6 ways to sell so that they remember you
These days, sales are more innovative than ever, especially in the software industry. Thanks to digitization we can sell our products all over the world without leaving home. However, some principles have not changed and I would like to discuss them here.
I will give you some tips that will help you not only to gain trust among potential customers, but above all to increase your sales conversion.
1. Keep it short and listen
Do you have a friend or a family member who never gives you a chance to speak?
I bet it’s not someone you like to chew the fat with and that you don’t feel comfortable cutting anyone off. You probably also do not enjoy listening to people who constantly speak highly of themselves just to get your attention.
Usually, we see such people as braggers, narcissists and megalomaniacs. The same goes for the first conversations with clients. Be concise and clear.
Tell them about what you do, your achievements and what makes you stand out from the crowd. Leave the rest to the client. It’s the client who needs to talk. A good salesman is a good listener.
2. Find out something about them before you meet
In the era of social media, it is extremely easy to access data about a potential customer. If you want to build trust – see what is written on the web about the company you plan to talk to, in which fairs they took part or what achievement they have recently gained. Such things are worth mentioning at the beginning of your conversation with a potential customer – it is a great way to break the ice.
Such information can be found, e.g. on Linkedin, Twitter, company blog and website, in industry newsletters, but above all on Google.
3. Build relationships
Imagine a situation when a stranger calls you, you answer the phone and hear “Good morning, sir! Would you like to buy our app?”. I already know your answer! This is not the best introduction…
But if the same person started the conversation with: “Good morning. My name is …. I represent …. We haven’t had a chance to get to know each other in person, but I decided to call you, because I’m on your website and I noticed that It’s been loading it for quite a long time. I would like to discuss this with you, could I take a moment of your time?”, then you would most likely agree to have a further conversation.
4. Identify your ideal customer
It may surprise you, but you won’t sell everything to everyone.
Before you start selling, discover your perfect target.
Specify countries, industries, decision makers and size of companies. Avoid creating a database of companies that are outside your area of interest. This will save you a lot of time. There is no point in making business contacts that do not fit your customer profile.
5. Sell value
Once you’ve created the right profile for a potential customer, try to ask them how you can help them during the first conversation. Before you go on to emphasize the value of your product, ask what problems the company is currently facing and suggest a solution that you can give them. Sell your product or service only to those who actually need it.
If you find someone you don’t think needs your solution. Say it, be honest about it. They will remember you for longer than if you sold them something they do not need. They may come back to you with a request for a quote after a while.
6. Be nice
Be nice no matter what. Business talks aren’t always easy, so if you feel tense before the meeting, take a few breaths, relax and only then start the meeting.
If you can’t be nice to your customers because you have a bad day, just postpone the meeting.
And do not forget to smile!