The ReformBusiness Sales Team is since 2011 responsible for the sales of an international language school.
We started the sales in 2011 and achieved thanks to a good sales strategy the following results in the first 4 years:
· supplier of the 2 biggest companies in Bratislava (Slovakia) thanks to a B2B cooperation;
· the biggest language school of Mosonmagyaróvár (Hungary) with more than 400 customers after 1,5 year;
· fastest growing language school in Győr (Hungary) with 242% growing rate in the first year.
Let’s learn from our international sales experience with B2B and B2C sales of products and services of an international language school. Let’s start in the beginning:
What is a Sales Strategy and how did we prepare it?
A sales strategy is a plan on how to go about selling products and services and increasing profits. In 2011 after 3 years of cooperation with our B2B partner in Bratislava (Slovakia), we pushed the sales of the international language school to the next market, to Mosonmagyaróvár in Hungary, to a little city with 40.000 inhabitants, only 30 km from Bratislava, on the Austrian-Hungarian-Slovak border. The sales strategy included both key points and focused detailed on every part of a successful sales strategy.
Where are the key points of a successful sales strategy and how did we used them?
A sales strategy is defined as a documented plan for positioning and selling your product or service to qualified buyers in a way that differentiates your solution from your competitors. The qualified buyers and the way that differentiates your solution from your competitors are the key points of a successful sales strategy. We prepared a detailed plan for generating qualified buyers from potential customers and also prepared a detailed way that differentiated our solution from our competitors. To recognize this way that differentiated our solution from our competitors, we visited as a potential customer the 5 biggest competitors and analyzed their products and services.
What is a qualified buyer and how did we generate it?
A qualified buyer is a person who has expressed interest in a product or service being offered by the seller and the seller has determined that the buyer has met sufficient criteria in terms of having a high probability of actually completing the buying such that the seller will get paid in full for their product or service.
Between 2011 and 2015 the qualified buyers of the international language school were generated via effective marketing and free demo lessons organized every third month personally in the language schools.
There was no qualified buyer, who wouldn’t be landed in the sales funnel with every available customer data, to analyze his incomes, demand, availability, contact data and marketing channel, which transformed him from potential customer to a qualified lead.
TO BE CONTINUED…