What did you do the last time a customer asked for a cheaper price? I’m sure that many salespeople will have offered a lower quote. Let’s face it, it often feels necessary to match a competitor’s pricing.
I remember when I started selling. I was always keen to make the conversation stay positive. I avoided difficult questions. I always tried to talk to prospects and customers about positive things. That led to a big problem.
Here's a good five-minute exercise to carry out. Present your sales message to a colleague. Then ask them to present it back to you. You’d think this would be a fairly simple thing to do. But you may be surprised at the results.
Depending on the research you read, upselling an existing customer is between seven and 20 times more cost-efficient than trying to win a new client. However, many sales people could do an awful lot more upselling activity. What follows is a quick list of nine easy ways to upsell.
If you keep doing things the same way buyers will start ignoring you. Buyers soon get used to what salespeople do. That’s why it is essential that salespeople are always doing different things. Buyers are much more likely to take notice if they see something that is a bit different. Technically, this is called pattern interrupt.
Are the contact details in your LinkedIn profile up to date? Many of the LinkedIn profiles that I have looked at recently did not have any contact details at all. Others had contact details from the past jobs. Some just had a personal email address. I wonder how often they are checked?
Often, we just don't go where our prospects are hanging out. I'm a great believer that we can all do more to go out and find prospects in new places. We need to spread our sales net. But going to where your prospects hang out is not enough.
How much time do you spend looking for new prospects? Many salespeople struggle to find enough new prospects to approach. What follows is a checklist of places where you can go to help you find potential new customers.
Do you have the right message on your website? Does your website provide an engaging reason for prospects to take things further? Will they understand what you can do to help their business? Will they learn what results you have achieved for similar clients? Do you explain what sets you apart from the competition? If so, congratulations! Your website homepage is amongst an elite minority!
Do you have an elevator pitch? An elevator pitch is a quick introduction to your company. It is a useful way to introduce prospects to you and your services. They are used at networking events, during phone calls and in sales letters, amongst other places.
Can you imagine selling without targets? Every business has a set of numbers that it has to reach. One of the most important is to make enough sales for the company to survive and grow. So nearly all salespeople have targets. If you are using social media to create sales, you should give yourself a set of specific targets. Here are the seven that I recommend.
How active have you been on social media today? For many people, the answer to this question is zero. That is a real shame. They are missing out on one of the most effective ways to start a relationship with new prospects. They are missing out on one of the most effective sales channels for printing services.
A good salesperson sells like a doctor. They know what is wrong with you or your business. And they know how to fix it. They also understand that a doctor is not selling medicine. The doctor is prescribing good health.
Many people in our industry are firmly convinced that the only way to win work is to undercut the competition.
I was mentoring a client recently and I happened to mention my copy writing services. She said, “I didn’t know you offered that!”