10 TIPS TO JUMP START YOUR SALES STRATEGY
In the world of small business, your sales strategy is an essential part of your business growth strategy. Even if you aren’t in a sales role, you’d be surprised how often these tips can help your company thrive:
1. Research, research, research
It pays to do your homework before you pick up the phone or meet with a potential customer. Google or Pipl search all of your prospects. Dig up some dirt or anecdotes to help break the ice.
2. Enthusiasm is key
A positive attitude can go a long way. Know your facts, smile, and believe in the product or service you’re selling.
3. Be Authentic
If you get into hot water, the truth is always the best answer. Is your product more expensive? Admit it - then follow up with reasons why it’s better than the competition’s. The truth will prove you are a trustworthy and respectable salesperson.
4. Listen
Listen to your customer carefully and find out what makes them tick. If you can figure out their biggest problem, you can then show them how your product or service will make their life easier.
5. Dress Well
A face-to-face sales meeting is essentially a job interview. So shine those shoes. Also, a good rule of thumb is to dress one level spiffier than you expect everyone else to.
6. Details
To make sure you never miss an opportunity, create a detailed prospecting log. Record the date you called or emailed each prospect, what was said, the person’s interest, and little facts such as their birth date. Make sure to schedule the next follow-up in your calendar.
7. Visuals
Humans are inherently visual. In sales, it helps to give your prospects something to look at - a website, a PDF, a free sample, a pie chart or even a PowerPoint presentation. If they can see what you’re selling, it’s easier for them to visualize buying and using your product or service.
8. Know your competition
It’s easier to make a sale when you know your competition. Study what they offer, or better yet, what they don’t offer and craft your pitch accordingly.
9. The customer is (almost) always right
Sometimes they’re wrong, but if you disappoint them, or mishandle a complaint, they’ll have no shame in showing you to the door. Be helpful and understanding, but know where to draw the line.
BONUS!
10. Love what you do
This is a bonus because if you attempt to fake it, you’ll contradict #3. Loving your job is somewhat rare, but is extremely fulfilling and profitable. Customers will trust you more because of your passion and knowledge of your industry.
Leanne Havelock is the founder of Four Letter Word Media, a copywriting agency based in Winnipeg, Manitoba. She's passionate about writing for the web, and collaborating with like-minds. Follow her on twitter @4letterw0rd.
