How to market and sell to people who are not buying

“We need more sales leads”
“Nobody’s buying at the moment”
“It’s a numbers game”

 

Familiar? According to one of the top sales training companies, 90% of the people we are trying to sell to are not in buying mode. So how do you find a buyer? Some telemarketing teams are still trawling through lists in the traditional way, with a much less that 10% success rate. That is not a numbers game, it is a mug’s game. So what can we do?

If you doubt the 90%/10% split, then think about this. If a company has an enterprise computer system of some type, it is likely to have a life of at least 10 to 15 years. I know from bitter experience, those replacement selection cycles will last 12 to 18 months. So the customer was looking 10% of the time, and not looking 90% of the time. You probably have a similar percentage split when looking for a new car – three of four months thinking about or choosing a car every three or four years.

To read the full article please click on the pdf below.

 

This content has download attachments that are only available to techUK member users. Login with your techUK account to view and download attachments.

If you would like to know more about membership please visit Become a member page to contact our membership team.

FROM SOCIAL MEDIA

.@techUKdepCEO now closes the hugely engaging and thought provoking #AIethics summit. Thank you to all of our inspi… https://t.co/VYmfxQB0ax
"Equity in how data is distributed and who can use it, is important to develop ethical outcomes and trust" @JeniT #AIethics
"The UK has strengths in its regulatory bodies but regulation is not the whole picture in the development of #AIethics" @IBM_UK_news
.@natalie_banner we need better public engagement on the issues facing diverse groups when it comes to #AIethics an… https://t.co/t1mhuYN2r9
"One person's innovative new product is another person's invasion of privacy. How do you juggle that?" asks @natalie_banner #AIEthics
We have strength in social sciences in the UK and we need these to engage in the digital sector @DCMS #AIethics