Selling is an essential aspect of any business, whether you are running a small startup or a large corporation. It’s the process of persuading someone to buy your product or service, and it’s something that requires a combination of different skills and strategies. In this blog post, we’ll take a closer look at some of the key elements that can help you to be great at selling and converting more customers.
Find your customers
The first thing that you need to do in order to be great at selling is to find the right prospects. This means identifying the people who are most likely to be interested in your product or service and focusing your efforts on reaching out to them. This can involve using different marketing and advertising strategies, such as social media, email, or search engine optimisation (SEO).
There’s a lot to be said for finding your client avatar but try not to obsess over it too much. The chances are, your products can actually help a range of people and it’s okay to not be too granular. Having your target audience quite broad runs the risk of diluting your brand messaging but if executed correctly can work really well.
Speak to them
Once you have identified the right prospects, it’s important to use the right tone when speaking to them. This means being friendly, approachable, and professional, while also being able to establish a connection with your potential customers. This can involve using active listening, asking open-ended questions, and being able to understand the customer’s needs and concerns.
This is actually where knowing your target audience does come in handy because it helps to know generally how they speak and what they resonate with.
Some things to consider include:
- How do they speak?
- Do they use profanity?
- What is their humour like?
- Do they use slang?
- What words would they use to find your product?
There’s no point speaking super posh if your customers resonate more with a casual tone, and equally if your market and clients are super luxury, slang probably won’t go down super well!
Present your products effectively
Another key element of being great at selling is being able to present your service or product effectively. This means being able to clearly and concisely explain the benefits of your product or service, and how it can help the customer to solve their problem or meet their needs. Additionally, it’s also important to be able to answer any questions or objections that the customer may have.
If you’re online selling, your product listing is all your customer has to go on so make sure your text, images, attributes and FAQs answer their questions effectively.
Having a follow-up process is also essential for great selling. This means being able to stay in touch with your potential customers after the initial contact, and being able to provide them with additional information and support as needed.
You can do this using a mailing list software or integrate it directly into your website, just make sure it’s all GDPR compliant!
Another important aspect of being great at selling is understanding how to handle objections. This means being able to anticipate and address any concerns or objections that the customer may have, and being able to provide them with the information and reassurance they need to move forward with a purchase. You also need to know how to close a sale, which involves being able to effectively negotiate and finalise the sale. For online shops, this comes down to your point of sale and calls to action!
Practice makes perfect
The main thing that will make you great at selling is to start selling. Like anything you do, practice is what perfects it. It’s important to pick your preferred method of reach, whether it’s social media, email, or in-person, and go for it. You can change and add things to your approach as you go, but mostly just getting started is what makes most people great at selling.
You got this!