clients that are even more satisfied. If you have a great product with great service you can bet your current eTailer clients will refer your company to other eCommerce companies.
How to Organize Leads
Don’t be satisfied with referral-only new business leads. Your current clients have provided you with the data you need to find new eCommerce leads and how to organize leads. Now, leverage that business relationship to meet new warm eCommerce leads!
Have you used client data to help find new clients?