Professional services like solicitors, accountancy and architects are different again. Their buyers may be businesses or consumers, but because professional services are invisible, even greater trust issues slow down buyers. A complex sale process in such circumstances needs to be managed even more carefully. And yet – so often – professionals advertise their authority and expertise in specialized terminology jargon that is effectively unfriendly to potential clients.
The entire client attracting pathway can stretch over 12 steps. Websites are on the first step. But unfriendly steps later on can block progress towards agreement – probably playing an important part in the 9 out of 10 people searching for help from solicitors who give up. While some small businesses still believe in the principle ‘they will come if we build’, most businesses are realizing that that is not the case at all. Marketing and sales strategies play a very important role in the success of most companies.
After realizing the importance of sales and marketing, most SMBs’ first reaction is to panic since they most likely don’t have enough money to compete with their big corporations with deep pockets. In truth, however, it is the small business who are at an advantage compared to big ones. Their small size allows them to easily pursue excellence and set very high standards for themselves. They have the luxury to come up with unique cost effective strategies and ideas and quickly implement them. Here’s a few examples of cost effective sales strategies:1. Don’t slack on after sale service2.
Begin with trials or free samples3. Deploy up selling techniques4. Take advantage of content marketing5. Incentive programs6.