by Stu Leventhal ~ Guru Marketing Tips
There are many varying ways to boost sales; trickery never makes a good lasting impression. The honest road is easier and safer to travel on compared to taking dishonest, short cuts.
The best sales method develops out of each situation. Personalities must be taken into account. Motives, moods, timing; all have to be considered.
Competition must be beat, prospective client pools must be found then understood thoroughly. The quality of what you are selling and its price must be matched to solve a particular problem or inconvenience while being deemed affordable and thus valuable in the market place. Buyers must feel they are getting a good deal. Ideally you should move them to worrying about what happens if they do not buy.
Remember, Sales and Marketing are two different business activities. Sales Pros and Sales Departments are under the Marketing umbrella. Marketing does the research and makes the product changes, adjustments and improvements for staying competitive. Marketing sets the price, Sales people sell!
Yes, Sales people give feedback and suggestions to Marketing. They ask for sales tools and say what they need to beat their competition based on what they run into while out in the field. But your job as a Sales Pro is to sell the products and services in your line regardless.
Here are some Sales Tips:
- Try to build long lasting client/customer relationships not one time sales.
- Even the best sales method can be improved.
- Pitch the value being offered to the customer. How does the customer’s current situation improve? Will something get done faster, cheaper or better? Will their peers be jealous?
- Explain why you and your services and products are unique. Is your solution easier to learn or simpler to use than what is available? Is your product more durable or require less maintenance than what they currently use?
- Communicate clearly and use easy to understand words and phrases. Be specific, explain thoroughly.
- Constantly ask your clients and customers how you are doing and if there are any ways you or your products and services could improve; question, interview, survey…
- Follow up after the sale to make sure your customer is totally satisfied.
- Keep track of your competitors. Know when they are promoting a discount.
- Have something ready to upsell. Prepare add-on sales; products and services that compliment your original offerings.
- Ask your customers for referrals and introductions.
- Do not be afraid to experiment in all aspects of your business but test before you commit big money to a new idea.
- Use marketing tools to assist with your presentation. Show proof, facts, testimonials, celebrity endorsements.
- Automate as much as possible when scaling your promotions, advertising and marketing campaigns.
- Monitor your efforts, rate your activities, measure your progress, assess and then upgrade your strategies.
- Do not forget to ask for the order!
- Ask again and again and again…for the order!
At first we blanket a territory or prospect pool to make an impact. We want people to know we exist. Next we begin to get more personal. We wish to spend most of our time courting the buyers who we have the most chance of getting an actual order from. Have we identified the decision maker? Can we contact them directly? Is it easier to first win over their gate keeper; secretary, assistant, person who screens their calls and sets their appointments?
Yes, observe the very best sales pros in your field but then put your own spin on their techniques. Your sales method must match your personality.
Put yourself in your customer/client’s shoes; see things through their eyes. Ask yourself what qualities you would want in a sales person. What would earn your buying loyalty?
Go where your prospect are; digitally or on land. Join the networking groups and trade organizations they are members of and get involved with the events they attend. Go to their trade shows, read their favorite magazines, click into their most popular websites and participate on the blogs they enjoy.
Be interesting, try to have fun and spread cheer. We purchase more from people we like. Keep in touch with past clients and customers. Contact them regularly, holidays, birthdays… to see how they are doing and if there is anything they need from you.
Strive to be known as the go-to expert in your niche! Be the person people seek out for advice on your specialty and the person they are proud to recommend to others.
*Read Guru Marketing Tips by Stu Leventhal to learn the psychology of selling finesse. After all there is no business without selling!