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Improve Sales Process and Increase Sales With These Recommendations
- 1. team 2 Maria Ovsyanitskaya Hemit Dhankhara Anna Vershinina Donald Dominguez Jr. Nayana Chandrakala Pierluigi Mennella how to improve sales process and increase sales
- 2. recommendations lead acquisition strategy sales strategy After sale relationships
- 3. Learn what problems your leads face and use this knowledge in your sales pitch. Show them how your product helps their business. solve real problems Narrow down your potential customer base to concentrate efforts. focus on target audience Find leads which you can convert. develop lead acquisition process Explain prospects why your product is better than what they are using now contrast buildbinder to manual methods of pm 1. lead acquisition strategy BuildBinder
- 4. advice#1 BuildBinder point out to clients which problems you solve
- 5. + revenue key problems worth solving BuildBinder - costs + efficiency - risk
- 6. 79% 58% 37% 67% 67% of respondents say that they saw a 25%-100% increase in sales by adopting construction management software. increase in sales Construction managers who don't use construction project software end up wasting 2+ hours per day on project documentation time wasted Most users (58%) who switched to construction software reduced their printing costs by over half. reduced costs 79% of construction managers say that construction management software decreases the amount of time it takes to complete a project. increased efficiency competitor’s research of clients’ problems BuildBinder Source: Capterra & Procore Technologies, Inc. http://www.capterra.com/construction-management-software/software-research-with-procore
- 7. advice#2 BuildBinder focus on target audience
- 8. Buyers and users are same people. Deals are closed faster. small & medium companies Disregard prospects looking for features which you are not able to offer. who look for project management software Grow with your customers. Explain that when customer’s business expands in 2 years (more projects, more users), your software will still be relevant to them. need basic functionality targeting BuildBinder
- 10. advice#3 BuildBinder develop a reliable lead acquisition process
- 12. advice#4 BuildBinder Tell leads why your software is better than their current methods
- 13. Prospective Buyers’ Current Methods BuildBinder Pen and paper Spreadsheets Construccon sodware Quickbooks Other sodware Proprietary sodware 0 15 30 45 60 3% 11% 19% 21% 32% 52% Source: Capterra http://www.softwareadvice.com/resources/construction-buyer-report-2015/
- 14. why buildbinder is better than Buyers’ Current Methods BuildBinder Traditional methods are time-consuming Excel and Quickbooks are good for tracking budgets, but lack schedules, site photos, task settings, team discussions and etc. Unlike manual methods, clients store project info in one accessible place BuildBinder’s platform allows different types of access to participants
- 15. part 2 lead acquisition strategy sales strategy After sale relationships
- 16. Be aware of what is important for new clients. learn how prospects choose cims Develop a consistent sales cycle. Deliver the best customer experience at every touchpoint. structure sales process Make website user friendly and informative for visitors. improve website usability Create sales approach for each lead. Qualify leads. Keep up with metrics leading to conversion. develop lead management system 2. sales strategy BuildBinder
- 17. advice#1 BuildBinder learn what prospects care about when choosing a pm software
- 18. competitor research: Most important factors BuildBinder Source: Capterra & Procore Technologies, Inc. http://www.capterra.com/construction-management-software/software-research-with-procore Funcconality Ease of Use Price Company reputacon Support Implementacon Training Sodware Popularity 0 10 20 30 40 2% 4% 12% 15% 15% 21% 31%
- 20. Focus on leads that have the need, willingness and resources to purchase your software. Select the Right Prospects Create a set of qualification criteria Qualify the lead Explain how BuildBinder’s project management system meets the prospect’s needs Webinar + demo Combination of emails and calls Make First Contact Prior research will help you make the best first impression Select your Sales Approach Sales Process BuildBinder
- 21. Identify client's pain points. List and prioritize everyday activities that are causing the client the most pain. Decide which of your features are must-haves. First Call Video, guest account for all visitors, comparison and features page, quick links to blog posts showing your expertise website Outline the most important benefits of your software for the client. follow-up call / email Bring in as many end users as possible to review the demo. Start with problem, show only specific features needed for the client. demo to qualified leads Prospect touchpoints BuildBinder
- 23. create a promotional video BuildBinder
- 24. post screenshots of software on all devices BuildBinder
- 25. leads want to experience product before contacting you give “view only” access to all website visitors it will be your differentiation point from competitors provide guest access BuildBinder
- 26. features BuildBinder how much? what uncertainty? i don’t need them anyway what’s that? not a feature
- 28. advice#4 BuildBinder develop lead management system
- 29. Identify client’s current situation, timeframe, key decision makers Create a set of qualification questions Give a score to the lead and decide whether he is the right candidate qualify a lead Define frequency, number and types of conversations with the lead communication plan Identify who the final decision depends on and adjust your sales approach to this person focus on decision makers Lead management system BuildBinder
- 30. Technical demo Onsite visit to the office Inclusion of influencers in the buying decision Contract process initiation Activation date Training & implementation Key Metrics & Milestones BuildBinder
- 31. part 3 lead acquisition strategy sales strategy After sale relationships
- 32. Become a thought leader. Build visibility and credibility among key audiences. Become an industry expert Your customers are the main judges of your product. Learn from them. Engage with them regularly. build relationships with your clients 3. After sale relationships BuildBinder
- 33. advice#1 BuildBinder Become an industry expert
- 34. white papers Blog posts infographics develop content marketing strategy BuildBinder Present research findings. Inform and persuade prospective customers that your software solves their business problem. Insert quick links to blog posts from homepage. Titles such as “How to get rid of delays” or “How to spend less time on project documentation” catch attention of leads. Effective visual tool to integrate the findings of your research and industry knowledge. share company news show expertise visual representation
- 35. advice#2 BuildBinder build relationships with your clients to improve your offering
- 36. Send newsletters to leads and clients with featured blog articles emails Take into consideration your average response time. Customer support Let your customers know about your new features and company news updates Learn from your clients: desired features, most valuable functions, complaints and suggestions Collect customer feedback Build relationships BuildBinder
- 37. Inform your clients about new features of the software. Let customers know about your growth and expansion plans. share company news newsletters Add a Customer Support page on the website. List ways to reach you: phone, email, account manager, online help, webinars. be there for clients support Learn from your customers. Collect complaints, suggestions, most desired features and constantly improve. collect feedback surveys Let leads know why your clients like your product. collect reviews testimonials page Build relationships BuildBinder
- 38. Thank you!