By Jeff Davis, Sales + Marketing Alignment Summit
It can be hard to sell services to insights clients especially if you are not a sales person or have a sales team to help proactively go out there every day and hunt for new business. Although many may be uncomfortable directly selling to potential clients, we all know that nothing gets done unless something is sold. So how do we sell without selling?
One approach is to develop a strong lead generation marketing strategy that takes the sting out of direct selling and also helps when dealing with clients that are resistant to selling messages. Lead generation is simply the marketing process of stimulating and capturing interest in a product or service with the purpose of developing a sales pipeline. It really comes down to educating the consumer and giving them the information they need to guide them through the decision-making process. The goal is to have them see you as a partner and then ultimately see value in your service and decide to do business with you.