Companies have to focus on digital marketing because customers have become used to buying online. Hence, the salesperson ought to understand how to sell products digitally. The digital consumer knows the ins and outs of every product. They are extremely well-informed and don’t buy any product or service without reading the reviews. So, before selling any product/service to them, you must have a detailed knowledge of its characteristics.
Apart from that, consumers use social media more than ever today. So, customers can’t be attracted and lured to buy a product through the pamphlet. Instead, you have to reach them on social media channels like Instagram.
Online selling is more convenient now
Door-to-door selling days are over, and customers need a personalized approach like email marketing. Hence, the marketing team must know how to use mass emailing tools. It should also be able to explain the ROI of such a tool. The in-person selling approach became over because customers are hardly home due to hectic working schedules. Even if they are home now, they don’t have time to listen to someone trying to sell a product.
Benefits of online selling:
- Relevant communication:
Digital sales force training is required because customers prefer the online selling of products. They watch product-based videos uploaded on social media channels and prefer that mode of communication. Instead of the hit-and-trial approach, the online method of selling products to customers is more target-based for companies.
The customers know whom to contact in case they are interested, so the salespersons spend their time only talking to such prospects.
So, the digital advertising method of selling products through banner ads on websites and Facebook and Instagram sponsored ads is way more effective than in-person selling, where you have to canvass every person into buying the product. Such ads do all the work of informing the customer about the product, and he can click on them and be redirected to an online salesperson in case he wants to buy. So, human communication is streamlined in digital advertising.
In addition, more information can be conveyed to the customers in a digital selling approach, including other buyers’ testimonials.
- Automatic advertising:
Hence, when the sales team has been digitally trained in using the CRM and the mass mailing software, the employees can check the CRM leads and ensure that company emails are automated to a group of customers interested in the same product. This is quite easy for companies because it does not involve talking to customers.
However, Digital Sales persons have a lot of jobs to do, which involve attracting the audience to the products, including sending them product brochures through emails.
But first and most importantly, the companies need to get the email addresses of interested customers for which a popup for a discount voucher/free gifts can be displayed on the website.
Then, the customers can be given a discount voucher which they can only access once they enter their email address and other credentials.
All these email addresses and other information must be automatically entered into the CRM.
- Through digital training, online sellers can learn simultaneous use of online and offline marketing channels:
The salespeople must be trained well in digital marketing to know how they need to do well by attracting customers through all the sales channels. There are many sales channels, like pamphlets, which also inform customers about the company’s social media presence.
Hence the salespeople must-have digital training in dealing with customers who have contacted them through print media. They must be aware of such customers and always have someone to respond to them, like chatbots.
Customers can also get discount coupons once they access a company’s website after seeing it in the brochure.
Online selling is a three-step process that must be taught to the sales executives in digital training:
- Spread awareness about the product:
- Let them consider you:
- Ask for a purchase:
The most important part of digital marketing training is ensuring that the companies must have ample information about customers, like the concerned person’s email ids and phone numbers. Once the employees know how to use sales software for which they have received digital training, they can ensure that all the details of customers are recorded.
Digital marketing efforts can fail when the sales executives don’t have any information about customers. Hence they must try to capture complete customer information through popups or landing pages sent to them in emails.
With no knowledge about customers, like what’s their age, including them in the target audience and showing sponsored ads is a waste of time and money.
Hence digital training in selling products online involves making the sellers realize how crucial it is for them to comprehend digital tools like social media channels and be able to create ads for them with the right graphics and content that force customers to click. Furthermore, the sales executives must also know the target audience of such ads because their interest in the product determines sales.
Once such an asset as a popup form has been created, you garnered some leads through it. Now is the time to show them some of your work related to what they need. The customers now know what quality of work you can produce for them.
Sending customers targeted emails is only possible once you know what the industry of a certain lead is. This information can be grabbed through the lead capture form in the popup.
Through digital training, the marketers can check which people have opened the email and clicked on the relevant link, which shows that they require your product. Likewise, mass email programs can check which recipients have opened the email and who have not.
For leads that have not opened the email sent about your portfolio or relevant industry-specific blog posts, it’s better to store them in a separate database and contact them later.
In the last stage, the aim of digital marketers should be able to finalize the deal. This is only possible when the interested leads are sent a “schedule a demo” form in an email.
That should be included in the digital training program for online marketing and sales executives.