Are you using content in the sales process? How do you use content in the sales process?
Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation but is also helpful for lead nurturing. This content could range from informational blog posts to eBooks, checklists, or industry guides.
In this video, I share one important way to utilize content in the sales process that many salespeople overlook. This one, simple tip can help improve a salesperson's sales performance.
Optimize Your "Just Checking In" Emails with Content
You know the part of the sales process where you're just waiting on a response, and you send the "just checking in" or "just touching base" emails? You might be in-between meetings or waiting to close the deal, and you have a valid reason to reach out, but are you wasting their time with a useless "just checking in" email that's easy to look over or delete?
This is where content comes in. Improve these follow-up emails by adding content to your email. Here are the two easy steps to optimize your check-in emails with content and make them valuable to your prospect without wasting their time (and yours):
- Identify content and resources that are relevant to the prospect at this phase of the buyer's journey. This content could be:
- Interesting or Informational Blog Posts
- Other content the marketing team has created
- Create your "just checking in" email, and include a link to the content you think would be helpful or beneficial to your prospect.
- "Hey, I was just thinking of you. I thought you'd like this, check it out: (Insert link to content)"
That's it! It's that easy. Two simple steps, with a few extra minutes of work on your end to identify the best content, make this email more valuable to the prospect instead of wasting their time with another email just to touch base.
There are many ways salespeople can use content in the sales process (and to help speed up the sales process), and this is just one easy way to use content to close more deals and drive more revenue.