When the sales plummet, the first thought an entrepreneur has is – why did I lose the deal? Often a small misstep can have a negative impact on the business sales. And you are left wondering what went wrong.
It’s true that you cannot convert every casual viewer into a serious customer. However, it’s also true that with a little tweak in your strategy, you can ensure that the business sales increase.
Here are a few simple but effective strategies you may use to achieve this goal.
Whether you are in a business to business or business to community environment, you need to be the first to come through when a potential customer requires products or services that you provide.
Don’t be too late in making an approach; otherwise, you would be lost in a crowd of similar businesses trying to get the same deal. It is best if you were the first to make an appearance, as it would remain with the customer.
Suppose you are the first one to make the approach. How would it go if you aren’t prepared? If you haven’t researched about the deal and know nothing about the customer, or, at least, what the requisites are, your sales pitch would fail miserably.
Conduct your research about a deal before you take any step. Make sure your products or services match the requirements of the customer. This would help align your sales pitch to match the customer’s needs.
A good salesman says many things to convince a customer to make the purchase. A great salesman listens to the customer to understand his/her needs and addresses it with the right product or service.
Discuss the needs of the potential customer; don’t just meet him/her and recite your sales pitch. It would help you to earn his/her trust. It is much easier to build a fruitful relationship as an advisor than as a salesperson.
It can be difficult to seal a deal if the potential customer hasn’t got a timeframe in mind. If they seem reluctant, you need to encourage them to get to the sale stage with some tact.
Persuading the customer to close the deal is not as difficult as it seems. The easiest way to do this is to create limited-period offers around the sale. This gently urges the customer to make the decision within a short time.
Failing to stay in touch with the potential customer often results in a failed attempt. While pressurizing the customer often has an adverse impact, persistency is often rewarded.
After you have contacted the customer for the first time, don’t fail to follow up. Alter your proposal to fit your customer’s needs better. Ask for another appointment to present the altered proposal.
In most cases, especially if you sell to other businesses, you may not be able to get in touch with the decision-makers at your first meeting. Most probably, you would have to deal with junior level executives.
It is important that you get in touch with the decision makers. However, it is also important that you don’t undermine the people you are in touch with. Prepare a presentation and request an appointment with everyone connected to the deal.
Many a times, a sale just falls flat because your price is too high. To tackle the problem, you need to think how you can provide something that can justify the increased price. Maybe a little customization of your product can do the trick.
At times, a customer is only looking around for the best price. If all they want is a price quote, make sure you engage them in a conversation. You would be able to better address their need when you understand them.