Salespeople from different industries tend to use different sales techniques. After all, if you’re selling high-end financial products to giant corporations you’ll need to approach your prospects in an entirely different way from someone who sells books at a neighborhood bookstore. Still, the fundamental rules of how to sell remain the same regardless of your product type and customer base.
Once you’re up and running, it’s time to start driving traffic to your store and making sales. Whether you’re still trying to get your first sale, or you’ve been for a while, it’s always good to find more ways to promote your business.
What do you do when you’re struggling to find a great gift idea? If you’re like most people, you Google “holiday gift ideas for coworkers” or “unique birthday presents”. Then you scroll through the piles of present guides that pop up in the search results.
Why not get your own product included in these gift guides? They exist for just about every industry, type of person, and holiday you can think of. Look for the ones that rank on the first few pages in Google and reach out to see if you can be contained. They could drive a lot of traffic back to your shop.
Know the Product
If you don’t understand what you are selling, you are going to lose a lot of sales. You won’t know the best customer fit for your merchandise, so you will not be able to do a good job of qualifying prospects. You won’t understand all the product’s benefits, which means you will be constantly missing chances to woo prospective customers. And if a prospect asks you a technical question, you will not know the answer… which takes away your option of presenting yourself as an expert or a consultant. Selling without product knowledge is like running a marathon with one leg tied behind your back.
Broadcast your advantage
What makes you better than everyone else in the sector? Be clear with customers from the start. Perceived edge is built on factors like greater prestige, more convenience, superior effectiveness or better value for the money.
Even cleaning products, the most mundane of all consumer necessities, can win using this theory. For example, Mr. Clean Magic Erasers solved the problems that previous spray-on liquid cleaners claimed to, with the added advantage of not damaging the paint on walls as competitors’ products did. The brand made this ability to remove touch marks without damaging walls clear through a TV ad campaign that demonstrated the merchandise at work. This provided positive reinforcement to consumers before they made their purchase.
Upselling is a good way to sell products to customers who are currently purchasing. With this method, no extra work, like finding a customer or cold calling, is necessary. Customers calling into your ordering department or visiting your store are your targets. By way of example, a customer wants to purchase XY product for $29. The salesperson informs the customer that the XYZ merchandise for $39 has more features and a longer warranty. Upselling is easy because it combines selling products with great customer service.
Work right out of the box
When building new products, do not add work for the buyer. Make your product work as intended the very first time out and every time thereafter. A kink-free garden hose, for example, should be kink free the first time and the hundredth time; a children’s toy should be simple to assemble, and you should never expect a busy mom to spend more than five minutes figuring out how to utilize a new slow-cooker.
Honor Your Prospects
If you feel contempt for your prospects, they’ll understand it – no matter how hard you try to hide it. You need to put yourself in a respectful, helpful mindset before you so much as pick up the phone. Most folks think of salespeople as selfish and out to help themselves, which is why the consultative approach is so effective – it turns that stereotype on its head.
But if you actually are putting yourself first, your prospects will be hostile and unhappy even if you manage to pressure them into buying. Which means they will almost inevitably tell their friends, family, and co-workers how much they dislike you. This is not the word of mouth reputation you want to create!
Email is the second most effective customer acquisition channel, behind organic search. And while ranking in search engines and getting organic traffic can take some time, email starts to work right away. That’s why you should be using email to promote your shop.
There’s no need to spend all your time writing and sending emails. Make it easy on yourself by setting up a collection of automated e-mail campaigns designed to help you make more sales. There are many options such as emailing new subscribers and offering them an incentive to shop, or e-mailing visitors who abandoned their cart and reminding them to finish their purchase.
Facebook is a site many of you should be familiar with. One of the most effective ways of selling products if you can make it work is to be active on Facebook. Sharing news, connecting with fans, throwing competitions and persuading your fans to share information is great for getting your product in front of the right eyes. This really is generally more time to consume, you have to keep at it to see significant increases in sales but it can work if you put the time in.
Selling one merchandise at a time can make reaching sales goals time-consuming, even impossible. Instead of giving clients one product, bundle products. As an example, pitch the entire skin care set rather than just a cleanser or moisturizer. You can always step down the sale if customers don’t want a bundle.