Using resources to convert more clients


December 18, 2019
Kamran Awan
Using resources to convert more clients
Here at iOB Business, we speak to a lot of people each month who are interested in becoming Digital Entrepreneurs by launching their Digital Agency with us. As we have covered in our previous blog posts, there are so many moving parts of a successful Digital Agency but one area that often gets overlooked is the resources.

"..simply having a great product or service is not always enough to convert prospects into clients.."
Having helped our Partners start their Digital Agency with us, we realise the fundamental importance of having the right resources to positively articulate solutions to clients. In the increasingly competitive business environment, simply having a great product or service is not always enough to convert prospects into clients.

The type of person that you will be selling to, the modern-day business owner, is looking for a complete package. From initial contact right through to post-sale support, you need to exceed his or her expectations. So how can you achieve this?

Well, in our opinion, resources play a vital role as they can add substance to you as a sales or marketing professional. For example, when you are interacting with prospects they are not always comprehending the words you say. Resources help to reinforce your message and make your solutions more tangible.

For example, if you are talking about your prospects industry, it is good to use an infographic to highlight the state of their market. Moreover, during a face to face meeting where you give a hands-on demonstration of the technology platforms, it’s more impactful to have a professionally designed presentation to highlight the key benefits. Resources help to bring your sales process into focus and build upon the impression that you have already created.

As part of the due diligence phase, we often hear from potential Partners who have spoken to local businesses about digital solutions. In most cases, the feedback is genuinely positive as business owners recognise the need to embrace technology solutions within their businesses to meet the needs of their customers.

"..think about how much more impactful a conversation with a business owner could be if you had a detailed presentation tailored to their industry.."
However, while we welcome potential Partners speaking with local businesses to assess the appetite for our solutions, we always strike a cautionary note based on not having all the resources available. For instance, think about how much more impactful a conversation with a business owner could be if you had a detailed presentation tailored to their industry or a professionally designed leaflet that explains the reasons why their business needs your solutions.

The right resources at the right time in the sales process can play a massive role in boosting your conversion rates as it separates your Digital Agency from the competition. This is where our Digital Office really comes into its own and ensures our Partners have a Digital Agency that is built for scalability. One of the biggest challenges for people starting a new business is managing their time. There are always so many tasks to complete, all crucial to the successful operation of the business, that it becomes difficult to manage everything during a typical working day.

Our Partners benefit from accessing the Digital Office that contains everything they need to actually operate and grow their Digital Agency on a daily basis. Some of the key resources include email/letter templates, proposals, infographics, industry-specific resources and presentations to name just a few. As a result, our Partners can actually focus their time and energy on revenue-generating activities rather than spending countless hours recreating the right types of resources to help them sell solutions to their clients.

We also foster a very open and transparent dialogue with our Network which means that we are always interested to hear about new resources that can help push their Digital Agencies to the next level. With a continued focus on constantly developing new resources, we feel as though our Partners are well placed to position technology solutions to their clients in the right way.

To find out more about the range of resources you can access to convert more clients, please contact a member of our team today!

Until next time, take care.

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