How to generate sales opportunities online?

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The market scenario is increasingly converging towards digital. It is not new that the consumer profile is showing signs of transformation, migrating significantly to the online context. And when it comes to digital and the online ecosystem, we know what we are talking about because we have been operating in this market for a decade and have closely followed these transformations. Therefore, to generate more sales opportunities online, we decided to create this content with 5 basic tips for those who need to boost their online sales.

Investing in an online business may require fewer financial resources than setting up a business that requires a physical space; however, it is essential to have training for customer service and adequate tools for the business to expand and generate profit.

Having a business plan and strategic planning is essential for any company, whether in the online world or not. Understanding your niche and outlining the logistics to reach your customer is essential to reducing risks and correcting routes without major losses. That said, let's get to the focus of this content!

Online sales opportunities
With proper planning, based on market research and consumer behavior, you will be able to identify your persona 's profile more assertively ; this way, your business will have a better view of opportunities and will be more prepared for adversities caused by external factors.

Thinking about all the steps in your online sales process, whether for a product or service, will help you win your share of the pie of the more than 70% of Brazilians who have increased their online purchases. If you are not able to sell online, it is not because people are not buying, but because there is a flaw in this process.

Let's now look at the 5 basic steps to increase your sales opportunities online or to help you assess where you need to improve your process.

1 – Have a Website and Increase Your Digital Presence
The online sales process is different from a physical store because the customer does not have visual contact with the salesperson, i.e., eye contact, when there is any, there is a screen in between; another factor that we can consider a certain disadvantage is the lack of sensory stimulation from touch, to choose what to buy. That is why it is so important to think about issues such as the online user experience; known by communication professionals as UX. This is how your business will stand out from the competition and increase the likelihood of conversion and online sales .

We have mentioned two disadvantages of the online buying and selling process, but on the other hand, there are many other advantages. Convenience, comfort and, especially nowadays, security. These are the three main characteristics that consumers have taken into account when choosing to buy online.

This year, between March and April, online shopping increased whatsapp mobile number database free download by 80% while physical stores were closed. Even with the reopening of stores, this rate remained high, with an increase in online sales ranging from 60% to 70%. In other words, this is further proof that consumer behavior is really changing and migrating to digital, regardless of the health crisis.

That said, we are emphatic in stating that, in order to sell more, it is essential to have a website. And at this point you may be thinking: “hey, but there are people who sell without a website” . You are right, there are people who sell even without a website. But if you want to generate more sales opportunities online, a website is the first channel to generate credibility for your business and increase your digital presence.

Website content can and should be optimized for SEO, which will help it rank on Google and allow it to remain on the first page of the world's largest online search engine. Having this visibility will certainly increase your digital presence and make your business stand out.

2 – Invest in your Digital Marketing
It may seem like we are “legislating for our own benefit,” but that’s not the case. Digital marketing strategies will help you increase sales opportunities, optimizing time and resources. Furthermore, with digital marketing, you can target your actions and attract the right people. After all, the internet is a sea of ​​people, with the most diverse profiles. A study by the UN – United Nations Organization conducted a survey that identified that more than 4 billion people in the world are connected to the internet; this represents more than 50% of the planet’s population.

We bring this data to you so that you understand that, at the same time that this is a huge sales potential, it is also a sea of ​​diversity and profiles that, without strategy and investment in digital marketing, you could be losing money; despite the opportunities.

Some actions, for example, bring organic results. It may take a little longer, but if your business currently does not have the financial means to invest in paid media, digital marketing allows you to achieve this: results without monetizing but investing time, creativity and free, appropriate tools that generate results.

Meeting the expectations of your customers or prospects is one way to get ahead of your competition. To do this, using tools that segment your audience is great for, for example, personalizing your actions and directing relevant content, and thus getting closer to an assertive or minimally expected result.

Finally, at this point, invest time and develop a strategy to segment your field of activity. When possible, test paid media. And so, gradually design your investment in digital marketing to gain market share.

3 – Audio and Video are the formats that take you to the top
To increase your sales opportunities online, it is essential to have content in audio and video formats. In addition to being two formats that increase accessibility and enhance your reach, they are also the ones that generate the most engagement today.

Attention! It must be done strategically and with subtitles. More than 80% of Facebook users, for example, watch videos with the audio turned off. In other words, if you don't add subtitles, this user will certainly move on to the next video and watch content with subtitles; either because the person is without headphones in a waiting room or for whatever reason.

Nowadays, there are free video editors and automatic subtitles, so there is no reason not to do it. When it comes to companies, of course the ideal is to invest in a professional production with a script, lights, camera, noise-free audio and, if possible, translation into sign language. However, if you are a small or medium-sized company that does not have the resources for this, do what is possible. Technology advances by leaps and bounds, making access to it increasingly more democratic. With creativity, you can do a lot, optimizing resources and doing what is within our reach.

And that brings us to the next tip!

4 – Stay connected without leaving your humanity aside
Your business needs to be in tune with the market, the customer and what you can offer. Be honest! This is a value that is lacking in Brazil; but believe me, it is still highly valued. In other words, do not try to win the customer at any cost by promising what your product or service cannot deliver.

That said, work with relationship marketing, this is a way to stay connected to your customer or prospect.

Being connected to the market means knowing what the competition is offering so you know where you can stand out. It also means being aware of new developments so you can be the first to offer such innovation; or not being caught “off guard” when your client or prospect asks you about such a new development, showing that you are more aware of the market than you are. It is important to be up to date. But, again, if you don’t know, you need to respond, without shame and with great politeness and sincerity, that you will research the subject and get back to them as soon as possible with the solution they are looking for; this way, you show interest in them and in learning. Showing that you didn’t have that information but went looking for it is one of the many ways to make your humanity clear!

To summarize some points of attention that “being connected” means, we list below:
You must know what your customer wants
What consumes
Where and how to consume
What your competitor is doing
What new tools and technologies are coming to the market?
Of course, being connected means much more than just these points; and, as for maintaining humanity, it has to do with personalizing the service and being honest. When you don't know something, saying "I don't know, I'll find out and get back to you" is human and part of it, after all, no one is obliged to know everything! However, getting informed and getting back to you as quickly as possible is the role of good service. Giving this feedback is demonstrating sincerity and showing with actions that you care as much as the person who asked you about that subject, that solution or tool. Demonstrating this search for knowledge is highly human. Which brings me to the last tip in this text.

5 – Your Differential Could Be in After-Sales – Invest in It!
Building on the previous tip about the multiple means and formats to humanize your service and increase your sales opportunities online, we come to the last point of attention in this content: after-sales.

Just as technology is bringing consumers closer to sellers at the time of purchase, in addition to bots, this same technology can be used in after-sales. People are increasingly thirsty for human contact. Each person's particularities cannot be resolved by a robot.

Currently, this is perhaps the biggest differentiator in business – customer service – especially after-sales. Quality and promptness are the minimum that is expected, they are no longer considered a differentiator.