Three tips from a pro to help you sell more.
By Aaron Stead
Infusionsoft Senior Vice President of Sales
You miss 100% of the shots you don’t take – Wayne Gretzky
This is true in life and in business. In business, you miss 100% of the sales you don’t ask for. There are many reasons why you might be uncomfortable with the sales process. Perhaps you’re not confident that your product or service will solve your customer’s problem or your past experience with sales was negative. Either way, do you really want to sit by and watch your dreams fall by the waist side?
Getting In Tune With The Sales Process
As the owner of your small business, you have to be the first sales person. If you don’t sell your product or service, you can bet that your business is 100% likely to fail. Infusionsoft recommends these three tips to help you become comfortable with the sales process.
Know Your Ideal Customer
If you lack the confidence that your product will solve your customer’s pain points, then it’s likely you haven’t taken the time to understand the ideal demographics, attitudes and behaviors of your ideal customer.
You must narrow down your target market in order to understand them enough to create solutions to their problems. At its core, business success is about finding a specific group of people, understanding their needs, building products and services to meet those needs and convincing them to purchase, consume and repeat. Take some time to understand your ideal customer so that you can create messaging that encourages the purchase.
Articulate Your Value Proposition
Your value proposition describes the functional and emotional benefits of using your product or service. For example, a functional benefit of using marketing automation is that it helps you get organized, grow sales and save time. The emotional benefits of the same software could be the ability to make payroll this month after an increase in sales or the ability to see a child’s baseball game after implementing an email campaign.
Value doesn’t mean that you have to be the cheapest in your industry. Rather it’s about convincing your ideal customers that they’re getting their money’s worth with a product or service that’s both relevant and adds value to their lives.
Get Comfortable with Selling
You offend your customers when you don’t offer them your products or services when they’re ready to buy. You make them spend more time and money searching for a solution to solve their problems and you subject them to the inferior products that your competitors offer.
Every expert agrees that you should work on relationship building and educating rather than persistently interrupting and asking for the sale. I agree, but all of the relationships in the world don’t pay to keep the lights on. You must get out of your comfort zone or risk losing your business.
Spend some time today selling your products or services. Get on the phone, create an email campaign, speak at events and network. Sure, it’s uncomfortable. But over time you’ll get better and your confidence will improve with each and every sale.
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Infusionsoft helps harness the power of automation to organize contacts, turn leads into customers and transform customers into raving fans. For additional tips and support, visit infusionsoft.com.
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