For most people, a day does not go by that you are not selling something to somebody. When you are trying to convince someone to change a point of view and to come around to your way of thinking, you are selling.
on a professional level if you make offers to people, you will discover that getting a prospect to say yes to your offer is a task that requires great marketing and great skill. In this article, we are examining some techniques to get a prospect to say yes to your offers. Keep reading.
Know your customer.
Find out all you can about your market. Regardless of how great your product is, no one will know about it, if you do not target the right people. An important part of your research should be determining the correct person or team to contact and how best to reach those individuals. Conduct a market research to find out how effective your product or service is. Use that data to attract new customers. The best marketing tool is often positive feedback and good word-of-mouth. So, invite your customers to tell you what they think of your service. Use that positive feedback to attract new customers who have some of the same needs.
Make yourself likeable.
Customers are far more likely to say yes if they know and like the person who is selling to them. This where influencer marketing comes in. Many TV commercials use celebrity spokespeople, because consumers like and “know” them. The true key to being likable is to be genuinely interested in the customers. Never fake friendliness. As you have a conversation, discover characteristics about the customer that you appreciate and respect. As you express those emotions, the customer will naturally echo them back to you. Also, your appearance enhances your likeability.
Don’t pitch. Have a conversation.
Many people have a negative connotation of selling because they think of so-called “hard” selling practices that involve an almost scripted sales pitch filled with exclamations and false promises. To get your customers to say, yes, focus on having a conversation with them, not a pitch.
Don’t compete with price, compete with value
Don’t compete solely on price. Many a company has succeeded without being competitively priced. Concentrate on need and value, and more importantly, aim to give your customers what they need to have a good experience with your goods or service. Nike or Apple customers do not choose products because they are the lowest-priced on the market, for example. They choose them because they feel they deliver the experience they want. Remember your customers also care about how your service or product is going to fit into their lives.
Get the customer to owe you a favor.
People feel obligated to say yes to people who have already given them something or helped them in some ways. So, they feel they owe you, and buying your offering is a way o repay you. However, creating a sense of obligation need not be so explicit, though. Sometimes it’s just enough to enter the sales situation with a sincere desire to help, rather than be helped. Customers sense this and respond positively.
Know your product or service inside out and backwards and forwards before you make a sales call. Anticipate questions and be ready with concrete, meaningful answers. It is hard to get someone excited about what you are selling if you are not excited about it yourself. In addition, share examples of how your service has helped other people and companies like theirs through the power of storytelling.
Create a sense of urgency
Creating a sense of urgency works because customers value offerings that are scarce or dwindling in availability. The reason that so many companies use “limited time offers” is that they work. They work even when companies release the similar offers week after week after week! For business-to-business selling, a better way to use this rule is to focus the discussion on the financial loss the customer will incur if there is a delay in buying your offering. In other words, make the ROI scarce.
Follow up.
When a sale did not happen at the first instance, as most times, don’t lose hope. Follow up that prospect. Maybe, you did not give enough information. Send them more information about the product. Maybe they are not the decision makers in the case of B2B selling. Try to find out and reach out to the decision maker. Always follow up with prospects. Persuasion may be all they wanted.
Finally, whatever you are selling, it is important to maintain your standards. Don’t try to sell a product or service that is simply not right for a customer or will provide that customer no benefit. When you satisfy a customer, they will become your marketer through word of mouth and testimonials.
My name is Chigozie Japhet. I am a content writer, and a brand strategist. I like writing, reading, researching and watching football, especially my team, Man United. i believe in working hard, and also in relaxation as all work without play, makes Chigozie a dull boy.
