Having a commercial strategy is more essential today than ever, due to the digital acceleration we live in, because it is about the actions and operations that must be performed to make a product known, increase sales and gain market positioning.It has to be customer-centric and its focus has to go beyond that, achieving sales sustainability over time, guaranteeing the existence and permanence of the company itself. To do this, you must have a strategy that connects with your consumer, inciting them not only to buy but to be ambassadors of your brand.
If you want to learn how to create an effective commercial strategy, let's take a look at the key elements to build it.
A commercial strategy demands a structured process carried out with a multidisciplinary team, including members from sales, marketing, management and product development, logistics, etc.
The fundamental stages of which it is composed are:
It is important to analyze market maps to make it easier to study the competition and compare product positioning.
You should also identify your target audience to customize your commercial strategies. To do this, consider these questions: who is your buyer persona (age, gender, interests, etc.), what are their needs and problems, how do they look for solutions, what elements influence their decision?
To be successful, know how to set objectives and define the key performance indicators (KPIs) with which you are going to evaluate whether the goals are being achieved.
There must be both general objectives for the organization as a whole, as well as specific ones for each market, area or type of product or service.
An effective commercial strategy must target the right customers. To do this, it is key to segment the market into groups with similar characteristics.
For example, it can be demographic (age, gender, income), geographic (city, urban area, climate), psychographic (values, interests, personality), etc. segmentation.
This way, the commercial strategy will be much more focused and there will be better results.
The value proposition refers to what makes your product or services unique or valuable to customers.
Based on this, it is much easier to set prices, always considering the advantages it offers to consumers' lives.
Once you have defined the above, it is time to select the best strategies and tactics of commercial strategy, according to your objectives.
Different elements come into play here, such as:
Strategies such as loyalty programs, different communication media and sales channels, satisfaction surveys, continuous improvement and much more can be used.
Finally, you must implement the commercial strategy and monitor the results based on the metrics you established to know if the objectives are being achieved or not.
If not, it is important to make adjustments to redirect the strategy and achieve the desired goals.
Consumers are the reason a company exists and is maintained, so you must work to provide an exceptional customer experience.
Focus your actions on building a service platform that truly provides a realistic and clear perspective on what your users think, feel, need and want from you.
It is not only about resolving doubts and responding to complaints, but also about training all your staff so that they can resolve any uncertainty, speak the language of your potential customers and listen to their problems and look for effective solutions.
One of the best tools to build a strong commercial strategy is to use technology to your advantage.
Marketing and sales departments play an essential role, so they must have the necessary tools to follow up on qualified leads and convert them into customers. Without this collaboration, many business opportunities can be missed.
Likewise, other trends can be ideal, such as AI and Machine Learning to analyze large volumes of data, predict behaviors and personalize offers to adapt to demand.
Use everything you can to your advantage to automate processes and boost your business strategy, but don't forget to train your staff so they can get the most out of the technological tools adopted in your company.
The integration of tools, such as a CRM, has to be done strategically to yield good results and a quick return on investment.
To do this, the use must be supported with solid business processes, so it is easier to achieve efficient process management and achieve the established objectives.
In this sense, at London Consulting Group we ensure a successful implementation of technological tools, supported by a business strategy that guarantees growth in the medium and long term.
Our goal is to achieve a seamless integration in all your business processes. To achieve this, we first evaluate your needs and select the most suitable software to meet them.
A value proposition that differentiates you from the competition is the heart of any business strategy, as it is what makes your product stand out from the rest of the market and makes potential customers choose you over others.
To achieve this, it is important to identify what problem you solve and how you do it uniquely. It's not about listing features, but about knowing how to communicate the benefit you offer.
Focus on deeply understanding your target audience's needs (pains, desires and expectations) to provide solutions that are aligned with their interests.
Customer loyalty is one of the pillars for the growth of any company, since it is more profitable to keep a current customer satisfied than to acquire a new one.
To achieve this, it is important to provide personalized experiences, good service and exclusive benefits that strengthen the bond between customers and the brand.
For example, implementing rewards programs can help not only to generate satisfaction, but also to motivate them to continue choosing you over the competition.
Developing an effective commercial strategy can boost your business. However, to achieve truly impactful results, it is essential to have the support of experts who understand the dynamics of the market and can design strategies tailored to your business.
At London Consulting Group, we offer customized solutions that drive business growth through proven methodologies, cutting-edge technology and a results-oriented strategic vision.
Our team of expert consultants works hand in hand with each client to identify opportunities for improvement, optimize business processes through the right tools and design strategies that generate competitive advantages.
Do you want to know how we can help you enhance your commercial strategy? Contact us and find out how to get better results in sales and customer loyalty.