Is there a magic bullet to making sales? Are there some secrets that the top sellers are in the know about that you aren’t? I don’t think there is a magic formula, but I do have 5 sales strategies that work — as long as you work them. Because times have changed, the way in which we make sales and interact with potential customers has had to morph and evolve as well.
5 Sales Strategies That Work
Treat your customers as you’d like to be treated. Sounds simple, but with today’s high tech world, we sometimes forget the high touch methods of making sales still work best. Make a connection and be the person that is the go-to for your potential customer.
Remember, it is about how your product can take away their pain points. It is not about how great your product or service is, even though it is great, i am sure. When you’re working with a new customer make sure you really listen to them and that you show how you can ease their pain with your product.
Know your customer’s comfort level. If they are a start up they won’t likely be spending $50,000 on a coaching program or on a product that might break the bank. Know your customer. Know what they have to spend and offer them a product or service that fits their needs. You don’t need to oversell your products or services to them. if they like what you do, they will eventually ask for more.
Keep it simple. Rather than putting together a high tech slide show or powerpoint presentation, sit down over a cup of coffee and have a conversation. Get to know them, speak their language. Speaking of language, don’t speak in acronyms — it doesn’t impress.
Follow up and follow through. If you promised to deliver something, make sure you do. Don’t drop the ball right after your initial meeting. Your initial meeting and your initial follow through is what will set the tone for the rest of your relationship.
Are you focusing on the client and his or her needs when you’re making a presentation? If you’re not, or if you’re not sure, talk wtih a trusted colleague and ask them to listen to your presentation. Adjust accordingly.
If you have employees or have had employees you know they can make or break your business. This is especially true if they are the face of the business — sales reps or your receptionist or other office staff. In order to help your business thrive and keep your employees engaged and motivated you can coach employees to success and it’s a win-win for you and them.
Coach Employees To Success
Coaching is a different way in which to not only interact with your employees but to help them develop and grow into their full potential; when they do that, your business will be the beneficiary. If you’re like most employers, you meet with your employees quarterly or maybe only annually. You do a performance review, shake hands and you both go about your business until the next meeting. Do you discuss areas for improvement? Does your employee mention tht he or she would like to do more or learn more and ultimately earn more? Do you listen when they tell you that? How do you respond?
Here are some ways to not only review employee performance but to coach them to higher levels of success and productivity:
Build a relationship in which they feel you trust them and that they can trust you to keep your word. If your employees don’t trust you, they will always be operating from a place of fear.
Have an open door policy. This is a way to let your employees know they don’t have to wait until a situation is ready to implode before they approach you. Start any conversation with an employee — especially a coaching session — in an open manner and without accusation or reprisal.
Don’t leave the meeting until there is agreement between the two of you. Whether your coaching your employee into a different role within the business or whether you need to course correct, make certain you’re both on the same page. Make your employee feel comfortable enough to say, “I don’t agree” or “I don’t understand” or “How about we try it this way?”
Look for alternative options. If you can’t come to an agreement, it may be time to look for alternatives. Whether you feel it’s time for you and the employee to part ways or whether you feel it’s a working relatioship that can be salvaged and further rapport built, the coaching sessions will allow you to make that decision. Ultimately, it’s what’s best for the health of your company, not personal feelings.
At the end of the coaching session, put next steps into place and set deadlines. Set up metrics for success. Schedule your next meeting.
Do you coach your employees or do you dictate how things will work? If you aren’t certain how to begin a coaching program with your employees, reach out and let us know. We can help!
Knowing how to run a computer program and keep your anti-virus software up to date are skills that are necessary for an entrepreneur to have — or to hire someone to take on for him. There are low-tech skills entrepreneurs need to master that are as vitally important master — sometimes even more so than the hard-tech skills.
Low-tech Skills Entrepreneurs Need To Master
How to entertain your clients. If you want to “close a deal” you may need to master the art of small talk and networking. Whether you entertain clients at an intimate dinner, a large holiday party or even over coffee for a first meeting.
Plan face-to-face meetings. Technology is great and it helps you connect with clients across the country, but many entrperenuers rely on tech to communicate with clients who are just across town. Nothing beats a face-to-face meeting with a client to cement the relationship or with a new client to build rapport.
Know what to do at a trade show or conference. Don’t be a wallflower and expect others will approach you to talk. You need to screw up your courage and make the first move. If you’re making the commitment to attend you need to get a return on your investment.
Pick up the phone. Gasp! We know it’s a concept that has fallen out of favor in this era of text messages and emails, but a good, old fashioned phone call is a great way to connect quickly and to also hammer out a concept that would take far too long to do via email.
A handwritten thank you note. This is truly a practice that has gone out of style. If you have a meeting with a potential client, send them a handwritten thank you note to not only recap your conversation, but to thank them for having taken the time to meet with you. Getting a physical piece of mail is rare in today’s electronic era and this might make you stand out from the competition.
What low-tech skills do you need to master or do you need to brush up on?
What kind of leader are you? Do you know? Have you ever even asked yourself that question? When I work wtih business owners in my coaching program I work with them to ascertain what type of leader they are. Are you a weak leader? Are you a strong leader? Knowing which one you are can help you motivate your team and move them forward and your business toward higher successes.
Are You A Weak Leader?
Do you make decisions? If you’re so-so when it comes to making decisions — whether you’re paralyzed by fear or whether you’re afraid you won’t get a return on your investment or whether you’re simply thinking, “We’ve never done it that way before… will it work?” If you hesitate to take action, you are showing signs of weakness, regardless of the reasons why you’re hesitating.
When you have to say “no” to a project or idea do you follow that up with, “because we just don’t have the money/time/manpower?” Don’t tie the “no” in with a complaint about a lack in resources. If you have to say no, then do so. Don’t continually complain about a lack of resources or your employee morale is certain to suffer.
When things go wrong do you look for someone or something to blame? Stop! You have to take responsibilty even if it was an underling who made the mistake. As a supervisor or business owner you need to take responsibility for both the good and the bad.
Do you abuse your position of power? Are you a “do as I say, not as I do boss?” If so. Stop! You need to set the bar by which your employees measure their own behaviors. You may have privileges in your leadership role, but don’t take advantage.
Treat others with respect. Don’t intimidate your employees. Don’t be disrespectful to higher-ups.
When I coach wtih business clients, they sometimes tell me that they know they should be blogging but they just don’t know how or where to start. I uncover that for many, there is a fear of blogging and that is what makes them procrastinate. Here are some ways to break through your fear of blogging and get on a regular schedule for your business.
Your potential clients will thank you for sharing your unique expertise with them on your blog posts.
Break Through Your Fear Of Blogging
Understand your niche. If you narrow down your niche you can focus your efforts and truly impart the knowledge your clients and your ideal customers need.
Know your blogging objectives and put metrics in place to help ascertain whether you are being a blogging “success.” Remember, it won’t happen overnight — blogging success or blogging traffic. Give yourself a deadline for trying your hand at blogging them track your metrics at the end of that time. You will need to know whether you’re looking to make sales, get comments, drive people to your social media pages for likes and comments or get them to sign up for your newsletter. If you don’t know your goal, you won’t be able to measure success.
Realize that “not everyone is looking at you.” What we mean by that is that sometimes bloggers feel self conscious — like everyone is staring. They get social anxiety when their finger is hovering above the “publish” key. If you’ve researched your topic, stayed on topic, have shared quality and relevant information you have nothing about which to be anxious. Also, remember, everyone makes mistakes and typos. If you look at your post later and discover one — change it then re-publish. Viola! Problem solved.
What’s preventing you from blogging or from blogging regularly? What roadblocks are you putting in your own path to blogging success? Let’s talk, during a coaching session and break through the blogging writers’ block you might be experiencing.
