Once you have pitched yourself and your brand to a potential customer, you need to minimize the time that is spent between that point and when you close the deal. Shortening your sales cycle can be an integral variable in increasing your bottom line. In order to shorten that time frame, it is necessary to prove to the customer your overall value.
One of the primary pieces of information you need to convey is the return on investment, or ROI. Since the majority of final decisions include this info, you will be getting a step up by providing it early on. Next, be sure to personalize your communication to each of the stakeholders who will be part of making the final decision. Tailor messages specifically towards the recipient’s department so you can address their particular needs and questions. This also allows you to open lines of communication so they can ask you for answers that pertain to their needs. Finally, take the time to nurture the leads you have acquired. Relationships are built with time and attention to detail. Look at the big picture when making your connections and keep in mind that patience can garner results down the road.
Learn more about how you can earn and nurture leads in the digital era as well as modern selling in 2015 in the following infographic by Contactually.
[Click image for full size version]