Sometimes the biggest secrets to sales success are the easiest things. Being successful in sales can be complex and very strategic but the simplest things can make the most successful sales reps. When I mention a simple thing, I am talking about something as simple as “the follow up”.
Sometimes old school methods never die. With the popularity of account based sales or account based marketing, direct mail is making a huge comeback. At the beginning of the 2000’s, direct mail lost its appeal as email marketing and the digital age got more enhanced. With low response rates and high costs, the B2B sales world pretty much gave up on direct mail and moved on to technology that was cheaper and easier.
We have all heard the saying, people buy from whom they know and trust. When someone is looking to buy high dollar services they will more likely ask a colleague for information on vendors they have dealt with rather than doing a google search and reaching out. That’s where the word trust comes in and that is where the power of referral selling comes in.