Why You Should Create A Personalized Sales Experience
In 2023, personalization is king. And so is a personalized sales experience.
From personalized suggestions on Netflix to suggested playlists on Spotify to Peleton’s personal fitness goals, humans crave having customized experiences.
Because it makes us feel special.
In the world of sales, the same principle applies: personalization makes your customers feel special.
Personalization is key for businesses that want to create tailored experiences for their customers. With personalization strategies, companies can identify the interests, preferences, and behaviors of each customer and then create experiences that will meet their needs.
This helps to build customer loyalty and engagement over time. Additionally, personalized relevant content increases applicability for customers which can lead to improved conversion rates and increased revenue.
Product customization is another advantage of personalization as it offers customers products tailored specifically to their individual needs and preferences.
And by personalizing marketing messages across all channels, businesses can maintain consistency while building relationships with potential customers which leads to increased satisfaction and trust in a brand.
In other words, personalization is an invaluable tool for companies eager to build lasting relationships with their customers. And today we are going to be looking at some key reasons why this is the case.
Personalization Allows You To Build Interactive Sales Experiences
What Does A Great Sales Experience Look Like?
At every stage in the sales cycle, prospects expect excellent customer service as part of their online sales experience. Because of this, the sales process must have 4 key elements in order to be considered a great sales experience.
Lead Generation and Prospecting
Effective sales processes start with effective prospecting.
From identifying a target customer to creating dynamic content specific to that target customer, prospecting is the phase of the sales process where sales representatives should seek to serve first and sell last.
If trust is built during the lead generation process, prospects will consider taking the next steps. Because if your prospects leave before they are even in the door, it won’t matter how perfect the rest of your company’s sales process is.
Discovery and Product Immersion
Once the customer has built initial trust with the company, it is time to capture them with an engaging, informative, and interactive discovery process.
Through interactive tools and product videos, this phase of the sales process allows for complex solutions to be communicated in a simple way so that prospects understand exactly what is offered.
The next key element to consider while building an interactive sales experience is the conversion strategy. Now that you have a nice list of prospects, how do you convert them into paying customers?
By leveraging the trust built in the earlier phases of the sales process and the in-depth research to determine exactly who the customer is and how they can benefit from your solution, you can dramatically increase the conversion rate, leaving both parties satisfied.
The sales process does not end when the prospect successfully converts!
By nurturing the customer relationship and supporting customer needs long after they have converted, you ensure that they will remain loyal to you and decrease the likelihood of churn. This brings your company more money in the long run.
In summary, efficient prospecting, engaging product immersion, effective conversion, and genuine customer nurturing are the 4 key elements that are essential to creating an interactive sales experience.
How A Personalized Experience Boosts Engagement
What does the elements above have to do with creating an interactive, personalized sales experience?
Personalization is the key to each topic above.
Want to build trust during the prospecting process? Personalize emails and communication so that the customer understands that you are genuinely interested in serving them and giving them the best experience possible.
Want to capture your prospects’ attention during the discovery process? Personalized tools and features show that you are willing to go the extra mile in terms of making their lives easier.
Want to effectively convert your prospects into customers? By providing a personalized solution for their specific needs you solidify their trust in you and drastically increase conversion rates.
Want to reduce churn and increase customer retention and LTV? Through continued personal platforms, communication styles, and experiences in general, your customers will engage much more eagerly with your products and services and will be much more satisfied with your company’s solutions.
By creating a personalized sales experience for your customers, you will drastically boost engagement and interactivity.
Personalization Increases the Conversion Rate
Personalization Builds Trust
As we said previously, personalized experiences during the sales process build trust between customers and the company.
Let’s dive into that a little deeper.
Trust is an important factor in any relationship. Without it, miscommunication and hurt feelings are sure to arise.
Especially in the world of remote selling, connecting with customers on a personal level is a great way to build trust. And with personalization, customers begin to feel like they are being heard and understood, thus increasing loyalty and overall trust as well.
Personalization can be used to build trust in several different ways:
Utilizing Customer Data
By understanding how customers interact online, businesses can tailor content to fit individual interests. This can make their sales process even more meaningful and enticing. Using customer data found online can provide companies with a better chance of success by creating the perfect incentive customized to each individual.
Analyzing engagement levels of prospects allow businesses to then enter a personalized ‘sales room’ where they know what matters most to the buyer, as well as having valuable analytics as validation of finding the right approach.
Applying Video Communication
Another great way to build trust through personalized interactions and experiences is through video communication. Video allows businesses to establish a personal connection and make customers feel like they are being heard and understood. Vidyard (depicted below) excels in personalized videos for customers.
For example, in Saleslion’s digital sales rooms, users often choose to start proposals with a personalized video message from the company to its customers. This is beneficial for two reasons:
- It allows the company to provide a final description of its product, eliminating any confusion during the last stages of the sales process.
- More importantly, by showing the customer that they are willing to go out of their way to engage with the customer and provide an interactive sales experience, video communication builds tremendous trust between the customer and the company.
Additionally, personalized video communication helps to create a sense of familiarity with the business and builds an emotional connection between the two parties.
Trust Makes Weighty Decisions Easier
By utilizing customer data to create more relevant and engaging customer experiences and by applying video communication to the sales process to build personal relationships, personalization can help build lasting trust with customers.
Why is trust vital to the success of your sales process?
Especially for enterprise companies, where every deal matters, it is extremely important to remove any barriers or hesitations that might prevent the customer from closing the deal. This is where trust comes in.
With trust, customers are much more likely to weighty decisions without feeling pressured or overwhelmed. When a prospect trusts an organization, they are more likely to rely on its opinions and advice when making important decisions.
From an article about how trust influences our behavior, it is said that trust is about emotional intelligence – understanding what truly matters to the other person. Because a personalized customer experience effectively demonstrates emotional intelligence for the customer, it is also a direct builder of trust. And with this trust comes the ability to make big decisions with less stress, thus increasing the conversion rate.
Personalization Allows You To Create Better Experiences for Future Customers
Especially in the world of remote sales, digital sales rooms can be a great asset for personalized sales experiences. Not only do they help streamline the experience, but they also serve as a place to track and analyze how customers responded to personalization.
Data analytics can help companies make more informed decisions in the future by providing insights into trends and patterns that may not be immediately obvious. By analyzing data, companies can gain a better understanding of their customers, markets, and operations, allowing them to make decisions based on evidence rather than intuition. This process can also help identify potential opportunities and risks, enabling companies to take proactive steps to maximize success and minimize losses.
Data tracking and analyzing are becoming increasingly important to companies as they become more reliant on data-driven decision-making. With the right tools, such as digital sales rooms, companies can gain valuable insights from their data that will help them make better decisions in the future. By leveraging data analytics, companies can gain a competitive edge by staying ahead of the curve and making smarter decisions faster than their competitors.
By utilizing dynamic content and customized techniques in the sales process, companies can track how customers responded to such techniques, enabling them to provide more enticing and personalized sales experiences for their future customers.
Examples of Effective Personalization
Now that you understand the benefits of personalizing the sales experience for your customers, let's look at some credible examples of what it looks like to implement a successful personalization strategy into your organization.
Saleslion has revolutionized the personalized sales experience by developing digital sales rooms customized for each customer. Unlike anything seen before, Saleslion allows the sales process to be engaging and designed specifically for each customer’s goals, problems, and priorities creating a better experience for all parties involved.
Slack, a collaboration hub for professional and organizational communications, has pioneered the way companies communicate online. And with incredible features such as theme customization, app integration, and personalized status markers, especially beneficial for remote companies, Slack has demonstrated that personalization can scale business in a radical way.
Salesforce has developed an incredible personalization strategy for its self-service tools and platforms. With personalized portals to show key metrics and track customer data and customized chatbot messages tailored to the unique problems of the user, Salesforce enables its customers to achieve the best results possible.
Overall, personalization is an incredibly important aspect of sales processes and customer experiences.
Personalization isn't just a buzzword; businesses are leveraging its power to build relationships with customers and increase loyalty. By creating individualized content, products can be tailored to each customer's unique needs and preferences leading to greater satisfaction in the long term.
Additionally, a customized marketing message or personalized sales experience can help create consistency across all channels while ensuring that people remain engaged with brands they trust over time - resulting in improved conversion rates and higher revenue streams.
If you are interested in scaling your business by using a personalized sales experience, reach out to us today.