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So, should you restart, or shouldn’t you?

​With the Prime Minister’s announcement last week that those that can work from home should, it leaves us all in a situation that could last a further 6 months at least.

So, for those of you that have had your Sales and Marketing plans on the backburner, this has probably caused you some problems.

Do you sit tight for another 6 months, or should you press ahead?

There is still a lot of indecisiveness around at the moment.

Companies wrestling with that question, unsure of when to press the button, when to take the brakes off and go for it.

Unfortunately, those that wait too long are unlikely to be in a position to compete when they do start, especially as cashflow concerns create desperation and it all becomes about cost-cutting just to get work in.

Now, there is no getting away from the fact that it has been tougher for many companies to sell their products or services this year, and that this is likely to continue for some time.

However, what we have found is that those that stayed the course and continued with, or increased, their marketing throughout the pandemic period have reaped the reward from this.

Whilst reaching people at home may seem like a daunting task, and the traditional philosophy has always been to ramp down when you know people won’t be in the office (for example over the summer, at Christmas, etc.), what has actually happened is that all of those potential buyers have had less distractions and have been more willing than usual to engage.

We’ve seen not only an increase in the level of digital interaction, be it responding to emails or registering for webinars, but also the ability to reach senior contacts via phone has improved significantly. This in turn has led to better engagement rates and, most importantly, an over 20% uplift in confirmed pipeline for our clients compared to the same period last year.

As I pointed out earlier this year, the longer your competitors wait to restart their plans the more opportunity you have to steal a march on them. There has been a steady increase in digital communication levels over the last 3 months, but this is still way below what you would expect for this time of year. And, if other companies are likely to wait another 6 months before restarting, that could offer you a quieter marketplace in which to make your message heard.

So, should you restart, or shouldn’t you?

I understand it’s a difficult decision, and one you have to take yourselves, based on your own circumstances, but if you are able to start, or increase, your demand generation activities then I strongly advise you to do so as soon as possible.

Now is not the time to be left behind. Now is the time to increase your efforts and ensure the future of your company.

Good luck!

Iain Borrowman
CEO, IRSMarketing

An update from us to you

With a second round of national lockdown in England from today, and similar in place in the other home nations, we just wanted to assure you that it is business as usual for us. more

Focus on Increasing Your Market Share

Unlike many companies, that have opted to write-off this year with the hope that the next one will be better, IRS’s clients have been focused on increasing their market share. more

Looking for a 20% increase in Sales Pipeline?

With additional restrictions coming into force due to Covid-19, you could be forgiven for thinking that all businesses are retreating into their shell and waiting until things blow over. more

So, should you restart or shouldn’t you?

​With the Prime Minister’s announcement last week that those that can work from home should, it leaves us all in a situation that could last a further 6 months at least. more

The Reality of Home Working

So, how are you? How has Lockdown been for you? more

Attitude is Everything

IRSMarketing is not about a bunch of people making phone calls in order to tick boxes. We are the front end of our customers’ sales process. more

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