Personal selling | Cold calling |
Customer referrals | Referral incentives |
Referral partners | Sales outsourcing |
Influencer marketing | Content marketing |
Email marketing | Social media marketing |
Event marketing | Booths at conferences and events |
Showrooms | Camping strategy - sales office close to customers |
Affiliate marketing | Digital advertising |
Networking | Solution selling |
Key account management | Trade shows |
Direct mail | Trade magazines |
Whitepapers | Webinars |
Sales partnerships | Channel partners |
Consignment sales | Product demonstrations |
Upselling and cross-selling | Sales team commissions and incentives |
Price promotions | Coupons |
Lead generation | Buying leads from research firms |
Customer retention campaigns | Product launch campaigns |
Seasonal / end-of-year sales campaigns | Win-back campaigns - offering former customers deals to come back |
Free trials | Limited-time offers |
Rebates | Cashback offers |
Financing offers | Gift with purchase offers |
Contests and giveaways - typically designed to generate leads | Free samples |
Loss leaders | Trade-in promotions |
Loyalty programs | Bundling offers |
Upgrade incentives | Flash sales |
Early adopter offers | Free consultations |
Free evaluations | Free inspections |
Upgrade credits | Package deals |
Reverse marketing - making sure that potential customers can find you and make inquiries e.g. customer initiated sales | Sales gamification - giving sales teams loads of feedback and data about their performance to make sales feel like a competitive game |
Account-based marketing - making sales people responsible for a set of accounts including upselling, customer loyalty and customer attrition | Sales intelligence - research such as determining what customers are talking to what competitors |
Customer analysis - determining things such as the purchasing cycle and decision makers in your customer's organization | Needs identification - carefully crafting proposals to customer needs |
Public speaking | Publishing customer success stories |
Soft selling - building a relationship and taking time to sell | Hard selling - pushing the customer to close quickly |
Call to action - directly telling the customer to buy now | Nudges - subtle suggestions designed to influence the customer |
Foot in the door - a low price designed to establish a relationship to sell more | Door in the face - a high bid designed to make the customer feel better about the actual price they negotiate |
BATNA - researching your customers alternatives to determine what price they will accept | Objection handling - the art of countering the customer's stated objections to close |
