The market place has never before seen such competition. Without standing apart from the other competitors, it is hard to sell your products more efficiently. Always stay on the lookout, because there are any number of factors that can put you out of business. To be able to make your business stand out, you need to understand the company from the sellers and the closers perspective, as well as the consumers and buyers perspective.
Here are five easy steps to help you understand the blueprint to achieving the latter and improving your business sales.
- Prospecting or lead generation
How are you getting prospects right now? By using cold calling or using the door to door method, you might not get the number of sales you could potentially get. Use a more sophisticated method like a marketing campaign or marketing in place, so that people are aware of what you are doing, without it having to seem like they are obliged to buy from you. This way you add value to the marketplace. Try doing content marketing through blogs and running ads. Also if they customer is not aware of your presence on their own, they are less likely to be obliged to a cold call.
- Qualifying the leads
Qualifying leads means time, money, needs and decision making. Let’s break it down.
- How strong are the needs of the leads?
- How urgent is the problem they are presenting. Is it possible to solve it right now or ten months from now?
- Can you help them make a decision or will they require a referral.
This is an easy blueprint with which you can qualify leads. This helps the buyer gain engagement, just by asking them these simple questions. They engage with your product and then want to find out more.
- Demonstrating value
Show people your value to show them your SEO services or company is worth investing in. you can do this in a myriad of ways. Try giving them a demo and showing them how your product works. Invite them to attend a virtual training, like a webinar, or even a live event. You are demonstrating what you are worth to the buyer, and simultaneously gaining their interest.
- Negotiating and closing
Now that you have their interest and attention, it’s time to negotiate and close the deal. Determine the terms on which you want to make a deal, and figure out how the buyer will make the payments. Basically have everything in your contract sorted out, like how long you are going to provide your service. This is how you negotiate upon the agreement. Here on out, you can close the deal and establish expectations. You have just upgraded from interest to commitment.
- Delivery and fulfilment
The last step, and arguably the most important step comes after you have qualified leads and closed the sale: figuring out how you are going to deliver the outcome and meet expectations. After this point, you should be receiving referrals and repeat business. You should not simply stop after step 4, or after you close the sale. The sale starts after you have closed the prospect, and this is the point from where the buyer’s experience with product begins.
You need to be able to make the client’s experience good enough to get a referral from them, and have them want to advertise you by word of mouth. Keeping these tips in mind can vastly improve customer satisfaction and sales prospects. Keeping the client’s experience in mind is of utmost importance.