How To Perfect Your Business Sales Technique
Sales are the lifeblood of every business. After all, if you aren’t getting paid, then you aren’t running a successful business!
So it stands to reason that every business could do with more sales. However, sales don’t simply fall in your lap. The market across most industries is only getting more and more competitive.
So, how do you make sure that you are standing out among the rest?
The first step is to refine your business sales technique to increase your sales. Let’s look at how you can do that.
Perfect Your Business Sales Technique By…
In order to offer truly great service to your customers, you have to understand who they are and what they need or want from your business. To work out what that is, you can use the “voice of the customer” when designing your customer service and sales tools.
For example, you could survey your customers to find out what they like about their experience with your company or brand. It is also important to know what doesn’t work so well and what suggestions they have for changes.
You can also utilise existing customer feedback or complaints and make improvements based on those things. If you can design a customer experience that meets their precise needs, your repeat business (and therefore sales) will increase.
Know Your Stuff
It goes without saying that you need to know the ins-and-outs of your own products and services. But it doesn’t stop there. You also need to be aware of what’s happening in your wider industry. What are the current trends or emerging technologies that could impact you or your customers?
Having that knowledge up your sleeve is a great asset. You should consider using a blog, videos, emails or newsletters to keep your customers updated and establish yourself as an expert in your field. Remember that every opportunity for contact with your audience is a chance to convert them to a paying customer or encourage a repeat sale.
Don’t Be Too Pushy
Does anyone enjoy feeling hassled by an overenthusiastic salesperson?! The answer is most certainly a no! Therefore, it is important to prevent your customers from feeling pressured – whether in person, over the phone or online.
Instead, take a more subtle approach. The most important things are to explain the benefits of your products and to be genuine, knowledgeable and helpful. Don’t spend time knocking other brands or talking about competing businesses – keep the focus on you and the amazing things you have to offer.
Keep In Touch
Maintaining contact with your customers (while keeping the above point in mind) is important. The frequency and type of contact will vary depending on what kind of business you are in and how often your customers like to hear from you. In an e-commerce setting, it is easy to send generated email reminders or updates to keep connected to people. You can also use this method to promote and upsell related products.
It is a bit different for a more traditional operating model or business-to-business sales. For these companies, it is a matter of knowing your customer’s habits and when they are due to reorder. You can also provide them with information on new products that might be relevant or interesting to them.
The key thing with staying in touch is delivering value. Your readers will get bored with a constant stream of sales offers. But if you give them valuable tips or information along with sales opportunities, then they are more likely to read those messages and create sales.
Build And Maintain Relationships
Genuine and lasting connections with customers make a huge difference to your sales. Repeat customers are essential to business. It is estimated that they are 7 times more likely to try new offers from you than first-time buyers. New customers also cost you about six times more to obtain compared with retaining existing ones.
Your existing customers know and trust your brand, and if you have provided well for them before, they are less likely to stray to a competitor. They increase your profitability and act as ambassadors for your brand!
Look At The Numbers
A key part of being successful at sales is selling the right stuff. If your focus is on all the wrong products or services, then you are never going to reach your targets or increase your sales. Take some time to look at your financials to see which areas of the business are performing well. Popular items are easy to sell, but you need to ensure they are generating the right level of profit.
If you are unsure how to check the profitability of certain products or services, then have a chat with your accountant. They will be able to help you dig deep into the areas of the business that are working, and those that need some boosting.
Here at Accountants Plus, we are experts in reporting and analysis that helps to grow your business. Get in touch with us today if you are ready to take your business to the next level and accelerate your profitability.