In any given business, the true measure of marketing success is conversions. While producing the right materials and generating relevant leads is important, your work would be futile if you weren’t able to actually convert those prospects. At the end of the day, the goal is to ensure that the audience buys your products or takes advantage of your services. At the very least, they should remember who you are. If they or someone they know ever have the need for your products or services, you should be who they think of.

Every marketer knows that the world of sales is not an easy one. Getting sales entails critical decision-making, the right marketing strategies, and hard work. Amid all these plans and tactics, there’s one crucial aspect that can put your business into the pedestal of success: Customer engagement.

Reaching out to the right market and keeping them engaged is paramount. Here are some reasons why customer engagement can lead to an increase in sales in your business.

Keeps customers informed

Engaged customers are informed customers. This means that they are aware of your brand and know of the products or services you offer. Because of this, they know that your brand provides the solution they need. Therefore, the more you keep them engaged, the more they are attracted to your business. The same group of people often translates into loyal customers over time, willing to purchase your goods and services.

Creates brand awareness

Studies show that a customer needs to see an advertisement seven times before considering a purchase. The more you introduce the product to the market, the more chances you have to establish brand awareness. One great strategy to develop brand awareness is engagement. Keeping customers engaged will lead to brand recognition and cause your target audience to have a sense of familiarity with your brand. Brand recognition eventually becomes instrumental in product purchase and contract renewal.

Allows for needs assessment

One great thing about engagement with customers is that it gives clues as to what the customers’ needs are. Customers often either engage with companies via social media, surveys or interviews. By interacting, they provide clues as to what their needs and goals are. This information is paramount in helping you come up with products or services that truly create customer value. In the end, information is essential if you want to provide what they need. After all, it’s the only way to get your audience to buy your products or avail of your services.

Opens up the possibility of larger orders

Various marketing studies suggest that engaged customers tend to spend more. One particular study found that a fully engaged customer spends an average 23 percent more than an average customer. A disengaged customer, the study revealed, spends 13 percent less. This means that making a purchase is an increasingly emotional act. Customers often choose to buy from companies whom they trust. The more they trust you, the more they will be willing to spend and even place bulk orders with you.

Makes brand advocates

Finally, customer engagement transforms customers into brand advocates. Customers who are happy with your products or services are more likely to refer your brand to other individuals via worth of mouth, social media and a number of other avenues. Therefore, it’s important to engage in discussions on social media with them, consistently reply to questions about products, and even encourage new customers to meet with you. In doing so, you’ll be investing in people who will later on invest in you!

Make sure you’re capitalizing on your marketing spend with healthy conversion rates in your sales process. Email us today for a free consultation.

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We understand it can be difficult to know where to start when building a framework for sales conversations, so we’ve developed a Sales Conversation “Cheat Sheet” you can download HERE.