The sales department today has limitless avenues to connect with new customers. Sadly as the old adage goes; “with great power, comes great responsibilities”. When companies realize they have unlimited ways to reach new clients, identifying a specific marketing channel that actually works can often become a source of constant headaches. This is why it’s important to learn how to adapt the most impactful sales communication channels to avoid wasting important time and valuable resources. Without proper help in selecting the most appropriate sale communication channels to incorporate into your marketing campaigns, you will take longer to see your sales margins grow or you won’t be able to pinpoint exactly where your sales journey is taking a blow.
Embracing Multi-Channel Communication Strategies
In a digital age, emerging communication technologies bring additional marketing channels into play. They range from:
- Video Marketing – not only has it proven to build brand awareness, but it’s also effective in boosting traffic and conversions.
- Content Marketing – this is an effective digital marketing channel for producing ROI over time. It can be done through blog posts, webinars, infographics, white papers, video content, and more.
- Social Media– one way to grow customers is by using social media platforms such as Facebook, Twitter, LinkedIn, and Instagram.
- SEO and PPC – SEO helps by ranking your website higher in search engine results, therefore, driving more traffic to your site and potentially more business. PPC (search advertising) lets your website appear amongst the top results of searches, thereby, driving more traffic to your website.
- Email marketing – this is one of the most important digital communication channels that deliver highly relevant content. One can maintain frequent engagement through weekly or monthly newsletters. This gives you the chance to convert or increase your customer base.
As the world quickly becomes interconnected through internet and mobile technology, multi-channel communications become a basic aspect of commerce.
Single-channel marketing strategies such as email marketing can help minimize marketing expenses. However, the marketing landscape changes constantly, and email is no exception.
Unfortunately, many salespeople only use emails. Others only call twice/thrice before giving up, or send few texts and use in-person calls to save time and money. This approach is wrong and misguided. Typically, a single sales communication channel strategy only lets businesses grow as far as the chosen marketing channel can reach.
Physical mail may still be a popular and effective means of communication. However, many businesses are now embracing a multi-channel communication strategy to keep their businesses going. The benefits of taking a paperless approach include cost-cutting, time saving and flexibility.
What should be included in a Multi-channel Sales Communication Strategy?
A successful multi-channel sales communication strategy should set up campaigns that reach multiple channels, cater to prospects, and provide tailor-made solutions that fit multiple channels.
It should include:
- The business’s detailed profile and its appropriate sales communication channels.
- Set objectives for acquiring or retaining prospects.
- The integrated sales communications channels to be used across multiple platforms and devices so as to attract and convert prospects.
- How multichannel results will be measured for effectiveness, influence, and exclusion
Why You Have to Switch to Multiple Sales Communication Channels
As new digital communication channels emerge every year, it presents new opportunities to build trust with prospects. This prompts companies to direct their sales efforts across a variety of diverse platforms. Some prospects like visual presentations, while others prefer a sales pitch. There are also some that are receptive to phone calls, emails, texts or in-person interaction.
While each sales channel has its unique advantages, companies yield better results in complementing, and not competing with each other. Here’s why:
1.Clients Work Across Multiple Channels
A multichannel sales approach succeeds when they reach prospects in the most engaging way possible. Businesses should develop a communication strategy that integrates all channels and use automation to maximize effectiveness.
Most B2B firms today use multichannel strategies to carry out research and reach the audience at different touchpoints. It becomes difficult to stay connected to prospects when one focuses on one sales communication outlet.
A well-designed outreach across various channels guides buyers and positions you to capture and hold their attention consistently. Employing a cohesive sales strategy across multiple communication channels depicts how your organization is sophisticated and credible to satisfy customer experience.
2.Maximize the Sales Team Contributions
Applying a multi-channel sales strategy allows one to leverage the unique talents of its staff and provide outstanding experiences for clients. B2B salespeople are persuasive over the phone. They could also be proficient in communicating through other media and in building trust with prospects when using other available channels.
3.Keep Things Fresh and Interesting
Sales teams that run multiple channels to communicate enables one to constantly test new ideas and take risks. You can rely on other channels to perform well as you prepare for the next big thing.
Any B2B marketing agency would advise how multi-channel marketing makes your brand appealing and ensures prospects see your content on the platforms they use most.
Don’t Put All Your Eggs in One Basket
Businesses should enable customers to switch between multiple channels and enjoy consistent quality service. This can help boost the brand’s reputation and credibility.
An effective communication channel strategy involves selecting the marketing touchpoints that match your target audience’s needs and habits. When choosing channels, be sure to analyze the competitors’ strategies, research the target audience continually, set and track channel objectives, and follow their best practices. See more of our blogs and articles here!