This criterion divides sales according to where they take place: in a physical space or in a digital environment.
Offline sales are classic sales in stores, offices, and exhibitions. For example, in the Lemana Pro construction store (former Leroy Merlin), a customer can choose tiles themselves, and in a car showroom, they can test drive a car before buying. Direct contact with the client increases trust and helps them make decisions faster. The disadvantage of offline sites is limited audience reach and additional costs such as renting premises.
Online sales are sales through websites, social networks, marketplaces. The trick is that such sales occur around the clock and you can serve customers from any region. But to stand out from competitors, you will have to invest a lot of resources in advertising.
How does advertising on competitors’ brands work?
By transaction structureIn this case, the type of sale depends on the target audience.
B2B (business to business) — sales between companies. For example, a plant supplies spare parts to car manufacturers, and an IT company sells fax lists a CRM system to a marketing department. Such deals are usually concluded for large sums with high margins. However, deals are rarely concluded and after long negotiations.
B2C (business to consumer) — when a company sells a product or service to an end customer. For example, a person orders a phone or subscribes to Netflix. In this case, sales are massive and fast, but the average bill is lower than in B2B. And the competition is much higher.
B2G (business to government) is sales through the best javascript frameworks government procurement, tenders and contracts with government agencies. The peculiarity of government contracts is that they are concluded for large volumes of work. But such contracts also have many requirements. For example, a company wins a tender for the supply of oxygen generators for ventilators to hospitals. To receive money for fulfilling the contract, the equipment must comply with all certificates, pass several safety checks, and its delivery must strictly comply with the established deadlines.
According to sales technology
This criterion describes how a company attracts customers and closes deals.
Cold sales – when a business addresses an audience it has not yet contacted. In such sales, the manager calls the partner’s database and offers related services.
What is the difference between email marketing and email outreach?
Cold sales are effective in high-margin areas. For example, a real estate agency sends out letters to companies and offers office space for rent. Even if only five clients out of 100 requests sign a contract, the transaction amount will still exceed the cost of attracting them.
Warm sales are working with those who have already shown interest in the product. For example, a person left a request on the website, and the manager calls him back with an offer. This approach is more effective than cold sales, because contact fax list occurs with an audience already interested in buying. But initially, you need to spend more resources on promotion than in cold sales in order to “warm up” potential clients.
22 Best Bank Advertising Examples
Viral sales are when customers recommend a product themselves. For example, when a bank gives bonuses for inviting friends, and customers tell their friends about it and bring new customers to the company. Such sales reduce advertising costs, but it is also more difficult to predict the results of the campaign.
Automated sales — through ready-made funnels in chatbots or email newsletters. For example, an online store automatically sends an email with a discount if the customer has not completed the purchase. This saves time on order processing and interaction with customers, but is not suitable for complex products with a long decision-making cycle.