Marketing Tip: To Grow Sales You Need an Active Program
Determining if you have a reactive or proactive sales and marketing program can mean the difference between steady growth or stagnation. To reach sales goals, you need to seek out new customers and opportunities. If your sales team is waiting for new business to contact them, your sales could reach a ceiling you will never break. Here is the difference between the two:
Reactive Sales
A reactive sale happens when a customer contacts you with an interest in your services or products. Types of businesses that can rely on reactive sales are I.T. companies when technology fails, or data is hacked or restoration companies when a homeowner has a fire or flood. Most other businesses will see little growth from this sales strategy.
Proactive Sales
Proactive sales result from lead generation activities. You reach out to prospects that could potentially need your products or services to create an interest. All businesses can benefit from an ongoing lead generation to provide a sales team with leads to follow up on.
Growth from both reactive and proactive sales
To actively grow your business, you need to implement lead generation tactics to capture both reactive and proactive sales opportunities. Lead generation channels that work for reactive sales are SEO, Google and Facebook ads, content marketing, and social media because the prospect is looking for your services or products. Proactive lead generation includes prospecting, ebulletins, direct mail, online and print ads, networking, and trade shows. These tactics create brand awareness, so a prospect thinks of your company when a need arises, thus a lead is generated. A truly effective sales and marketing plan will include both lead generation strategies.
Need help with your sales and marketing efforts? Contact Conach.