How to Get Your Sales Really Moving… Part One

We’ve all been there – concern and uncertainty, leading to worry and even panic…. all driven by that one basic business conundrum. How do we convert prospects, leads, enquiries into sales?

Well, to help you on your way to Sales Nirvana, here are three of six basic steps to remember when you need to make that sale.

Firstly, Be Confident.

Take your time to consider your product or service. Think about how it can truly benefit the recipient or client. Put yourself in their position – what are the benefits that using you, your product or service can provide them with?

Think FAB – that’s Features, Advantages and Benefits. Analyse what your product or service does, how this can provide your customer or client with an advantage, and then think of the benefit that they will get from using it. And remember, it’s the Benefit that counts! Features are all well and good, but do they actually translate into a tangible business benefit – that’s what’s important to your customers. Remember  that while your product always has the same features its benefits may vary depending on context.

Secondly – stay in contact with existing customers

Remember, it’s far easier to sell to someone who’s already bought from you. They have already gone through the process of differentiating your offering from similar ones that your competitors provide. In essence, that means that, unless your customer service was truly abysmal (and let’s hope it wasn’t), you have an excellent chance of selling to them again.

Moreover, it costs far less for you to sell new products or services (or more of the same) to an existing customer, because achieving a ‘conquest sale’ is effectively ‘dead time’, until the actual sale crystallises.

Thirdly – Develop new products

Keep innovating – it’s a mantra that smaller businesses traditionally excel at. After all, SMEs 

 costs of new product/service development. And, importantly, don’t forget the costs associated with NOT developing.

 Thanks for reading - please comment if you wish - the next 3 will be posted soon