For some entrepreneurs, learning the management of sales is a great challenge, but not impossible to overcome. To begin to boost your skills to sell, take into account these 10 tips.
- 1. Find your comfort zone.
Feel comfortable with sales is an essential first step for any entrepreneur, says Matthew Schwartz, author of Fundamentals of Sales Management for the Newly Appointed Sales Manager (Fundamentals of sales management for newly appointed sales managers, 2006).
To get inside knowledge and the security you need, you could temporarily work in a similar business, as Allis did. Seek guidance from a mentor or coach, or sign up for a sales course.
- 2. Define your target audience.
Identifying a specific target audience will help you refine your sales strategy and be more efficient. Let’s say your company sells photocopiers. Are your target audience small retail stores? Corporate offices? Schools? People often make mistakes because they try to be everything for everyone. To sell you have to segment your efforts.
- 3. Analyze the customers’ consumption habits.
Once you have identified your audience, pay close attention to the behavior of the clients. For example, if you are selling an item that has a high price, you will notice that consumers often take more time to decide. That means you must plan to spend more time closing the deal.
- 4. Consents to your first customers.
When you’re starting out you should do everything possible to please your first customers, even if it means not getting as much sales money as you would like. Those first customers will help to build the reputation of your company. You’re going to need testimonials; It is very important to have these references from the first moments.
- 5. Take your time to establish relationships.
One of the biggest mistakes that entrepreneurs make is not to build relationships with their customers, says Rick Segel, author of Retail Business Kit for Dummies (Retail Business for Dummies, 2001). «The first thing you’re selling is yourself. If you do not like them, the sale will not materialize. »
Allis, for example, sends personalized emails to buyers instead of standardized messages. He also spends a lot of time in personal contact with clients through exhibitions and attending the counter in his Brooklyn store.
- 6. Stay on the radar.
Once you have empanected with the clients, look for ways to reinforce the remembrance of your brand, for example, by sending regular newsletters about your business. Update your blog, the events section on your website and the profile of Facebook of your company
- 7. Do not draw conclusions.
Too often, small business owners sabotage their sales by assuming they know what customers need or are willing to pay, says Keith Rosen, author of Coaching Salespeople into Sales Champions (Training salespeople to be champions in sales, 2008) .
Instead, try asking as many questions as you can to find out what is driving your purchase and what criteria you are basing on to make your decisions.
- 8. Establish a daily routine.
It is easy to neglect the sales prospecting when you are the one who deals with all areas of your company. To avoid falling into that pit, create a sales routine. That could mean booking an hour a day to make prospecting calls or setting a weekly goal of meeting at least ten potential customers. A well-defined daily routine is not subject to discussion.
- 9. Exhibit your success.
Your website is often the first and only contact that people will have with your company. Not only should it be clean and professional, it should also help you develop credibility. It includes testimonials, along with cases of clients with whom you have worked. «People love cases because they are not buying palaver, they are buying facts.
- 10. Become an expert in the field.
Placing yourself as a leader in your field will reinforce your sales pitch and attract new customers, says Rosen. You can write articles, open a blog or search for media coverage; all this can generate credibility and confidence.