What do you do if you are not a natural seller, and you can’t currently afford to hire a pro salesman?
Today I am going to show you the four key areas that you can focus on to help you start selling today.
Step One - Research
This is a key area and is a great way to build your confidence and knowledge. You will need to get your product and really get to know it… play with it, break it, bend it, really get to know it inside out.
Also look at your competitors, what have they got that you don’t? What do they do differently? What do they do better?
Then look at your customers, who are they? What do they need?
Time spent researching these areas will vastly increase your confidence. You should also set an exact time frame for this stage.
Step Two - Connecting
Now it is time to get out there and connect with people.
Cold Calling - This often gets a bad reputation, but if done correctly, it can be a good way to get started. The key is often to not try and sell on the first visit. Just introduce yourself and leave some material, then pop back a month later and show them your hot products.
Trade Shows - Virtually every industry has trade shows. Ideally you should get your own booth and use this as a way of networking, selling, promoting and branding. Bear in mind that you may need to bring 2 or 3 more people with you to help out.
Get Attention - Getting attention and getting noticed are going to be key to making your sales easier. Advertising is the most obvious way of doing this, but you can also use press releases and the media to help. Try and think of a unique angle about you or your company, and use that to get a story to the press.
If you are looking for extra tips on getting attention and creating buzz, then get a free copy of this case study: Free Marketing Case Study
Step Three - Get Organised
The less your customers have to do to complete the sale, the better. Make it easy. Do the work so they don’t have to. If they have to do more than fill out a credit application and write you a check, that’s too much.
If you need a bunch of technical information, sit down with them. And YOU fill out the questionnaire while you go through it with them. If you can make everything as organised as possible, it will make your life easier, and will increase your sales.
Step Four - Close Close Close
Once you have got a signature from the customer, you are only half way there. You are only fully there once the money is in your bank account.
Always focus on closing the sale, and If you get a half-baked commitment and then no promised phone call, follow up. Show up. Bring a freebie. Be accessible. Invaluable. Available. And ready.
You now have four key areas that can help you orgnaise and become more effective in sales.