According to The B2B Lead, 50% of sales time is wasted on unproductive prospecting. Every business needs sales to survive, but cold leads can be time-consuming and ineffective. No matter what industry you do business in, relationships are essential to effective sales strategy. Building a strong network of positive working relationships helps you generate high-quality leads and maintain healthy client relations.
The highest quality leads usually come from referrals of existing customers (33%). To keep your sales pipeline flowing, focus on building a dynamic network of reliable contacts. An existing relationship means people are not only more likely to work with you but more likely to refer a lead to you as well.
Networking as a Marketing Tool
Networking typically refers to building and maintaining relationships with people who share a common interest or profession. In sales, this also includes building relationships with those who could benefit from your product or service. At 88 West, we encourage our team to focus on keeping a productive network of contacts–and not just our sales team. Our design, sales, and account management professionals have all contributed to our sales goals.
Fortunately, people who know our team members recognize the level of professionalism and quality of work they are capable of. When they are in need of marketing assistance, this means they are more likely to think of 88 West. This reputation does not come overnight, and it is the product of sustained networking and a dedication to building meaningful, authentic relationships with your peers and other professionals.
Case Study: Connection Counseling & Palmer Drainage Co.
Today, we are showcasing one of our social media management clients, Connection Counseling. This year, we helped Holly Palmer, Licensed Professional Counselor and Connection founder, develop her social media presence. Since working with Holly, Connection has seen remarkable growth, allowing Holly to expand her team.
As a result of our successful relationship with Holly and our work for Connection Counseling, Holly referred her husband Blake to us for a graphic design project. Blake was in need of a new logo for his own business, Palmer Drainage Co. We created a logo that aligned with Blake’s vision and helped renew his brand.
This is just one example of how your personal and professional relationships, along with a dedication to excellent client relations, can help generate qualified leads and consistent business for your company. We appreciate every client we work with, and when we have the opportunity to continue and grow these relationships, that is our favorite part of what we do!
Strategies for Effective Networking and Cultivating Business Relationships
Utilize Local Networking Events: If you cannot regularly attend trade shows and larger events, your local chamber of commerce or economic development organization can be a great resource for local networking events. These events are great for keeping your brand top of mind among business owners in your area.
Leverage Online Resources: Staying connected has never been easier. LinkedIn, Facebook, Instagram, telecommunications, and CRM systems make client relationships, communication, and follow ups simple and quick.
Prioritize Relationship Building: Relationship building should not fall on one person in your business. Rather, make this process a priority in your company culture, so each member of your team sees the value of business relationships.
Attend Trade Shows: One of the best ways to get in front of new faces and build your brand awareness is to attend trade shows relevant to your industry or to the kind of client you want to reach. For tips on this strategy, read our previous blog on trade shows.
Always Follow Up: You want to prioritize authentic relationships, not just tenuous connections. Make sure your clients feel valued and appreciated!
In sum, when it comes to leads, a warm or qualified lead will almost always prove more beneficial than a cold lead. That’s why we’ve taken the time to explore key strategies for maintaining and securing the highest quality leads.
As a full-service branding agency, 88 West has expertise in marketing for a variety of clients. If you are looking to boost your organization or company’s marketing, check out our website or contact us today at amanda@88westagency.com or (662) 322-8921. We can’t wait to hear from you!
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