Sales Maximisation Engine Process Example

An example best explains and simplifies our process.

In this example we will be applying the Sales Maximisation Engine to a South African, rock drilling equipment, manufacturing company wishing to expand sales to Australia.

Target Market Demand Research

The first step is to determine whether there is a market for rock drilling rigs in Australia.

To get this information, we turn to Google to extract their keyword research numbers:

From the above data, we now know that the market size is 3700 searches per month and that the market is growing at 23.86% year on year.

From previous experience, we know that we can tap into 20% of that market, or 740 Visitors to the offer.

And that 5% of those,  37 will make an enquiry.

Since these prospects have:

1. Looked for the type of products on offer, when they are looking for the solution.
2. Read the offer on a website and liked what they saw.
3. Decided to give away their anonymity by enquiring.

They are not only qualified prospects  but are keen to transact with the company.

From previous surveys, we know that if the enquiry is handled correctly, the sales closing rate is a third or 33%.

Therefore the estimated number of sales is 12 sales per month.

Making this a viable business proposition, with a high return on investment.

Website Conversion Enhancement

There are a series of website elements, content structure and communications systems, which have over the past 25 years, through A/B testing proven to increase the number of enquiries.

Like for example, assisting the Buyer in the Decision Making Unit, make a more informed decision. By creating a downloadable PDF document highlighting the company’s and product benefits inside an easy to digest table. These benefits could be compared to other companies (obviously without mentioning names). Even so, it may sway the buying company into choosing the company we represent because of their expressly set out competencies in the downloadable document.

In our example, since our client wants to access the Australian market, they would have proper representation in that country. We would therefore create a proxy website, with it’s own Australian domain TLD – .au.

That way the company has representation in that country without the extensive and complicated negotiations with a local distributor or agent. This enables the company to compete against local suppliers.

The website also has embedded all the enquiry conversion elements, necessary to increase the conversion rate.

After being approved, we then launch the website.

Target Market Exposure

Once the website is launched, it is now time to attract the target market to the website.

This is achieved through:

1 Search Engine advertising

2. Search Engine Optimisation (SEO).

3. AI Optimisation (AIO).

Using these promotional systems we target the Keywords identified in the Demand Research stage of the system.

Authority Content Marketing

Content Marketing is extremely valuable in that the target market gets exposed to the company and it’s offer through the answers that prospects may have before making a buying decision.

This is specially useful in acquiring the good-will of Buyers while they are doing the preliminary product research in the buying cycle.

To this end we use a specialised tool which extracts questions people ask related to specific keywords:

These questions are then answered in a series of articles, posted in a frequency and content length preferred by the search engine and AI nettork algorithm.

This gives us another avenue to the acquisition of the target market from online resources.

These articles are sent to you for your approval, before making them live on the proxy website. That way you first get to vet the information, making sure it aligns with your brand psoitioning.

Continuous Improvement Cycles

The whole system is set up to improve over time, thereby getting higher and higher results.

Increasing sales over time in a constant improvement cycle.

We track results using Google Analytics, which shows us the various aspects of the campaign which are producing better results and we therefore focus the budget on these.

We evaluate various data points, which enable us to optimise, increase the the overall campaign success over time.

Business Intelligence Reporting

We send you a monthly report showing the User behaviour on the website. Which allows you to make better business decisions using the Business Intelligence provided in the report.

These include product specific page conversions. Showing you which products have a higher conversion rate (Key events) based on the ratio of Visitor to enquiry rate.

This helps you predict sales of specific product types in the country that you are targeting.

Engineered to Close Deals

The system is entirely engineered to close sale. For example we add an AI powered auto-reply feature to the website contact form, which replies within 15 minutes of an enquiry. Thereby replying to potential customers within the crucial first hour before the initial enquiry.

Because the auto-reply is managed by AI, it will customise the response based on any specific questions the customer may have about your offer. It will also let the customer know that a consultant will be in touch with them within 24 hours.

Allowing your sales engineering team to contact, set up an appointment, present and close the sale.