how to sell more It is a common goal for most companies, and to achieve it, it is necessary to implement effective sales and marketing strategies.
If you are looking for new clients or increasing purchases from your current portfolio, this guide is for you.
How to sell more: 10 tips to find customers
1. Make your family and friends your best source of recommendation
Word of mouth recommendations are one of the most effective and profitable tools to drive sales. The first step is to contact your circle of acquaintances, because with them you have an advantage: they trust you. Make a list with the 10 people that come to mind right now and, if you sell a product or service that might interest them, ask them for an appointment to make a presentation. Take advantage of this opportunity to improve both your sales technique and your ability to communicate proposals.
Then, measure the results you get; To do this, record (audio or video) the conversations and analyze your performance. Once you win them over with your arguments and they are convinced that you are their best option, ask them to refer you to someone else.
The American company Rexair–with a presence in Mexico since 1947–has placed its vacuum cleaners on the world market through the implementation of a sales model called “Rainbow Opportunity”. This system rewards satisfied customers who share their experience with others—either with accessories or supplies like fragrance boxes and sprays.
Thus, the distributors of Rainbow vacuum cleaners find in their consumers loyal promoters of the brand. Remember that in sales not only you can win, but everyone around you. They can be the best allies.
2. More than gaining a client, make it your partner
In sales, you should not only think about solving the needs of your client, but also about exceeding their expectations, that is, about giving more benefits than they expect to obtain when acquiring your offer. Therefore, you have to learn to read his thoughts. To do this, answer these two questions:
- Do you know the mission of your client?
- Do you know what is expected of you and the product or service you offer?
The answers are the key so that you can have a joint vision and, in this way, become a partner of your client. This means creating a long-term relationship to accompany you in achieving your goals and also committing yourself to your mission or that of your company.
Tip: if you are a seller, you will face a lot of competition; but if you really become a partner with your client, there will be no obstacle to stop you.
3. Don’t sell grapes, sell bunches
Clients will hardly come to you in search of solutions for their need. Your mission is to go for them. Instead of contacting customer by customer, bet on certain consumers who will ensure a large purchase volume. To do this, it creates alliances with companies or dependencies -where many people normally attend- to offer attractive packages or payment facilities.
Óptica Universal –with more than 10 years of operations in the market– established an agreement with the Autonomous University of the State of Mexico (UAEM) in 2007. Thus, the more than 50,000 students of this institution presented their credentials and obtained 25% of discount on frames and 5% on lenses. While UAEM employees had their consumption deducted via payroll.
You decide if you go door to door –which also implies time and money– or in one step you can get a large client base.
4. Identify (and conquer) your true consumers
If you want to be a professional and effective salesperson, you first have to master the art of customer profiling. The first step is to identify a suspect: that person or company that you think can buy you. On the other hand, define the customer profile you are looking for –either by their level of income, lifestyle or by their tastes and preferences–.
If the suspect meets your parameters, then they qualify to become a lead, that is, someone who is likely a potential customer of the product or service you offer. To be completely sure that it is the ideal buyer, verify that they have sufficient liquidity to pay you in a timely manner, because remember that the sale does not end until you collect.
One more tip: turn your random shotgun blasts into accurate sniper shots. Instead of looking for anyone (who you think can buy you), make effective visits that will surely mean sales.
5. Learn to handle objections
And you, how do you respond when a person tells you: “I’m not interested”, “It’s too expensive”, “I don’t have time” or “I don’t need it”? In these situations, the solution is not to give up or provoke the customer with an aggressive response. Better listen and read between the lines what message is behind it; immediately, thank and take note of everything he tells you. Turn objections into an opportunity to explain the benefits and perks you offer.
Consider that only 8% of salespeople manage to handle more than five objections in a row without counterattacking, while 95% of customers raise more than five objections. Once this stage is over (and not before), you are ready to question the counterparty, give him the information he asks for and confirm that you have resolved his doubts satisfactorily.
There are four categories to classify objections and to handle each one you have to implement different tactics:
- Skepticism
Solution. Present evidence and give testimony to support your arguments. - Confusion
Solution. Clarify doubts through timely information. - true handicap
Solution. Make a comparative (objective) analysis of disadvantages against advantages, where you show that the latter outweigh the former. - actual complaint
Solution. Present an action plan with strategies that guarantee the client that they will not have any claim again.
6. Add value to your offer
Stop being just another option in the market and start adding value to what you offer. Agua Blanca Canyon Resort –a boutique hotel with only 20 rooms located near Jungapeo, Michoacán– knew how to do more than simply take advantage of the semi-tropical climate and the natural attractions of its surroundings.
In addition to offering ideal facilities for practicing outdoor sports and yoga, thermo-mineral water springs and a spa, the hotel also organizes tours to observe butterflies and migratory birds in their natural state, horseback riding and even workshops for preparation of typical sweets of the region. That’s all? No. The hotel also offers its facilities for business meetings for a maximum of 50 people.
Tip: Offer complementary services that are simple, but that make a big impact on the client. This will show him that you really care about him and that you’re not just interested in doing business. Therefore, your mission is to achieve the following reaction in him: “What a pleasant experience, I’ll be back soon to live it again!”.
7. Create alliances with other companies
Take a good look at businesses that operate near the geographic area where you are or that sell products and/or services that complement your offer. You have to be very analytical, because at first glance it seems that you have nothing in common with certain companies. Or if?
The Sportium chain of gyms established an interesting strategic alliance to promote one of its branches, located in Desierto de los Leones, in Mexico City. What is it about? Simple. Taking advantage of the construction of condominiums and houses in the area, the gym offers free memberships to people who purchase any of these properties.
In the end, both the client and the partner companies win. What are you waiting for! Find the perfect business partner so that, together, you can increase your sales.
8. Always keep closing
Closing is an attitude. And to sell effectively you have to develop it. Therefore, before attending an appointment or making a quote, think about the ABC of sales (Always Be Closing) and repeat out loud: “Always keep closing”.
Break the myth that the closing is the last step of the sale. In reality, it is just the confirmation that the client fully understood your offer, that he found the solution he was looking for in it, that he agrees with the price and, most importantly, that he trusts you.
Therefore, once you gather five “yes” from your client, ask what their payment method will be like and issue the corresponding invoice. Then, give permanent follow-up to the case, since a 100% satisfied consumer will surely buy from you again or recommend you to their acquaintances.
9. Look for new niches and diversify your offer
The best sales advisor for your business is the customer. Therefore, investigate what your current consumers are really interested in about your product or service and, above all, what is the final use they give it. To do this, dedicate some time to talk with them and integrate all the information you obtain into a database. Thus, you will be able to define who your target audience is and develop specific strategies to increase their consumption.
Do not settle and enter new market niches. For example, if you sell ice cream and your main customers are children, think about how to convert the rest of the family into your consumers. A good alternative is to expand the range of presentations of the article that you offer or to manufacture more lines of products. The key here is to anticipate the client’s wishes, advise him and give him new solutions before he asks you to.
Also think about how to broaden the benefits that people expect to receive. To do this, it integrates additional services. At first, Congress Capacitación Ejecutiva –a company specializing in the organization of congresses and business seminars– was dedicated only to giving conferences. However, it has exceeded its clients’ expectations by creating a comprehensive offering consisting of case study workshops, summits and tailor-made training courses.
10. Follow up on every sale
Selling to a customer for the second time will always be easier than going out to conquer a new consumer. However, it is common to observe that sellers do not fulfill a basic task: follow up. This work ranges from picking up the phone to find out if the merchandise was delivered on time or verifying that the product has been to the customer’s liking, to making a visit to say hello.
Today, technology is an effective tool to keep in touch with your customers, follow up with them, and help them get the most out of their purchase. For example, Ángel PC is a company that designed a package of “online” consulting programs for software and hardware users. Thus, a technician gets in touch directly with the customer (via chat, IP voice, remote access or by phone) to answer their questions. In addition, it has a 24-hour service schedule, 365 days a year.
Following up will help you achieve total customer satisfaction. Don’t forget that a satisfied customer equals more sales.