Top Secrets to Selling Digitally during a Pandemic in Indonesia
Let’s face it, with the pandemic wreaking havoc across the world and showing no signs of slowing down especially in Indonesia, there’s no going back to the way things were. According to Global Web Index, over 76% of Indonesians are spending more time on their smartphones, – this means if you’re not selling digitally, there’s little to no chance of you acquiring customers for the rest of 2020.
We’re here to help you and your team move away from relying on chats over coffee and handshakes by:
> Learning to adapt to digital selling with a growth hacking mindset
> Adopting digital customer acquisition tools and partners
Have you ever ask yourself – What is it that your sales team needs to go through a downturn? There’s only one answer – That’s sales, but how do you acquire new customers when you and your team can’t even go out to meet people?
In the finance, real estate, and education industry in Indonesia, they’ve always relied heavily on having reps meet new customers face-to-face or rely on existing relationships. New customers are acquired from footfall to branches, booths, events, or via on-ground agents.
However, due to the COVID-19 pandemic, our XACT data shows that traffic to public areas has dropped by 93%. McKinsey found that 67% of consumers are planning to further restrict work and social interactions for financial reasons for the rest of the year.
Can you pivot your team from relying on handshakes to selling digitally during this pandemic?
Adapt to Digital Selling with a Growth Hacking Mindset
- Be Comfortable with All Digital Platforms
Having a clear understanding of all video conferencing platforms and communication apps is essential. We’re talking Zoom, Google Duo, Microsoft Teams, WhatsApp, Twitter, Instagram, or any other platform that your potential customer feels comfortable using. They shouldn’t have to work too hard to talk to you – it should be just as easy as clicking a button.
If Food Hall can get their store managers to conduct sales via WhatsApp, your sales team should be as available to your potential customers. Another example is how Astra property sales reps are now using Instagram to sell their latest township.
- Build Your Personal Brand Profile
Personal branding is the new face of sales. If your sales agents are better branded and presented online, they not only establish their authority early in the industry, but establish much-needed credibility with your clients. Social media platforms are not only perfect to start building authority but also excellent for scouting potential clients. After all, 84% of C-level executives use social media to make purchasing decisions.
Allianz Life Indonesia has expedited digital initiatives to empower agents to sell via social media as tie ups with platforms like Halodoc that enables online medical purchases.
- Make Information Sharing Easy
Virtual meetings mean having your presentation, fact sheets, case studies, and FAQ’s readilavailable. But more importantly, all that information must be available online. About 52% of the purchase decision is complete even before the customer reaches out to a sales rep. This is where marketing and sales need to work handin-hand to ensure that customers have enough information about your product to guide them during their research phase.
As campuses become less accessible, Universitas Pelita Harapan relied on virtual tours of their campuses for enrolment.
- Fulfilling Their Needs
However, it’s not just about solutions, it’s also about fulfilling their needs. Although the disconnect of the sales process through video conferencing is real, the problems stay the same –so do their needs.
Do your homework beforehand, because 42% of sales reps say they don’t have enough information before connecting with a potential customer. Find out as much as possible about what the customer’s wants, needs, and preferences are before hopping on a call.
Traffic to platforms like Alodokter and GrabHealth have doubled as hospitals have started providing online consultations to reduce traffic to hospitals.
- Follow Up and Follow Through
As people adapt to purchasing online, sales reps need to work twice as hard to follow-up and guide customers through an already complex purchasing process. With 80% of sales requiring at least five follow-up calls, that’s a lot of calls with a lot of potential hassle.
Adopting Digital Customer Acquisition Tools and Partners
As 68% of businesses struggle with lead generation and 50% of sales time is wasted on prospecting, right now you’re thinking there’s got to be an easier way. Consider using a Customer Acquisition service that will go through all that hassle for you and provide your team with better quality leads that are easier to close.
Our Customer Acquisition model utilises robust data to perform better in the digital space, creating a digital sales funnel that delivers verified leads or customers directly to your sales team. Using the right tool for the right job can not only save you precious time, but help you and your team hit the sales goals you need to achieve.
Instead of spending all your time wooing potential customers, you can get your team to focus their time and energy on converting them. For more on how ADA can make a difference to your business, talk to us today.