The customer journey probably starts with an online search, takes a spin through some expert ratings and customer reviews, stops off at various websites to find out more about features and styles, then emails some dealers for a price comparison – all before even setting foot in the showroom or on the lot.
Some people might not even visit a dealership at all. They’ll simply research and compare cars online before clicking ‘buy now’; their new vehicle delivered to their driveway the next day.
The wheels of change are turning
As a marketing agency in Hampshire, we’re always following the shift in how people buy goods. The rise in online purchasing is forcing a major gear change in marketing communications and sales techniques – and it’s here to stay.
Yes, face-to-face sales haven’t been happening so easily over the last year because of lockdown restrictions and social distancing rules – but the way consumers buy products and services was evolving way before that. The circumstances of the pandemic have simply reinforced changing behaviours and given them greater momentum.
The switch from a generic seller-controlled process to a buyer-powered, self-guided tour
Let’s separate the sales process into 3 simple phases:
Historically, the majority of the buyer’s journey has been controlled by the seller. About 85% of the sales effort used to be focused on contact that happened in those primary awareness and consideration phases.
Rich, personal, face-to-face conversations took place. The customer could explore options and ask questions. The seller qualified the buyer and tailored offers to them. There was plenty of human interaction.
With investment in the right automation, you can:
From a practical point of view, there is a single contract, one easy-to-learn platform, processes are connected and seamless, data and analytics are unified, compliance is simplified, and you’ll get comprehensive support form one source.
Personalised marketing automation works
Here at Brevity Marketing, we love using SharpSpring. It gives us powerful, easy-to-use tools that enable our clients to drive more leads, convert more leads to sales, and optimise their entire funnel within one solution.
Dynamic features integrate with email, landing pages, social media, blogging and offer deeply insightful reporting. But don’t just take our word for it, let’s conclude with letting the stats do the talking…
Don’t take this personally but is it time to re-vamp your sales and marketing approach with some smarter automation? Let’s get closer to your buyers, drive leads, convert opportunities into sales, and create a more dynamic and responsive customer journey. Call us on 01256 536 000 or email firstname.lastname@example.org