Many business owners look for simple and easy ways to convert prospects into paying clients and increase sales. Dig deeper and you’ll find that these same business owners go after business that they are unsure of how to close. Looking for new clients also known as “marketing your business,” will not be effective for the business owner who doesn’t know basic sales principles. If you feel like your prospects are slipping through your fingers and you’re wondering how to kill the ‘butter fingers’ syndrome…read on. Let’s look at 5 tips you can use to help you increase sales and acquire more clients in less time.
Tip #1
Qualify Your Prospects
You’ve heard the saying “time is money” and it is quite fitting for this tip. No one wants to waste time trying to sell to “tire kickers” or “window shoppers.” When you’re crunched for time, it is important to make sure you have qualified your audience. The better you get at qualifying your prospects, the less time you will waste attempting to close the wrong types of clients. The last thing you want to do is waste time trying to sell or market to someone who is not the right match for you or your business. It is important to properly identify who you are targeting before you can sell to them. Remember everyone is not your dream customer or ideal client.
Tip #2
Ask the Right Questions
Asking the right questions of your prospects will help you understand their needs and how you can help solve them. Have you ever had a doctor examine you without asking any questions? I don’t think so. Most doctors ask a ton of questions before the exam ever begins. It’s important to ask the right questions so that you get the answers you need in order to provide a correct assessment of the prospect’s situation. One size doesn’t always fit all. Your prospects need to know that you understand their situation before they buy from you. Ask specific questions and listen to the answers. When it comes to selling most small business owners (and entrepreneurs) are guilty of over selling and not listening for the subtle ways that prospects and customers can provide buying clues. It’s important to listen to simple things like the tone and inflection as well as what is being said. Even body language can give you sales clues if you pay attention. Keeping your eyes and ears open when you’re asking questions will give you all the answers you need.
Tip #3
Earn Trust & Build Rapport
When it comes to increasing your customer base you’re going to have to close more sales. Whether you sell a product or service, in any sales situation you must earn trust and build rapport. The quickest way to earn trust is to demonstrate to your prospects and customers that you genuinely care about them. You must show that you are valuable to assist them with whatever challenge or problem they have that you can solve. In any sales situation, it helps to show others who can vouch for you. Getting reviews, testimonials and showing before and after photos are a great way to earn trust. Along with building trust, you must build rapport. People like doing business with people they like and get along with. Always remember, the know-like-trust factor wins in most sales situations.
Tip #4
Define Your Unique Capabilities
You must be able to define your selling proposition. What compelling language can you use to describe what you have to offer? Your services, programs or products have benefits for the end user and it is important to highlight what those benefits are and make them shine. People enjoy feeling confident about their purchases so showcase your offerings in a way that puts your best foot forward.
Tip #5
Make Direct Offers
Making offers means that you are positioning the sale. In order to close the sale, you must get comfortable with making direct offers that position a purchase. If you are in a service based business, but don’t let your customers know that you have spaces available for consulting they may assume that you are not taking on new clients. Always make a direct offer that includes a call to action so your prospects understand what you are asking them to do. All of your offers should lead the prospect to the specific action that you want them to take.
If you are tired of not having enough customers in your business, it’s time to take action. Just give me a buzz and we’ll figure it out together. You may need a Business Empowerment Strategy Session to get going.
Now over to you. Go ahead and leave a comment telling me which of these tips resonates most with you. I gotta know. 🙂
© 2013 Quality Media Consultant Group, LLC – All Rights Reserved
This article is written by Lori A. Manns. Want to use this article for your website, blog or newsletter? No problem. Here’s what you must include: Lori A. Manns, CEO of Quality Media Consultant Group your marketing and sales success mentor, and founder of Marketing For Trailblazers™ & Sponsorship Sales Secrets System;™ that shows you how to get more sponsors and sales for your business, guaranteed. To purchase consulting services on marketing, advertising or sales and, learn how to increase your revenue and grow your business; please visit www.qualitymediaconsultants.com.