3 best sales practices
Best Sales Practices for Success
Are you thinking outside the box when it comes to sales in your business?
Should you be?
Or is it more important to make sure you are thinking inside the right box?
My last blog post was about the top 3 sales mistakes that I see clients make. In this post, I’ll identify the three best practices to create sales. Many times the reason sales aren’t happening is because business owners are stuck thinking inside the box… the wrong box. It’s easy to play follow the leader in sales. We look at traditional ways to sell and think it is the only way. Instead make sure you are thinking creatively in a way that meets the needs of your ideal customers and where they hang out. Here are a few examples:
- Network offline–Are you trying to drive sales to your website by marketing online when what you really need is to network offline, in person with your ideal client? This is a key distinction. I know too many new business owners who get their website up, put a few posts on Facebook, send out a few emails and sit back waiting for the sales to roll in. Instead think about how you decide to buy something. Do you trust what you see on online? Or do you believe the recommendation of a friend or colleague? Are you impressed with the many salesy emails that you receive daily or do you shop with someone you’ve gotten to know and trust? While you need an online presence, (a website, and a newsletter for example) to establish credibility for your product, you’ve got to get out from behind the computer and connect with your clients. Think of it as research and development. You are learning their needs and making sure your product is a good fit. Then follow up those connections with a real snail mail card or phone call. You will be memorable and real in a world that has gone virtual and forgettable.
- Find a strategic partner–Are you positioning your product in a typical sales venue? For example, if you are an artist is your work in an art gallery? If you are an author, is your book in a bookstore? While I think it’s great to have your product in these venues because like the online presence it gives you credibility, don’t expect it to drive your sales. Unless you are the next Van Gogh, your work in a world of paintings isn’t going to stand out. Your book will be lost in a sea of books even at your local indie book store. Instead look for a strategic partner that complements your product and create a sales system there. Sell your paintings at interior designer or realtor events. Sell your jewelry or books at conferences or trade shows. Position yourself where you are one of a kind instead of another fish in the pond.
- Make it simple–Are you making it too complicated and confusing to purchase your product because you provide too many options? A confused customer doesn’t buy and while you may think that you are offering lots of choices in actuality, you are asking your customer to make too many decisions. You have to strike a balance. Don’t offer your product in multiple different formats. If you are an artist, don’t offer every painting as an original, a print, a greeting card etc. I see this most often in coaches who have too many different packages because they are trying to meet every possible need. Instead create two or at the most three packages which differ in key aspects such as time frame and price. Be clear on your focus and expertise. Then develop a relationship with your client so they know that whatever package they pick you will deliver a quality service based on their particular needs.
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Dream Achiever Coaching changed my style at work with amazing results! Through the DISC personality profile, I was able to identify my strengths and clarify my focus on my job. Lynne had several concrete time management and productivity recommendations that helped me get control of my time. My confidence and productivity have improved tremendously! ~Liz Chadwick