August is nearly over and we all know that September means “back to school” and “back to business”! 
The push is on…
So, how do you make the most of the next several months to develop and close business before the end of the year? We have some tricks to help you achieve the results you need when marketing to Corporate Training & HR!
Prepare to rev up your sales and marketing results!
1.) Reward the Sales Behavior you Want:
It may be time to develop sales kickers to ramp up end of year sales activity. Just be certain you are rewarding the right behavior, aligned with your corporate mission and goals. Identify specific goals/targets and incent people to achieve them accordingly. Develop incentives around specific metrics you’d like to boost such as:
- Number of calls per day
- Number of new prospect calls scheduled
- Number of sales quotes per month
- Call-to-meeting conversion rate
- Meeting-to-quote conversion rate
- Quote-to-sale conversion rate
- And of course, the Holy Grail: any metric related to closed deals! (Reward by # deals; total revenue; % margins; etc.)
2.) Increase Referrals:
Maximize word-of-mouth marketing to increase sales. Satisfied clients may refer you to other qualified prospects in Corporate Training & HR, creating a pipeline of warm leads. But don’t just wait for referrals to happen. Use these tips to increase referrals:
- Add “Referrals Appreciated” to your print or email newsletter.
- Include “Referrals Appreciated” in your email signature
- Create a link to a website form for referral submissions and/or testimonials (Note: some people may not be able to provide a referral, but may be willing to provide a testimonial for marketing use, which can hold great value for your corporate marketing initiatives.)
- Create a referral program, in which you reward visitors or customers brought to you via other companies’ marketing efforts.
3.) Invest in a High-Quality Prospect List:
Please don’t waste any more time! If you want to have success marketing your products and services to Corporate Training & HR, you should be using MTG’s marketing lists. It’s that simple. Here’s why:
- Hand-Built Lists: MTG’s database of decision-makers is HAND-BUILT as a result of a personal phone conversation with each contact, to verify that they are worthy of being included in our database. (You just won’t get this anywhere else!)
- Free 4-Month Updates*: Every contact in the MTG market intelligence database is updated every 4 months, to achieve the highest possible rate of accuracy for your benefit!
- Job Function-based: We identify the job function of each person in our database, not just their title, insuring that they meet certain criteria to be included in our lists. At MTG, we call these job functions “Job Codes”, and we sort our data accordingly, giving you the exact decision-makers you seek.
- Direct Contact Info: Our database contains direct contact information for more than 33,000 decision-makers IN YOUR TARGET INDUSTRY (including direct email addresses). Mentor Tech Group’s lists are simply second-to-none!
4.) Develop a “Content Arsenal”:
Identify industry topics which are trending upward and of interest to your prospects. Develop content accordingly. Be sure you have plenty of content developed in a variety of formats including: blog articles, white papers, case studies, webinars, eBooks, etc.
5.) Use, Use, Use your List and Promote your Content!
You must actively USE your list! It may seem obvious, but we should still mention this fact: You can’t buy a high quality list, import it into your CRM system and then expect prospects to come to you… (Seriously. It just doesn’t work that way.)
- You must PLAN to ACTIVELY market to your list.
- Use the content developed in #4 above for this purpose. Delivering content of value to your prospects on a regular basis builds trust and keeps you at the forefront of their minds. That way, when they’re ready to buy, they will think of YOU first!
- Actively promote your content through various marketing channels: your corporate blog, enewsletter, and social media channels.
- Create a website landing page where you will direct prospects to sign up for your webinar or to receive a white paper.
The result? You will now have:
a.) A pipeline of interested “hand raisers” who have requested information
b.) The opportunity to follow up on those leads with a phone call to develop further interest. (Tip: Be sure to follow up on all “hand raiser” leads by phone within 48 hours to achieve the best results. Time is of the essence!)
c.) The ability to achieve greater ROI on your list purchase as a result of increased business in your sales pipeline! What could be better?
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Okay…it’s time to get back-to-business. Leverage these tips to rev up your results, and make the most of the balance of 2014!
And remember – if you are looking for high-quality “market intelligence” for key decision-maker contacts in Corporate Training and HR, look no further. Please contact us or call (651) 457-8600 today.
- To learn more, please view our video testimonials and our frequently asked questions.
Wishing you much success!
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P.S. Follow us on LinkedIn, and remember, referrals are always appreciated!
*Free 4-month updates included with minimum list purchase
