Chantilly, VA (PRWEB) June 28, 2006
ImageWorks formulates creative services to adapt to new sales patterns for an increasingly web-driven culture.
ImageWorks Studio in the technology hub of Northern Virginia has reformulated their creative services to maximize ROI for their customers as well as allow web-based client interaction, revisions, payments, approvals and more via a self design, web based portfolio/project management system.
Understanding how prospects search for vendors and eventually choose a business partner requires a look back at the sales cultures of the past.
The way you sell, the way you perceive information, what you require to make a sales-oriented choice -- all are vastly different from even ten years ago. Selling has changed dramatically since the Internet came to town.
Sales cycles have shifted many times over the last thirty years. A quick glimpse at the cycles of sales habits and techniques reveals information that is critical to mounting a successful sales campaign in today's Web-driven marketplace.
Slick Willy and the Tin Man
In the '70s and '80s, telemarketing and aggressive sales were the way to go, and companies aggressively competed for top sales people. A good salesperson could often boost just about any business to yield impressive numbers. It was an era of Tin Men and Slick Willies...but it worked.
The beginning of the technology boom…sales cycles once again shifted. A new era brought better-educated salespeople applying "push, push" sales techniques to a wide variety of products. Telemarketing still worked well and "networking" was the big buzzword. Your fax machine spewed reams of paper with endless offers for products and services; the consumer relied on the salesperson for information. Even in the late 1990s, Web sites were underutilized.
Coffee Is for Closers!
The 1992 movie, Glengarry Glen Ross, summed up the sales mentality of the time in two memorable quotes that still echo among sales people: "ABC -- always be closing, always be closing" and "Put down that coffee; coffee is for closers!"
Not anymore. Not today.
Most companies use automated phone systems, which act as gatekeepers to weed out telemarketers. Most offices post "No Soliciting" signs. Fax numbers are much less frequently shared, and few decision makers have the time to sift through direct mail.
The ImageWorks Methodology -- It's 2006. What Works?
The first thing to consider is how people find information. Conventional methods such as direct mail print advertising, salespeople, and trade shows still work, but they need to be reinforced with a powerful web brand. Most B2B and B2C searches for products and services are now done through search engines. To complicate things further, even if a company or product is discovered through traditional means, the next step, the "investigative" step, is almost always done via the Web.
The Hub of your Brand: Outside-In Web Sites
How people perceive and interact with the information they find? If it's TMI (too much information), they're gone. If it looks unprofessional, they're gone…
And then there's the mistake that's made most often: web sites that are created from the inside out. The "message" of an inside-out Web site is developed from the insider's perspective rather than from the customer's point of view. A successful message must be created from the outside in; it must satisfy the prospect's buying process through intuitive design and persuasion architecture. Unfortunately, this is rarely achieved.
Without giving away our trade secrets, here is an outline of our new programs designed to maximize ROI and boost sales:
- Design all media to re-route customers to either 1. Your web site 2. Call your business.
- Re-format home page message and best use business categories.
- Brainstorming and Marketing consulting via new meetings and conferences
- Design and graphics to further promote core message of each page
- Interactive processes to intrigue/engage prospects.
- Optimize technical copy to increase response and interest via persuasive architecture and marketing optimization
- Add calls to action consistent with the 4 major personality types (Driver, Amiable, Expressive, Analytical)
- Web Based project viewer to view designed samples online from anywhere
- Web Based Revision, Approvals
To learn more about customer-oriented branding and web marketing/design contact ImageWorks at 703-968-6767 or at http://www.imageworksstudio.com
Founded in 1995, ImageWorks is an award-winning marketing and design firm in northern Virginia, serving all markets.
Press Contact: Scott Margenau
Company Name: IMAGEWORKS STUDIO
Phone: 703 9686767