Monday, 21 November 2011 01:15

Five Tips to Make People Buy from You

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The ultimate purpose of any business is to sell. I have enormous respect for salespeople - their job is really tough. Always in public, always in good spirits, always ready to take “no” for an answer and move on to the next cold call. I am not a big fan of cold calling, but over the years I’ve had to make quite a few, especially when building my company. If you want to be successful in business you have to be able to sell: yourself, your team, your idea/product. Once you take a structured approach to selling and follow some basic rules, it is much easier to close a sale. Here are five strategies that I’ve found very helpful:

 1. Be in love with your product/service
If you don’t believe in your own product, no one else will. Don’t even think about picking up the phone if you have any reservations about what you’re selling. Sure, no product or idea is perfect. You need to be aware of the limitations and be able to address them. But after all, your product is great...otherwise why you would even consider selling/creating it in the first place?

2. Get into the head of your potential buyer
Don’t fall into the trap of thinking that your prospects have the same motivation for buying your product as you do. You need to understand what pains they have and what aspects/features of your product address these pains. Enter listening mode. Do you know what books, publications, and blogs your prospects read? Whom they follow on Twitter? What conferences they attend? As you get better at figuring out where your potential customers are, you’ll have more opportunities to learn from the right audience and start selling more effectively.

For a long time I was firmly convinced that the number one reason why people should buy video is that it’s the best way to reveal their identity and authenticity. Guess what? That reasoning may be valid, but it’s not enough to make a sale. The more I talked to potential buyers, the more I realized that many of them are scared to death to be on camera. Plus, I found that many of these potential customers had products that could be better explained with video than words. These are just a couple of the fears and needs that I learned I needed to understand rather than just projecting my own ideas about why video’s important.

3. Take your time figuring out which sales processes and messaging work best
You should not be afraid to experiment with your messaging and techniques to understand what motivates your prospect most. How many “touches” do you need to close a sale on average? Do your prospects prefer to communicate via phone, or can you be effective enough via e-mail? Divide your prospects into groups based on “touch” criteria while you experiment to see which processes work best. Remember that there is no unique formula that will work for every potential customer, so be ready to stay flexible and adjust to their individual needs.

4. Be honest
If you are a good salesperson, you should be good at selling a vision. Easier said than done, right? It’s much easier to have a great vision than to execute it. That’s why here at Pixability, we believe that just selling dreams alone is not the way to do it: we sell the dream and the data to back it up. You want your customers to succeed; they are the reason you are still in business. Misleading will never result in repeat business and will also ruin your reputation. Sell the vision but back it up with hard facts.

5. Be personal
Business is all about relationships. You don’t want somebody to be indifferent to your own needs, right? When you take a genuine interest in your prospects, they open up to you, they start appreciating you and they want to come back. They might not be ready to make a purchase now, but they might be ready to do it one day. Be patient.

I believe the hardest part of selling is sticking to your processes. It will take time to close your first sales, and your sales cycle will vary from customer to customer - some of our customers come back to us many months after their first purchase. One of my favorite quotes is “never, never give up” by Churchill. Be persistent, believe in what you do and rewards will come.

What do you think? What are your recommendations for closing sales?

Read 11770 times Last modified on Monday, 21 November 2011 02:24
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