We all struggle from time to time with sales and how to go about getting the business we need, as well as how to balance relationship building with sales.
Try out some of these sales tips to grow your business:
Find your target audience
One of the most important foundational sales tips is finding who your product or service is for. By being really clear on who wants your product and why, you can be sure to approach the right people. This will save you time, money, and an endless amount of energy. Free research tools might include Google Trends, Google Analytics, Answer the Public, Reddit, Quora, Facebook and Amazon.
Focus on your target audience
When talking to potential clients, focus on them and what your product or service can do for them. It’s not about what you want to sell, it’s about what they want to buy. So, focus on how you’re offering can make their life easier or better. It’s worth spending some time understanding your ideal buyer persona: a fictional representation of your ideal customer.
Read more: SHOULD FOUNDERS BE OPERATING IN A SALES ROLE?
Follow up with your potential client
If you’ve found a potential client but don’t get the ‘yes’ right away, follow up with them again. We know you care about your clients, so checking in with them and making sure they’re getting what they need can only be a good thing.
Fast follow up is also a key to success in sales.
What do buyers want from sales pros? 69% say, “Listen to my needs.” 61% say, “Don’t be pushy” and “give me relevant information.” 51% want salespeople to respond in a timely manner. (Source: Zety sales statistics)
Do your homework
Research your market, your competitors, your point of difference, and your clients. The more information you have, the easier it is to sell your products and know the answers to the tougher questions.
Read more: 5 TIPS FOR NETWORKiNG LIKE A PRO
Measure your efforts
There are lots of ways to get your message out there, so be sure to measure the effects of each of your marketing and sales strategies so you know where to double your efforts and where to let go.
Recommendation: use a Customer Relationship Management (CRM) tool to track all your leads and client relationships, follow-ups and interactions. Hub Australia uses HubSpot, and if you’re just starting out you can try the Hubspot free CRM.
Block out time for outreach
Whether you’re making calls, emailing, or taking meetings it’s important that you reach out and don’t just wait for clients to come to you. Block out some time each week to make sure you’re getting it done. Track which customers are responding well and aim to update your audiences accordingly. Feedback to your product team or management team with any relevant product feedback you get during this outreach. As a small business, it’s often an advantage to pivot quickly!
Reward your referrers
When someone recommends your product be sure to thank them – whether it’s a friendly thank you card, a call, or an actual cash referral reward. It’s important to make sure your advocates know you appreciate them. Making customers buy and recommend your products is not easy but possible. It just takes constant effort, focus and a hard will to get your business to the right audience.
Read more: 5 Tips for Creating Outstanding Customer Experiences
It also helps to have a customer referral program with cool incentives for both referrers and referees Want a boost for selling your products or services? Try out some of our above sales tips, share them with your business partners and clients, and keep growing your business.