Filtering Out The Noise: 5 Tips To Get Your Sales Assets Heard
No matter the channel you use to share your sales assets on, filtering out the noise is the key to effective selling. Of course, that’s easier said than done. But to help you get started, here are the top five ways to get your stuff heard.
- Make it useful: There is a close association between the role of the individual and the usefulness of the content. Some sales assets might be more appropriate for an IT person, while other content is better suited for a CFO. That’s why it’s important to do your research. Knowing the pain points and unresolved problems that your target clients face allows you to offer solutions they truly need. Keep the message simple and direct, being sure to write powerful headlines.
- Make it visual: If you want prospects to reach your content, you must hook them with a powerful image. Charts and graphs are the most powerful, instantaneous attention-grabber for B2B sales. It communicates the most information in the least amount of time. Infographics, photos and videos are good to use, too. It’s also a smart idea to use numbers or bullets in the copy. Break down the content into bite-sized chunks. Numbers or bullets provide design elements that give readers an entry point to the information.
- Make it personalized: Mass messages get lost. At the very least your emails and communications need to address the individual’s name. In addition to this, segment your prospects into lists and send targeted content. The buyer shouldn’t have to guess how the material applies to them. Include a personal introduction and show that you’re listening.
- Make it timely: Consider your own habits. When you first get started working on a project you’ll want different kinds of content than when you’re a month into the effort, right? Buyers are at different stages, too. They need overview materials when getting started and, as they move into the funnel, they need content to show how products and services compare to each other. It’s a roadmap. You must send prospects the right sales assets at the right time.
- Make it shorter: As a rule, cut the number of words in half, and then cut it in half again. Short videos are also good because they capture attention. Remember, early in the buying cycle prospects don’t know you well (if at all). So you have to feed them little nuggets of information first and build on that as they learn to trust you.
The Tellwise Nutshell (TTN): The key to crafting the perfect sales assets that cut through the noise is to create content that’s super easy for people to consume. Keep your content useful, visual, personalized, timely and short, and you’ll be well on your way to making a great impression and standing out.
To learn more about creating great sales assets, check out the Tellwise Tipsheet.