Your salespeople and affiliates are constantly communicating with prospects.
When they are having a conversation with a prospect, you want to make sure that they have the tools to effectively communicate your value proposition and set proper expectations.
Understand that your prospects are going to have questions about your products and services.
A lot of times your customers just want to know what you need them to do and what to expect.
Create content that answers these questions:
- How long will it take to deliver?
- What do I need to do once I make a purchase?
- How do I get support if something doesn’t work?
- What kind of results can I expect?
Really think about all the questions that people could have about your product and services and answer them in advance.
Create great answers to these questions!
Make sure that you keep this marketing content up to date. If you have out of date content, then your sales reps will give the wrong information to your prospects.
This can really cause a lot of frustration for your salespeople and for your prospects.
If you are launching a new product, service, or feature you want to make sure that you have content that your salespeople can immediately share with your prospects.
Get this content professionally written.
Make the content easily digestible, easy to understand, and easy to share.
Create a place that your salespeople or affiliates can easily access this marketing content.
You can add this marketing content to a special website, a folder on your network drive, or on a system like Microsoft Teams.
When something is out of date, make sure to delete this content right away. You definitely don’t want your team to share out-of-date information.
Also, you will need to let your salespeople or affiliates know when you have new content for them to use.
Make sure that your salespeople and affiliates are on an email newsletter so they can immediately share what is new.
You will need to consistently remind them that this new content is available for them to use.
Tell them about the new marketing content that you have created and where they can access it.
Plus, you are going to have to sell them on using it.
Your salespeople are going to think, “What’s in it for me?” Or, “How is this going to help me?”
Also, remind them about the commissions that they will make when they share this valuable content.
Commissions are a key driver to more sales!
If it is good content and helps convert, then your salespeople and affiliates will love you for it.
Here are some of the types of content you can create: videos, case studies, articles, blog posts, tweets, knowledgebase articles, testimonials, video testimonials, and sales pages.
Another thing you can do is create drip sequences regarding your products and services that your sales team can share with your prospects.
A drip sequence is a series of emails that get sent to prospects. This is also called an auto-responder.
Some CRMS, like HubSpot, make it easy for your salespeople to activate these email sequences and share them with your prospects.
Add these templates to your CRM if you can. Or, make it easy for your sales reps to access somewhere else, so they can paste them into emails and send them.
In summary, make sure to consistently create high quality, valuable marketing content that your salespeople and affiliates can use to sell more of your stuff!
Let me know your thoughts regarding today’s tips.
- Do you consistently create new content like this for your salespeople or affiliates?
- What works for you?
- Is this something that you will implement?
Let me know in the comments.