Could a local sales network be the key to increasing your revenue? Companies of all sizes and backgrounds typically rely on a variety of channels to showcase their product and convert customers. Promoting a business at a local level is often one of the most important steps for smaller brands and niche companies, but building a local sales network can be complex.
Local sales networks require organizations to build powerful connections through a talented sales team and ever-evolving strategy. Here’s what you need to know about local sales networking.
What is a Local Sales Network?
A local sales network is web of salespeople and partners connected to buyers on a specific local level. This concept is growing increasingly important among smaller brands, as many consumers are beginning to focus their attention and buying power on companies close to home. Millennials and younger customers in particular want to feel like they’re contributing to their community.
Businesses build local sales networks by connecting groups of sellers both digitally and on a field basis to local consumers. This form of sales networking makes the brand more accessible to the customer, and helps to build stronger relationships between businesses and clients.
Part of develop a successful local sales network also involves targeting the right potential customers. Companies need to understand who their audience is, what kind of features they’re looking for, and what they need to convert. This facilitates the development of trust.
Why are Local Sales Networks Important?
Local sales networks are valuable tools for connecting companies and their customers in deeper relationships. The right strategy can lead to better brand loyalty, greater lifetime value associated with each individual client, and new opportunities. The biggest benefits of local sales networks are:
Finding new clients: Sales networking is all about finding and converting the right leads. A good local consumer sales network will give your sales teams leads to follow, and provide them with the data they need to connect with potential customers.
Better brand relationships: A good consumer sales network can help you to strengthen potential relationships with your customers. Because your company is more accessible to the right customers, an air of trust builds, alongside a sense of rapport.
Brand awareness: The stronger relationship you build with your audience through local sales networking helps you to start a conversation about your brand. Happy consumers are likely to share their experiences with their friends and contacts, leading to valuable word of mouth marketing. This boosts brand awareness and increases leads.
Greater lifetime value: When you connect regularly and consistently with consumers through your local sales network, you’re more likely to develop a relationship that leads to loyalty. This loyalty leads to a greater lifetime value for each customer, as they’re more likely to keep coming back and buying from your brand.
Steps to Create Your Own Local Consumer Sales Network
There’s no one-size-fits-all strategy to making a local sales network a success. However, most of the time, the process will start with the correct preparation, and an effective team. You’ll need to:
Build the right team: Building an effective local sales team means finding a variety of skilled professionals who can take up various roles. You can use all kinds of professional platforms, including LinkedIn and job boards to find local members of staff. These team members should share your brand values and vision.
Optimize the hiring process: Think about how you’re going to ensure you’re choosing the right people for your sales team. What kind of key characteristics do you need your sales professionals to have already, and which factors can you deliver through training? Remember, you’ll need to be quick to hire the best sales professionals in a competitive market.
Develop networking skills: Communication and networking skills are essential among a local sales network. Your sales team need to know how to build rapport and long-lasting relationships with your customers. Looking for team members who are excellent at communicating is a good start, but additional training may also be necessary.
Train your team: Make sure you provide your employees with all of the support and guidance they need to thrive in their roles. Building sales scripts, and providing your team members with extra assistance to help them understand your target audience will be important in most local sales networks.
Build awareness: Make sure your local customers know how to find and interact with your local salespeople. You’ll need a strong presence online, with a good Google My Business position, and a fantastic local SEO strategy. However, you should also have a clear presence on social media, and in various local social media groups.
Remember, as you continue to learn more about your local customers, and their needs, you’ll need to expand on your local sales strategies, and provide your team members with additional education.