When selling, you will often face a challenge to get clients to commit. I used to rely on cold calling and aggressive tactics to push clients to buy or sell. I soon learned that these led to negative results, with most clients opting out.
I also realized that tried and tested techniques still hold true, just like the sales success method. Find out how the sales success method can change the way you connect with clients forever.
1. Adopt a Successful Sales Mindset
Unexpectedly, the first step to the sales success method is not immediately about how you relate to clients but how you should prepare for the sale. Confidence, knowledge, and expertise, three exceptional qualities that will prepare you to make the sale.
Believe it or not, your clients can see if you believe in what you sell and if you are confident in your service. Therefore, it’s important to feel, look and confidently speak when relating to clients. One way to feel confident in selling is to learn what it is, gain knowledge and develop your expertise.
2. Be an Effective Communicator
A sale is a two-way street. To become an effective salesperson, you need to know your clients better and what they need from you. Gone are the days when marketers and business owners have to do all the talking. Nowadays, you need to listen and ask what your client wants and use this information to develop a personalized sales strategy.
I often ask the following questions when meeting clients for the first time:
- How can my area of expertise help you?
- How can my service help you achieve the purchasing or selling goals you have?
I recommend formulating an end goal.
Indeed, your ultimate goal is to sell, but you can also consider connecting with your clients as one of your end goals. Remember, a well-informed client is more likely to buy or sell.
Create meaningful ways to communicate with your clients. Please note essential points like what your clients can gain from their purchase or sale. Only when you’re able to answer these questions will you develop a successful marketing strategy to engage your clients.
3. Build Relationships
You want to capture your clients’ attention, and you’re excited about what you are selling. Don’t just come up with ways to connect to your clients. You need a way to build a good relationship with your clients.
I recommend considering what your clients are looking for, what they need at the moment. It’s helpful to ask:
- How can you be of service?
- How can your service benefit your clients?
Take time to see your client’s eye to eye, stand in their shoes, and find answers to their questions.
Don’t be afraid to reach out and connect – it’s the first step to building a lasting and worthwhile relationship with your clients.
4. Be Visible
Now that you’re able to catch your clients’ attention, it’s time to lead them to your services. The internet is an excellent place to introduce your business. Remember, if no one knows what you sell, how can they purchase or sell with you?
There are so many unique ways to introduce your business, product, or services. I personally use platforms like social media, blogs, and websites to gain traction. Create a blog that features your product and includes helpful tips and suggestions.
Be seen as the expert in your field and clients will contact you.
A marketing plan also helps you achieve short and long-term goals for visibility.
5. The Sales Call
Setting up a sales call with clients to persuade them to buy or to take action is the final step to sales success. You won’t have to worry about failing at this stage as you have established a good relationship with your clients, and they are aware of what you have to offer them.
There are important aspects of a sales call that you must consider. First, you need to establish rapport and connect to your clients to show that you mean well.
Next, set your goal or vision; tell them that you want to help them to reach their purchasing or selling goals.
Show that you’re excited to talk about your products, this will go a long way on the call.
At the end of the sales call, make sure to have a plan of action in place with your client. Either a follow up call at a certain date and time, a follow up email or an appointment to move to the next step. Purchasing or selling.
The more informed your clients are, the more they are likely to work with you.
