Do you have a great product but don’t have enough of the right customers to buy it?
Or perhaps you’re not sure how to approach your customers – you may have a confusing sales message?
If so, this article will provide you with some helpful advice how to remedy these pain points.
Finding new customers to buy your product or service is an important part of the entire sales process. It may be a tough call, but if your goal is to increase sales, then you need to figure out which sales strategy will be the most effective for your market. Not an easy task!
Here are 14 Sales Strategies to increase sales and revenue to gain more of the right customers who WILL buy your products.
1) Define Your Customer Avatar (Ideal customer) Clearly
Who is the person who would most likely buy your product and buy it immediately? Create an avatar of that customer.
Ask Specific Questions about your Avatar:
1. How old are they?
2. Are they male or female?
3. Do they have children?
4. How much money do they make?
5. Do they have an education?
6. What are their interests?
7. What attracts them?
2) Identify Their Problem Clearly
What kind of problem or issue does your customer have that you can solve? If you have identified your customer correctly, these people will pay you to solve their problem.
• Sometimes the problems are obvious and clear.
• Sometimes the problems are not so obvious.
• If the problem you think they have does not exist, the customer will not buy your product.
• Sometimes you have to help them identify that they have a problem.
3) Customers Buy Benefits
People don’t buy products, they buy the results that a product or service will give them. Start your process with identifying your ideal customer by making a list of all the benefits that your customer will enjoy by using your product or service. Your advertising message should convey this by being clear as to what benefits your customer will receive as opposed to what feature the product has.
4) Develop Your Competitive Advantage (Unique Selling Point)
Define your competitive advantage - the reason that buying your product or services, will benefit your customer that they would not fully enjoy from purchasing the product or service from your competitor.
Focus on the benefit(s) that makes your product better than other’s.
5) Use Content and Social Media Marketing To Your Advantage
There are so many more ways to get your product in front of your customers than ever before. You can use social media ads such as Facebook, Twitter, Google Network Display and your blog to your advantage.
By building relationships with your customers through these channels you can access more people than ever and develop a following.
Some of the benefits of content marketing include:
• More access to qualified leads
• More channels to sell your product
• Lower costs to acquire customers
• High ROI (Return on Investment
• More measurable results
• Faster ad campaign turnaround times
Here is a graphic of how quickly data is generated across the internet. Take a look at social media websites. Wouldn’t it be amazing to leverage this audience? You can!
6) Sometimes, You Will Have To Cold Call
Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer. Especially if your product is new, you may have to generate interest by calling your customers.
Try The 100 Calls Method When You Start Selling. This is a method Brian Tracy developed when he first began selling, to overcome fears of being rejected. Reach out to 100 customers as fast as you can. You don’t really care about your sales results, only the number of people you contact. You will become fearless when selling your product.
7) Select The Right Price
Do market research on your competitors to determine the right price for your product. If you have a high-priced product, be prepared to over-deliver quality to your customers. Price can be determined by “perceived value” of your product. If you can make your product seem superior to your competitors, you can charge a higher price. Another good idea is to present a stack list (a bulleted list) of all the benefits and or features they’ll be getting when they purchase your product.
8) Learn Proper Negotiation Techniques
Skilled negotiators are usually quite concerned about finding a solution or an arrangement that is satisfactory to both parties.
They look for what are called “win-win” situations, where both parties are happy with the results of the negotiation.
The Best Negotiators Have These 3 Qualities
1. They ask good questions to find out exactly what you need
2. They are patient
3. They are very well prepared
9) Make Effective Presentations
In selling, it is important to make a creative and compelling sales presentation to your customers. One of the many ways is to create an effective Power Point presentation with slides, if you’re going to present it to a boardroom meeting or on at a seminar. Make very sure it is professionally designed so that doesn’t look like it’s a home job.
10) Superb Advertising
Create advertising collateral for your product that not only looks superb, but also gives the right message across. This you may have to hire a graphic designer for, and one that knows marketing, not just how to do pretty design work.
11) Focus On Keeping Your Customer For Life
“Once a customer, always a customer.”
Once a customer has purchased your product, this should not be the end of your relationship with them. Focus on keeping a strong relationship with your customer. This will only create more trust and add value to your product.
12) Offer Potential Customers Something Really Great, For Free
Your ideal customer is far more likely to buy your product if you give them a preview or sample to try out. Shoot a short video of your product in action, give them a free piece of really great content, and get your customers excited for what’s coming next.
13) Give Your Customers The Inside Scoop
If you are going to have a sale on your product soon, tell your customers about it. They will be happy to know about it, and it will build trust. They may even buy more because of it.
14) Your Sales Message Should Be Clear
Pick out one or two benefits of your products and state those clearly in the sales headline. Make it clear to your customers EXACTLY what your product is going to do for them. Be specific. If your product has multiple benefits, create specific sales messages for different customers that they can relate to.
What strategies have you implemented to increase your sales? Please share them in the comments.