What is the recipe for becoming a good marketer? We offer several proven tips to help your business grow.
One thing that discourages many people from doing business is the fear that they will have to sell. This is also because the trader profession has a tarnished reputation among people, thanks to some sales and marketing systems. Fortunately, the notion that you are forced to use aggressive and manipulative sales techniques to make a living is neither correct nor accurate. After all, most of your purchases lately have certainly not been accompanied by a relentless merchant. The right sales are especially about listening and conversing with your customers. The sooner you learn this art, the faster your business will grow. After all, every business lives on the sale of goods, products, or services that it produces or buys. Managing sales means mastering systematic work, the content of which we have summarized in a few basic recommendations.
Table of Contents
Learn The Art of Sales – Listen To Your Customer’s Needs
The first and most crucial step to a successful sale is to be able to listen. If you are offering a product or service for sale, after a brief and concise presentation of the benefits, you should stop listening more to what your customer is saying than speak proactively. And speaking of which, that should be the point. You should respond constructively to the customer’s questions and, if necessary, try to ask them additional questions to help determine precisely what they need. It is recommended to apply this principle both in the personal sale of physical goods and in the sale of goods or services via the Internet. Of course, the form of communication will be different.
It is your job as an entrepreneur to make sure that the sale of your product takes place so naturally that the customer does not even notice that he is buying something from you. Remember, the purpose of the deal is not to sell the most expensive product with the highest margin but to sell what will suit the customer the most. Regardless of whether or not the result of your conversation with a customer is a sale, it would help if you always tried to make a positive impression.
Know The Value of Your Product
Knowing your product is perfect for a successful sale is not enough. Of course, you should also know the competing product to be able to evaluate and compare the strengths and weaknesses of your offer. Before you choose to reach your customers, buy a competing product or service and try it for yourself, such a personal experience will come in handy.
There is no magic word that would open the customer’s wallet. As we have said, the key to success is to be interested in what customers are saying and answer their questions constructively. At the same time, this conversation gives you room for natural enthusiasm. After all, who should be more excited about your product if you are not alone? When you sell, you must feel that you believe what you sell.
Build Long-Term Relationships With Customers
The best customer is a loyal customer. Successful companies know that it is much cheaper to offer an existing customer a gift, discount, or benefit than to gain new customers through costly marketing. It is also prudent if you are trying to meet your customers’ needs, even in the case of complaints. Unfortunately, a bad reputation spreads much faster than praise.
- bring new ideas to the customer or educate him about new perspectives,
- cooperate with the customer and bring him the added value,
- convince the customer that by working together, they can achieve higher goals and are the best of the available alternatives,
- listen to the customer and communicate with him in person and regularly,
- understand the needs of the customer and propose exciting and valuable solutions,
- help the customer to avoid mistakes thanks to their own experience and know-how,
- They are proactive, easy to reach, and reliable throughout the sales process.
Respond To Customer Inquiries As Soon As Possible
Today, when your competition is not just two clicks away in search engines, it wants those who are fast and flexible enough. A study published in the Harvard Business Review confirmed that companies that contacted leads within an hour of leaving them a message had seven times more meaningful customer conversations than companies that got tips, even an hour later. In addition, insidesales.com claims, based on its research, that those suppliers who respond first to customer demand usually receive up to 35% -50% of total sales. That’s a pretty good argument for why reaction speed is so important.
Don’t Rely On Just One Sales Channel.
Internet sales have been gaining momentum in recent years and are becoming a necessity for traditional businesses. If you sell products exclusively through a local store, you should consider setting up your online store or your presence on online markets. Registering for such portals is usually free, and if the target group of customers in these markets is close to your business, it’s a great way to promote and gain more customers.
These marketplaces are not suitable for every type of product. Still, if you decide to offer your products on these platforms and have your online store, we recommend that you consider the SEO implications of this decision for your online store. This is because these platforms are very likely to overtake your online store over time in key search engine phrases, ultimately creating competition. We recommend consulting an SEO specialist on these issues.
If you already run your online store, actively focus on its development. Stores with 30 to 40 landing pages have up to seven times more customer queries than online stores with 1 to 5 pages.
Establish Meaningful Partnerships
You may feel that you will succeed when your competition stops thriving. In practice, however, this is not so clear-cut. By partnering with other entrepreneurs – even with your competitors – you can strengthen your business. Many entrepreneurs operating in tourism are already beginning to understand this fact. Thanks to a partnership with another entrepreneur, you can mediate with each other those customers whose needs you cannot satisfy sufficiently. This will give customers the feeling that you care about being satisfied. And you can count on them to contact you again at the earliest opportunity.