What are the benefits of outsourcing sales and marketing activity?
We’re a proud sales and marketing company, and we know our strengths and weaknesses. We understand that many companies, whether large or small, can struggle in one, or both aspects if the skill sets of your personnel don’t fit a particular role. Personally, I’m of the “If you need help, ask for it” belief, and outsourcing your sales and/or marketing can be incredibly fruitful. Why should you? We’ve summed it up nicely in a few short points!
Start generating additional leads immediately
You can be confident that when using a experienced sales and marketing company, you won’t have to chase or manage them for results. Professional firms know that how to take the initiative and get things moving. This means you don’t need to use your own resources managing the marketing mix, or indeed managing an in-house resource.
A professional firm will also help set clear, tangible targets – the first few weeks can be dedicated to prospecting, cleansing and preparing, and from then on you watch the momentum build.
Save £s compared with hiring in-house
If you hire a Marketing Manager that knows what they’re doing, you’re unlikely to get little change from £30k a year. On top of that, you’ll probably need administrative staff or executives to support any marketing initiatives, taking the grand total closer to £48k. That doesn’t even take into account the recruitment fees (on average, it costs £4,000 for each employee if you’re using a recruitment firm).
Whilst we’re not suggesting people to stop doing this altogether (you know your business, what direction you want to go in, etc.), if you take on an external agency, you’ll only pay for a certain number of days per month, giving you the resources of a senior marketing professional and access to their team of administrative staff. For the average marketing package, you’re probably looking at half the amount of expenditure, paid on a monthly retainer.
Plan, implement, reach, engage
If you don’t have a marketing plan, working with an agency who already understands your market means they can recommend what marketing elements are likely to work best for your business, improving the value for money you’re investing, and helping push business forward. Most agencies will have expertise in certain areas, such as ‘technology’, ‘public sector’, ‘B2B’ and the like, so it’s worth taking advantage of one that is already familiar with your sector, as they will be able to ‘get up to speed’ faster.
Keep your salespeople motivated
Have you ever hosted or sat in a sales meeting, where your sales personnel complain that no one’s heard of the company, or if only they had the right sales literature, then they would be more successful. Marketing is often the scapegoat for many a sales professionals, but with an on-going marketing programme there are no longer any excuses.
Having a marketing plan in place should reassure the sales team that the company is being promoted as much as possible, making it easier for them to gain and follow up on potential leads. What’s more, a well-structured and targeted marketing campaign will ensure that prospects will have already heard of your products/services, making the company more credible and it easier to close a sale.
Leverage your existing customers
We all know that third party endorsement is perhaps the most important way of winning new business, alongside word of mouth. You should use your existing customers to help them sell for you! Developing case studies and testimonials as part of a consistent and structured communication with existing and potential customers can maximise the chances of securing new or additional business.
With customer service and client relationships still rated as a high priority between customers, it’s important to think about how many satisfied customers you have, and using an agency to approach them for an endorsement helps you use these for future marketing, or publication on your website.
Liberate time to focus on what you’re good at
If you decide to do your own marketing, you’ll have probably found it can distract you from your key activities or skills. Plus, because you don’t have the expertise, you’ll spend too much time on tasks that could be carried out by a specialist much faster, and with better results.
Don’t be fooled into thinking marketing is easy – it isn’t. It involves hard work and sustained dedication for campaigns to work. If you dip in and out, you’ll find that the long-term results will be disappointing. Therefore, using an agency is a great way of helping you become more productive, and ensuring your marketing is created in a more timely manner, whilst looking more professional.
Make your website work harder to bring more business
In the digital age, an up-to-date and simple website is more critical than ever. Most businesses by now have their own website, but keeping it updated can seem to be an on-going slog for some, as they don’t have someone who can dedicate the time or attention needed to look after it. Your website can be one of the most cost-effective methods of drawing in new business, and with a little bit of time and effort could become a very profitable shop window.
By sub-contracting the management of the website to a third party, you don’t need to worry about updating or generating content. The content that is being using for marketing campaigns can also be replicated on your website, but remember, content that works the best will offer ‘value’ to readers, not an excuse to sell. By loading your site with impartial information you will boost your search rankings and maximise traffic. Another important consideration is the customer journey. Make it easy for them to navigate the website and find what they want, and they’ll be much more likely to buy there and then.
Understand and benefit from new trends such as social media without being an expert
Before you start rolling your eyes, have you ever thought that social media actually could benefit your business? An external agency will be able to evaluate whether Twitter, Facebook, LinkedIn or such is relevant for your business, and formulate the best ways of maximising these mediums.
For instance, if you sell B2B, Twitter could be a very lucrative and low cost way of building up a following of potential buyers and starting a conversation with them in non-salesy way. LinkedIn is another popular business social network, where you can start or join conversation with Key Decision Makers. You don’t need to be an expert in understanding social media, as you can rely on an agency to advise and guide you to the best strategy.
I understand – that’s a lot to take in on one go. However, this is only scratching the surface of benefits – if you’re serious about outsourcing, then give us a call. We’re always happy to help, and show you how we go above and beyond for our clients.