Having worked with FTSE100-FTSE350 companies on their Sales Optimisation, Customer Relationship Management, Marketing and Customer Experience strategies, with 3 of the world’s leading technology houses, Sarah brings forward a number of ‘big city’ ideas, principals and strategies and applies them to equestrian and country niche brands.
EquiConsulting offers tailored packages to brands, to transform their approach to sales and revolutionise their approach to business and marketing.
"Buyers are generally 67% of the way through a buying process before they even speak to sales"
So who and what are buyers engaging with before this point? Marketing? Other consumers? Existing customers? Online reviews?
Generally, all of the above. If your marketing activities are hitting the spot when someone starts their search for a product that you sell, your product should be being paraded in front of them time and time again – whether this is being on the first page of Google, whether this is from Re-marketing activities or whether this is because your brand has taken time to work with those prominent on social media or respected by your target market so that they are actively promoting your product. It really is these activities that are doing 67% of the work for you.
So a smart ‘sales person’ will jump on this and embed themselves in those activities to follow up those leads to 100%
Social media has fast become your shop window to the world, with judgements made about you and/or your brand before people have even met you. Disrupt the buying process by engaging early, by leveraging different relationships on different levels and in different ways.
Who is doing it well?
Protexin Equine Premium, clearly have a great product, because whenever a ‘what product should I use for a horse with ulcers?’ post pops up in #Twittereventing there are 101 people recommending their products and tagging their sales reps in the post, who give friendly advice and support – not a rambling sales pitch like some other brands.
Forelock and Load, actively monitor social channels and will respond to people looking for a good price or availability of certain products, swooping in on the low hanging fruit.
There are numerous saddle brands that engage their audiences before they have even got onsite for a fitting, creating that level of trust and then move into the trusted advisor spot.
So who do I buy from? Well my saddler, feed company and 2 supplement brands are all now Facebook friends. Why? Because they took the time to engage with me and offer advice and support where it matters, rather than a sales pitch or rather than simply walking away when I didn’t buy the first time.
Why do I know what I am talking about?
Well for the past 4 years I’ve been working with FTSE100-FTSE350 companies on their Sales Optimisation, Customer Relationship Management, Marketing and Customer Experience strategies, with 3 of the world’s leading technology houses.
Having recently launched EquiConsulting to help equestrian and country niche brands we offer tailored packages to brands to transform their approach to sales and revolutionise their approach to business and marketing. So get in touch today.