They need nice, new phones, right?  Oh, and fancy, wireless headsets – looking like Britney Spears ready to cold call some fools.  Bring in the stack of overhead door marketing brochures that we just got back from the printer and make sure they all have plenty of those.  Our radio ads are kicking butt and our mailers are hitting almost every household in the zip codes around my business. So, honestly the phones should just be ringing, right?

Well, sorry, but no.

Quick exercise: Put yourself in the shoes of someone looking to invest in an overhead door.  You know nothing about overhead doors except for the fact that you need one – maybe because yours is broken or isn’t working exactly right.  So, what do you do?  You hop online and start doing some research. You probably actually just pull up Google and type in your problem, right? “How do I fix ____ on my overhead door?”

I’ll tell you what you wouldn’t do. You wouldn’t dig through the garbage where you threw all of the junk mail out to find a flyer. You wouldn’t start listening to the radio to see if there are any commercials playing. In fact, even if you kinda recalled a commercial for an overhead door business you more than likely wouldn’t just go directly to their site.  You would probably try to get educated on your problem first.

So, the best way to get in front of these people with issues that your business is able to solve is to position yourself as a resource of knowledge and to have content that helps them with their problems. The way to do that is to have a marketing team that is kicking butt and dishing out relevant content to your target audience. 

Having a strong marketing team and growth strategy enables your sales team with more powerful resources and also puts them in front of primed candidates that have already made their way down your sales funnel.

There are marketing agencies out there that can help you with this task too.  So, don’t feel like you have to hike this path alone.  Besides helping with content, there are also agencies that can provide you other consultative solutions to make sure that your sales team is prepped for success:

• Sales Process Consultation
• Aiding in aligning your Sales and Marketing Teams
• Sales Training
• Quoting/Contract Proposal Documentation

Setting your sales team up for success is so crucial for your business.  It not only positively effects your bottom line, but can also help you keep your sales team intact and prevent churn. I know this might sound like a daunting task, but just throw a pair of those headsets on, look in the mirror, give yourself a confidence boosting - “It’s Britney, Bitch”… and remember that there are resources out there to help you out.