With the fast expansion of cloud-based applications, tools that were previously unavailable to smaller businesses, are now easy to obtain. For sales and customer relations, there are so many options available at an affordable fee, leaving small business owners often intimidated by the choice range, and as a result, they may end up not exploring new ways of attracting prospects and turning them into loyal customers.
Therefore, the role of business advisors is so important in guiding their clients in understanding how they may incorporate sales automation into their business processes, thus increasing their sales and profitability.
Business advisors may join the next episode of the IBASA & EPI Webinar Series, covering the topic
“How to Support Your Clients To Increase Their Profits with Sales Automation”.
To register for the webinar << CLICK HERE >>.
Sales automation refers to the use of digital tools to make it easier to connect with prospects and then to lead them through a journey towards making a purchase with the minimal involvement of people.
While sales automation reduces the direct input from the business team, it does not remove the human factor from sales. In fact, it relies even more than traditional sales methods on understanding the emotional and rational considerations a prospect considers when making a purchase decision, based on a well-designed sales journey. The difference is that most of the journey is automated and evolves without the need for the company’s team to take immediate actions.
Tools used in sales automation cover a wide range of categories such as customer relationship management (or often referred to as CRM), communication autoresponders, sales intelligence tools, sales acceleration platforms, sales gamification, sales analytics and customer service software. The beauty offered by the proliferation of online applications is that most of these tools are now within the reach of small businesses.
The big advantage of sales automation is that small businesses may abandon old approaches such as time-consuming lead generation, frustrating cold calling, searching for contact information, being humiliated by rejections, wasting money on unpredictable results of a sales team and the time it takes for the business owner to deal with failed sales attempts.
It is not easy to decide which tools to select when adopting sales automation. There is a huge amount of applications to choose from, but business advisors can help their clients in navigating through the decision-making.
The first step must be to demonstrate the benefits they may derive externally and internally. Externally the processes to engage with prospects in the market and concluding sales will improve customer experience, and the internal processes where the business can align its own sales and marketing teams to improve productivity and efficiency leading to increased sales performance. Without understanding the benefits of adopting sales automation, a small business owner may not be able to persist with the implementation of a taxing setup period.
The second step is to describe the current customer journey so that areas of improvement may be identified. A detailed description of the customer journey – from the first contact to repeat sales – will serve the business well. It will help in identifying areas for improvement. Not only will it give a full description of the process as it was previously executed, but it will also help in identifying areas in need of improvement. For some businesses, it may even result in a total overhaul of the customer journey.
The third step is to identify the areas in the customer journey most suitable for automation, if not the full process. And when these areas are identified, to find the most suitable solutions for automation. It is important to match the business needs with the solutions offered by suitable software applications. The challenge is to prevent the hype of all the available online tools to become overwhelming for the business owner and therefore to narrow it down to the most appropriate options to choose from.
In implementing this simple three-step process, business advisors should be able to support their small business clients to push up sales and achieve better profits through sales automation.
- CLICK HERE to register for the next IBASA & EPI webinar on “How to Support Your Clients to Increase Their Profits with Sales Automation”.