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.