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Thinking of co-selling with a complimentary firm? Here’s a quick guide to driving more sales leads.
There are numerous reasons why a business might choose to co-sell with partners. Collaborative work helps both parties grow their audience and earn mutual profit-based benefits. Co-selling with a partner has become an integral part of many online, cloud, and software-based businesses. If you want to go down this route, there are some established tips and strategies to make it more worthwhile, carved out from the trailblazers that went before us.
Let’s review some of the hottest strategies, tips, and tricks, for co-selling with a partner. Unlock the full potential of collaboration and elevate both businesses with one fell swoop.
Tips and Strategies to Drive Co-Selling Sales
Industry experts agree that Partner Co-Selling is the key to success for future business operations. The modern consumer wants everything here and now within a few clicks. Making it easier for your customers to purchase complimentary services is the way of the future. If a client can get everything, they need in one place, why would they go elsewhere?
Choosing the Right Partner
The first tip is in your choice of partner. Your services should complement each other, and you should have a crossover in audience. If you ran the analytical data, you would both have a percentage of the market that fit into a specific demographic. Let’s look at an example.
Say you run a hotel, and you regularly get phone calls from guests stuck at the nearby airport that didn’t plan transfers. Why not partner with a local taxi firm. The cab service could offer a small discount for transfers if clients use your hotel, while you could offer a small discount on rooms if they choose your co-sell cab service partner. You’re both helping each other’s businesses anyway, and you might as well drive more leads while you are at it.
Identifying Overlap
A truly beneficial partnership will focus on the overlap before anything else. If you can focus on that 20% of your clientele that forgets to book a cab specifically, you can work out ways to grow it using each other’s sales channels. A fantastic way to identify overlap in audiences is to use the analytics from your website. However, you should allocate a dedicated team to do this.
A dedicated co-selling team is easier if you are a large corporation, but for a hotel and cab service example, you might just allocate the extra work to a single member of staff. This member of staff becomes the point of contact between you and the other firm, and everyone is always up to date with one another.
Capitalizing on Overlap to Drive Sales
To capitalize on the overlap, you must identify where it is. Having found it, look to your websites and share space for branding. Look at your social media accounts and mention each other once in a while—guest blog on each other’s sites to add authority. Share advertising space in local papers.
When you choose the right partner, and you know your market well, the opportunities are endless.
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