Objections to Marketing Automation – We Are Too Small

Marketing Automation Objections - We Are Too SmallWe run into a few objections to marketing automation. One objection we hear is that “we’re too small”. Here are some points to consider if you feel your company is too small:

Too small, too little resources. You’re perfect.

Small companies don’t have a lot of resources to get things done. Our slogan in the company is “Sell more. Do less.” Small companies are a perfect fit for our technology since the technology platform allows you to do the following, with a fraction of the resources.

  • Create marketing content
  • Participate in social media
  • Automatically nurture leads on behalf of sales
  • Identify new opportunities by turning your website into an inside sales person
  • Let sales incubate leads until they’re ready

We make you look bigger than you actually are.

Many companies won’t buy from small companies. If you want to make your business appear bigger than it actually is, use marketing automation. Your fractional or resource constrained marketing team will be able to easily target people and communicate with them in a timely and personalized manner. Your prospects, customers and partners will be impressed with your follow up and responsiveness.

Need for efficiency.

If you’re running a one to two person marketing and/or sales team you’ve got to be efficient. Let’s face it, there’s no way a small team can effectively run marketing programs, create assets, follow up, and overall manage leads effectively. Take a small sales team for example. As a small company the sales team probably feels overwhelmed. They’re moving through “leads” (actually just contacts) at a rapid pace and probably focused on quantity vs. quality. Most of the time a sales person will drop the ball on follow up if a prospect is not immediately interested. With Lead Liaison sales can drop a prospect into a nurturing campaign and deliver personalized communications over time. When the prospect expresses interest the sales person will know about it. Nurturing makes it realistic for small sales teams to manage a large number of leads.

If you’re too small then your competitors are bigger.

Have you looked at your competition lately? I bet they’re using marketing automation. If you’re not you risk getting left behind. If your competition is not using marketing automation, it’s a good time for you to start. You’ll have a leg up at leapfrogging your competitors with technology that gives you an unfair advantage.

 

 

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