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Successful Sales Strategies
People always say that Sales is a numbers game, and, yes, it is, but sales are also determined by the relationships that you develop with the buyer. Closing the deal is just the beginning. Closing the sale and keeping the client is a thoughtful process and one that cannot be rushed nor ignored.
When you speak with any seasoned sales professional, you will find that they do not just pick up the phone here and there, or write an email or two. Sales require a strategy and a strong personality. Being successful in Sales requires focus, persistence, and momentum. You have to put in the effort if you want to reap the rewards. The more you nurture your leads and stick to your strategy the easier Sales become.
There are a few steps that any sales pro should take when developing a successful strategy.
1. Define your niche. Who are you going after? Knowledge of your target market is critical if you want to be successful in sales. You need to approach the people that you know are going to be interested in your product or service. Who does your brand speak to? This is the type of focus that will get you started. You are not going to sell your product to everyone, so start with those that you know have immediate interest. For example, GreenRope, as a business operating system, targets business owners.
Once you pinpoint your target audience, make a list, and dive in. This will give you a great starting point, and make it easier for you to expand and run into other opportunities as you move through your lists. By doing this research, it will also give you a good idea of how your target market is responding to your product/service.
2. Figure out how you are going to approach your market. This can be one of the most daunting parts of the sales process. Most of the time, you do not know the people you are approaching, however, make good use of that list you made in step 1. See if you are connected to any of your targets; whether through friends, family, business contacts, or LinkedIn. Having some sort of introduction besides a cold call is always helpful and puts you one step further in the sales process.
Now, here is where it gets difficult: having no connection whatsoever with your targets. This is where you either send an introductory email, note, or simply, pick up the phone. Remember, if you are cold calling then it is essential to follow up to ensure you get a buyer on the phone.
If you are using a platform like GreenRope, tracking a prospect’s activities is easier than ever. When your website, signup forms, CRM, and tracking are all integrated, any sales professional can easily determine where a lead is in the sales process and how interested they are in your product or service.
3. Know what you are selling. This may seem obvious, but it’s a simple fact. You need to know exactly how your product or service fills your prospect’s needs. Knowing your product inside and out will help you to find creative ways for why someone must buy. Now, it is more than just knowing what you are selling, it is about being able to read your customer and understand how you can solve their biggest problem. Finding out what your customer really needs is going to take asking the right questions. Whether on a meeting or a phone call, be prepared. Have a preset list of questions to ask to better find out who they are and what they are looking for.
4. Be persistent and show your value. Once you have established a potential buyer, it is time to build a trusting relationship. Buyers, especially those making a big decision, want to trust who they are doing business with. This is another key aspect in the sales process. In order to move a lead down the pipeline, it is crucial that you not only show you know what you are talking about, but that you care about your customer and are committed to being there during every step of the process. Leads need nurturing and guidance. Give them just that. If your company give informational webinars or released a new eBook, let them know. Drop them a line to see if there is anything that you can do to help them make their decision. The more you show your interest in your customer, the better your relationship becomes resulting in brand loyalty.
Follow these 4 steps and build a sales strategy that works. For more information on sales, lead scoring, marketing, and everything in between, check out the GreenRope blog weekly.