Sad huh, but not really all that unusual.

The situation:  you spend time and money developing a great website. You have some videos and well executed marketing materials that you can send electronically or through direct mail. You’ve even started to do some social media and as for Linkedin, heck, you’re doing that too.

Yes, you’re doing all of these things but when you take a look at your sales pipeline and the new business that has been developed you have a moment of sheer disappointment because well, not much is happening. The numbers are perhaps not much better than they were before and when you factor in the time and money that you’ve expended on these marketing initiatives you sink into a deep depression.

Where the heck are those sales?

I feel your pain but here’s the plain truth – just because you have all of this marketing doesn’t mean that sales will be forthcoming.

It’s a case of if you build it they just might not come.

Really.

You see marketing is necessary. It’s fantastic to get you visibility and credibility in the marketplace and it sets the stage and lays the foundation for all of the selling that will come later. But marketing does not close sales. People do the selling and in order to bring in the business you must have well-defined sales processes and exquisite sales competencies coupled with even better customer service.  If you put all of that together in one nice integrated package, well then, sales will develop. But if you engage in marketing WITHOUT paying equal attention to sales (strategies, processes and competencies) you will simply not ever get the best return on investment from your marketing endeavors.

That’s the plain truth.

Want some help with sales?  Call me: 516-445-1135 or email at amiller@adrianmiller.com.