As you embark on your new business venture, you may be wondering how you're going to generate sales. Even if you have a fantastic idea, it can be more than a little nerve-racking to take it out into the world and ask for money.
The five power tools below will enable you to tell your story naturally and help you get paid lavishly for your idea. It's a simple fact that when the buyer knows what you know, they'll do business with you. Your goal is to become comfortable with how you present your product or service. By using these tools, you'll turn a sales call into a meaningful conversation, which means more business for you.
1. Know Your Customer
Every product that was ever sold provided either a benefit, solved a problem, or supported an emotional need. Understand what problem the customer needs solved, what benefit they can gain from your product, or what emotional need the product supports. Use this information to create value for your product, and tell your customer how and why they'll benefit from the use of your product. Once the customer agrees with you, ask for their business.
2. Learn How to "Hear" What Your Customer Is Communicating
Your customer will tell you exactly how to sell them on your product if you listen to what's said and what's not. That means your brain should remain quiet but alert, and your intuition should be on. Once you're clear on how the customer defines value, ask them how they'll know when they've received that value. Acknowledge what you've heard by repeating it, ensuring your understanding of what was said. If you're unclear or hear a contradiction, politely ask them to clarify what they meant. If you reach an agreement, invite the customer to work with you.
3. Use the Power of Focus
Define and clarify for yourself the minimum and maximum goals you'd like to achieve in the meeting or correspondence. Write those goals down on a small note card ahead of time, and then work them into the conversation. When you set these goals for communication, it helps relieve nervousness and gives you focus and direction. Clients respect prepared, organized, and efficient meetings. Once they understand you can be trusted with their time, they'll agree to additional meetings. If you do nothing else, never waste anyone's time and make sure you always provide value to the customer.
4. Let Your Passion Shine Through
Convey enthusiasm for your product and story to get the client excited and interested. Customers can be swayed by a great story and your own passion for your product. An enthusiastically told story creates an emotional connection for the customer, which often justifies a purchase. If needed, it's acceptable to use your passion to politely disagree with the client yet continue to make your point. They will respect you for being more than just another friendly face and they'll be more likely to buy.
5. Build Lasting Relationships
Make an effort to stop using the word "I" in any communication. Make your statements about the customer and what is important to them. Customers want to know they can trust you to take care of them once they buy, so always keep your promises and follow up quickly. If you make a mistake, apologize for it once and let it go. Think about how your product or service can help reduce your customers' "to-do" lists. Do special things for your clients because they're human and appreciate kindness.
Ultimately, selling is simply a conversation that requires strong listening skills and addresses the customers' needs. Selling is an exchange of information, and if the customer knows what you know, they'll buy. Keep in mind that you always want to express gratitude for a customer's time by communicating that you understand their needs. Be confident that your idea is valuable to the world, and when that is understood and conveyed, a sale is a natural byproduct.
Text by Julie Steelman