Perfect your sales pitch
Most of us have had one of those annoying encounters where a salesperson just won’t give up on trying to make a sale, whether it’s a phone call aimed at getting us to buy a timeshare or those people who set up store in the middle of the mall with their massage chairs or expensive face creams.
The fact is that none of us likes to be the target of these pitches. Yet many of us make the same mistakes when trying to sell our own products or services.
Step 1: Be attractive to your customers
Are you looking at marketing in your business in a way that makes your customers want to buy what you’re selling, or are you constantly trying to push them down the sales funnel? The trick is to understand your customer, and to get people to really like and want what you have to offer.
Think carefully about how you can get prospects to like you and your product or service. Maybe you need to spend time on educating them about your offering and its benefits; perhaps it is engaging them on social media; perhaps it is staying in touch with them in a way that is value-adding (for example, regularly sending them resources that will help them to better their business).
Step 2: Develop trust
The next big step is to get prospects to trust you. Trust does not happen automatically; it takes time to develop. This means that you need to think carefully about what strategies you can put in place to build trust.
For example, you could provide a trial of your offering or free product. Perhaps you could put together a free downloadable e-book. Once people have a positive experience of your product, they are more likely to trust you.
Step 3: Be patient
The key thing to remember is not to get impatient and jump the gun by getting into sales-pitch mode if you think your prospects are starting to consider buying your offering.
Your job is to entice them to love what you have to offer, so that the desire to buy it develops in them on its own. Be patient, keep following up and building trust, but don’t get pushy.
After all, it’s far easier to close a sale when it’s instigated by your prospect than if you’re trying to force someone into buying what they don’t want. And once someone loves your offering, they’re likely to recommend it to someone else, so this “soft” sales approach may yield dividends.