No matter what business you are in, the key to business success is sales. As a small business owner and entrepreneur you may not have huge funds for marketing activities. So selling is an essential skill for all small business owners. Here are a few surefire ways that will broaden your sales horizons and increase sales:
1. Identify the potential customer
It’s important to maximize your time and foucs it on potential customers rather than time wasters. For this you will have to recognize who is the Decision Maker, the person who will have a final say in purchasing your product/service. Once you have determined the Decision Maker, check if they have a problem that you can solve or make them aware of a problem that you can solve. The key is to identify or create a need and then show them the way to fulfill it. You may have the greatest product in the world but you won’t make a single sale if you approach people who don’t need it.
2. Define your USP
Why should any one buy from you and not your competitor? This is the question that is always playing on your prospects’ mind and you should have a clear and satisfactory answer. Make sure your product/service provides a set of benefits that makes your company stand out. Create a USP (Unique Selling Proposition)
3. Understand your prospects better
People like it when you listen to them and show an understanding of their business. Many sales people make the mistake of talking too much about their product and not actually listening the customer. So research about your prospects, get to know their business better, ask better questions and listen carefully as they answer your open-ended question. This will help you uncover the problem and pitch your product/service better.
4. Earn Trust
Though factors like price, features, benefits etc. are important buying factors, people not only buy for practical reason but for emotional reasons too. So make sure that you gain the trust of your prospects by being sincere, honest and by keeping your word. Don’t make promises that you can’t keep and show empathy. Impressions and rapport go a long way in getting loyal customers.
5. Make the Perfect Presentation
At the end of the day,, what matters most is your sales presentation. Don’t take it for granted. Leverage all the things you gathered from the previous 4 points to develop an effective, winning presentation.
If you follow these points diligently, there is nothing to stop you from increasing your sales. I would love to hear about sales techniques that work for you. Do let me know in the comments section.
Generally on this blog, I cover topics related to business and startups. But in this post, let’s start from the beginning.
I think this routine may sound familiar. You wake up at 7 am and reach office by 9 am. You slog it out at office till 6 p.m or even late. This continues every day, week after week, month after month and you just get tired on this routine. You start thinking about quitting your job and starting something of your own. After all if you earn for your boss, why can’t you leverage the same skills to earn for yourself.
Your monthly salary may not be enough to fulfill your dreams – the perfect home, your dream car, the much awaited vacation and you feel that you can do so much better on your own. But before you quit your job, you should honestly evaluate yourself and your future. Let’s start.
First you need to believe that you can do anything you want if you put in efforts in the right direction. Different people have different aspirations –some want financial freedom while some want more family time. Regardless of what anyone wants, many people fail to reach their aspirations because they are not clear about their goals.
Take some time out to find what you exactly want from life. Though it may seem simplistic, most of us have no idea what our exact goal is. I promise that by the end of this exercise you will have a more clear view of your goals and aspirations. Grab a pen and paper and start this exercise:
FIND OUT WHAT YOU WANT:
Once you find out what you want, you can focus all your efforts on it. To know what you want, answer these questions. Take time to really think through the answers:
1. What makes you happy?
2. What three things in life do you really enjoy the most?
3. What would you do if money wasn’t a concern and never could be?
4. How would you spend your time if you could do anything you wanted?
5. What do you want to keep doing the rest of your life?
6. What are your obsessions?
7. What do you want to learn? To know? To be?
8. What else would be a part of your perfect life? List it all
Write down all the answers to the above questions, no matter how silly they seem to be. Trust me, everything that you list down will be important in your goal setting process. The paper where you list your answers should have all your desires and wishes.
Now that you have listed all the answers, go back and select 5 to 8 items that interest you the most. Now among these items, evaluate carefully and choose one thing that you think is really worthy of spending your time, energy and resource on. The thing that you believe will bring out the best in you.
You may wind up with something like “I want to be a model as I love fashion”. But if you are above a certain age or don’t fulfill the criteria of a modeling career, this is not a viable choice. So what can you do in such a scenario? You can do something related. Like starting a blog related to modeling and fashion or pursuing a career like Personal Stylist. They key is to identify your passion and find ways to make it work.
I would advise you to set aside some time for this exercise. Find out what you really want and how you can make it possible and make a living out of it.
Life is too short to be put on “hold”. Identify your goals, work towards it and start living your dream life starting now!