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This guide will help you find new customers and increase your sales from your existing portfolio.
1. Your family and friends are your best source for recommendation
The best and most profitable way to drive sales is word of mouth. First, contact your friends and family. They trust you. You can make a list of the people you think of and ask them to schedule a meeting if you have a product or service they might be interested in. This is a great opportunity to improve your selling skills and to communicate your proposals.
Next, measure your results. To do this, record the conversations in audio or video and analyze how you perform. After you have convinced them with your arguments that you are the best choice, ask them to refer to you to another person.
Rexair, an American company with a Mexican presence since 1947, has introduced a Rainbow Opportunity sales model to place its vacuum cleaners on global markets. The system rewards satisfied customers who share their experiences with others - with accessories and supplies such as fragrance boxes or sprayers - with rewards.
Rainbow vacuum cleaner distributors are able to find loyal consumers who will promote the brand. You can win in sales but so can everyone else. They could be your best friends.
2. 2.Make your client your partner, not just a client.
Sales is not about satisfying the client's needs. It is about exceeding their expectations. That is, offering more benefits than they expected when they purchase your offer. You must learn to listen to their thoughts. Answer these questions to learn how to do this:
Are you familiar with the mission of your client's company?
Are you aware of what your customers want from you, and the products or services you offer?
You need to know the answers so you can share a common vision with your client and become their partner. This is about building a long-term partnership with your client to help him achieve his goals, and to also support his mission or the company's.
Tip: If you're just another seller, it will be tough to compete. But, if your client is truly a partner, then there won't be any obstacles.
3. Do not sell grapes. Instead, sell bunches
You will not find clients who come to you looking for solutions to their problems. Your mission is to be there for them. Instead of reaching out to every customer individually, focus your efforts on certain customers who will ensure large volumes of purchases. It creates alliances and payment arrangements with agencies or companies to do this.
ptica Universal, a company with over 10 years of experience in the market, reached an agreement in 2007 with the Autonomous University of the State of Mexico. The more than 50,000 students from this institution presented their credentials to receive a 25% discount on frames, and a 5% discount on lenses. UAEM employees also received a discount via payroll.
You can decide whether you knock on doors or not - which takes time and money. Or, you can start building a large client base in just one step.
4. 4.Identify and conquer your true customers
You must master the art and science of profiling customers if you are to become a professional and successful salesperson. First, identify the person or company you believe can buy you. You can also define your customer profile by defining their income, lifestyle, or their preferences.
If they meet your criteria, then they are qualified to be a prospect. This is someone who is likely to purchase the product or service. You can be sure they are the right buyer by ensuring they have enough liquidity to pay you on time. Remember, the sale doesn't end until you collect.
Another tip: Turn your random shotguns to accurate sniper shots. Make effective visits to ensure sales, and not just looking for someone (who can buy you).
5. How to deal with objections
How do you respond to someone who says they are not interested, that it is too expensive or doesn't need it? These situations are not the right time to abandon the client or respond aggressively. Listen and understand what the message means. Be grateful immediately and keep track of all they say. Use objections as an opportunity to highlight the benefits and benefits you provide.
Only 8% of salespeople can handle more than five objections at once without having to counterattack, while 95% have more than five objections. After this stage (and not before), it is time to ask your counterpart questions and confirm that you have resolved his doubts satisfactorily.
There are four types of objections. To handle each one, you need to use different strategies.
1. Skepticism
Solution. To support your argument, present evidence and provide testimonials.
2. 2.
The solution. Get timely information to clarify your doubts.
3. Real disadvantage
Solution. Solution.
4. 4.
Solution. Provide a plan of action with strategies that will ensure that the client has no complaints in the future.
Only 8% of sellers can handle more than five objections at once without counterattacking. Image by Andre Hunter via Unsplash
6. Your offer will be more valuable
This is not a standard option on the market, but it adds value to your product. Agua Blanca Canyon Hotel, a boutique hotel that offers only 20 rooms and is located near Jungapeo. Michoacn knows how to take advantage of the semitropical climate as well as the natural attractions in the surrounding area.
The hotel offers ideal facilities for outdoor sports, yoga, thermo-mineral hot springs, and a spa. It also organizes tours to see butterflies and migratory bird in their natural state, horseback riding, and workshops to make traditional sweets from the region. Is that all? No. No.
Tip: Provide simple add-ons that have a significant impact on your customer. This will demonstrate that you care about your customer and not just interested in making a sale. Your goal is to get him to respond with the following: "What an enjoyable experience! I'll be back soon to have it again!" ".
7. Establish alliances with other businesses
Look at other businesses in the same area as you or sell similar products or services. It may seem that you are not compatible with certain businesses at first glance. But what if?
To promote one of its branches in Mexico City's Desierto De los Leones area, the Sportium gym chain formed an interesting strategic alliance. What's the deal? It's simple. The gym is open to all who purchase any of the properties, and takes advantage of the fact that there are many condominiums and houses being built in the area.
Both the client and partner companies win in the end. So what are you waiting? Find the right business partner to help you increase your sales.
8. Keep closing
Closing is a mindset. To sell effectively, you must develop that attitude. Before you make a quote or attend an appointment, remember the ABCs of selling (Always Be Closing). Repeat loudly: "Always Keep Closing."
Stop believing that closing is the final step in a sale. It is only confirmation that your client understood what you were trying to do, that they have found the solution they are looking for, and that they agree with the price. Most importantly, it is confirmation that they trust you.
Once you have five affirmative answers from your client, inquire about their payment method and issue the invoice. You should continue to follow up on the case. A 100% satisfied customer will most likely buy again from you or recommend you to others.
9. Diversify your offering by looking for niches.
Your customer is your best sales representative. Find out what your customers are most interested in and what their end uses are for your product or service. Spend some time talking with your customers and integrating all information into a database. This will allow you to identify your target audience and create specific strategies to increase their consumption.
Don't settle. Explore new markets. If you are selling ice cream but your primary customers are children then think about how you can make them your customers. Another option is to offer more products or expand the number of presentation options for the article you are offering. This is where the key lies in anticipating your client's needs, advising him, and offering new solutions to him before he asks.
You should also consider how you can increase the benefits people are expecting to receive. It integrates additional services to achieve this. Congress Executive Training, a company that specializes in organizing congresses and business seminars, was initially primarily focused on giving conferences. It was able to exceed the expectations of clients by creating a comprehensive offering that included case studies, summits, and custom-made training courses.
10. Follow up after every sale
It will always be easier to sell a client a second time than to win a new customer. It is not uncommon for sellers to fail to fulfill one simple task: follow up. This can be anything from calling to verify that merchandise was delivered on-time or confirming that customers like the product to visiting the customer to meet them.
Technology is a powerful tool today to stay in touch with customers, follow-up with them, and make sure they get the most out of their purchases. ngel PC, for example, is an online company that offers a range of consulting services to software and hardware users. To resolve customer doubts, a technician can contact them directly via chat, IP voice or phone. It is available 24 hours a days, 365 days per year.
You can achieve customer satisfaction by following up. Remember that satisfied customers equals more sales.
