Low touch sales: how to automate receivables?


It is undeniable that consumer behavior has changed over the past few years. Not only did he migrate online, but he also started to use a greater amount of information to make the decision to close the purchase – even without needing the help of a seller in some steps of the process.

A reflection of this is the increase in low touch sales, which have become more frequent these days. Through it, the customer does the entire process on their own, from finding the solution to closing the contract.

In this sense, finding the product or service you need on the internet, just a few clicks away, reduces the need to contact the company’s salespeople or sales representatives. 

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This agility brings numerous benefits for those seeking sales efficiency. Every business has products that, practically, sell themselves – or that can be purchased by self-employment.

Thus, the need for some representative to make the sales effort is dispensed with.

With a good sales flow management tool, combined with a collection automation platform, the entire process is simple to be managed, in addition to eliminating errors or inconsistencies that can make a business lose money. In other words, each movement is available for follow-up without the need for dedicated teams to focus on this process.

In this post, we’ll talk about how the use of these two types of tools, together with low touch sales, are essential to optimize your company’s revenue, generating high conversion rates. Good reading!

What are low-touch sales?

There are several selling techniques, each ideal for a type of customer or product. Since the beginning of commerce, face-to-face sales have dominated. With the advancement of technology and after months of social distance, this method has become increasingly rare. A new reality allows low-touch sales to gain more space. But what does it mean?

In free translation from English, low touch means “a little contact”. Applied to sales, this means a purchase without the contact of a salesperson, the customer does everything himself. In this case, marketing takes on a fundamental role, as it will educate the consumer to make the purchase decision.

Low-touch sales give more autonomy to the customer, who is usually looking for speed and solution to an immediate need. Therefore, this model is common on the internet, and, certainly, you do it every time you buy at e-commerce, for example. Just access the page and make the purchase with the payment method of your choice.

What about high-touch sales?

If you thought that high-touch sales are the other way around, then you’re right. Let’s understand its applications. Typically this model is used to sell products with a higher average ticket, so it is often common in B2B businesses. This means it’s common to have a seller following the entire purchase process, which can make it longer.

Higher value-added products are not usually bought on impulse, especially by companies, where many people are involved in the decision process. The monitoring of a seller becomes necessary so that there is no friction or doubts until the purchase is made. Even if the potential customer has a low knowledge of the product, he is still considered important, as he will be educated throughout the process.

How does automation drive low touch sales?

Automation brings, above all, efficiency in receiving and managing payments. In addition to allowing the main payment methods to be offered to consumers. Only a complete infrastructure delivers a secure checkout with the main means of payment, allowing customers to make online purchases with ease. Be it aimed at the B2B market (company selling to the company) or B2C (company selling to individual).

A business can only gain from organizing its processes, entrusting tasks to automation technologies. The commercial team can focus on strategic sales and the finance team can be in control of each movement, without any risk of errors. Both low touch and high touch sales can only benefit from a more efficient sales system.

Confidence in the business process

When a company’s team can rely on automated processes, it is easier to focus on strategic tasks for business growth. Furthermore, errors and data loss are kept to a minimum. The entire purchase and sale process becomes more reliable and effective. The teams’ efforts start to generate results that really make a difference.

Using an automated sales management software, your sales team can follow the customer from the first contact with your company. Also, create a personalized process according to their profile, generating more qualified leads. The chances of closing a sale are much greater when the approach is done in the right way and at the right time. The commercial is even more complete with all the metrics and KPIs brought together in detailed reports.

Reduction of manual tasks

Spreadsheets and repetitive tasks can be in the past when everything is put in hand with a complete infrastructure that takes care of the paperwork for you. Data is consolidated in just one place and it is still possible to schedule billings and payments. That type of task that a team could spend hours doing is put on automatic and is available to drive sales strategies.

Automation can go further, also covering the entire process before closing sales. A good sales software can integrate with the main systems you already use in your company, organizing all the data and information that your sales team needs on a daily basis in one place. It is possible to create reminders, notifications, the base of leads and customers, in addition to providing inputs for the marketing team that will make the first attraction of the future buyer.

Revenue predictability

Once it is clear whether the purchase has been paid for, canceled or is still pending, it is possible to have at the tip of a pencil how much a company will receive at the end of the month. A good payment infrastructure still allows for the anticipation of these receivables, covering unforeseen events or emergencies that may arise along the way.

More payment options

Consumers seek to be in control of their purchases on the internet and this is mainly through payments. Although Brazilians still have a strong preference for bank slips, other means are gaining more and more space. Offering the greatest number of options guarantees the freedom to choose the one that best suits each customer’s purchase moment. No sale is lost due to a lack of payment at checkout.

A complete payment platform delivers, natively, from bank slips to credit cards and the brand new Pix. All integrated with a financial management system to improve the performance of your sales team.

Optimizing low touch sales

Selling over the internet has become even easier with the technologies that are available to businesses. Receivables automation is a handy tool to streamline processes, reduce operating costs and let teams work efficiently.

Low-touch sales demand that online businesses create assertive strategies to conquer and educate the customer so that he, on his own, makes his purchases with the fewest possible obstacles. This mainly involves offering secure means of payment at checkout with all the options on the market.

This type of sale usually brings a large financial movement, so count on a payment infrastructure to automate these receivables. Thus, your finances are in order and free from errors that could cause long-term losses. Ready to learn more about how to leverage your business sales with impeccable management? Check out this material that we have separated for you.