Offering the right services or high quality merchandise isn’t always enough to guarantee high sales. How you conduct yourself with potential clients has a huge impact and developing good habits can boost sales straightaway.
1. Contact ex-customers. If you need a quick sales boost, contacting former customers and offering them a special deal can be a winner. They already know you and they might be thinking of placing an order anyway.
2. Run an email campaign. Using mail merge in Microsoft Word or a dedicated online tool like Mailchimp, you can create an email campaign to launch a special offer or promote an event.
3. Plan an event. Free seminars, workshops and training events can be powerful ways to build a relationship, especially in the services sector. Pick a problem that is important to your customers and run an event that helps them solve it.
4. Ask for referrals. Ask your existing customers if they know anyone who might want to do business with you. It doesn’t cost anything and it’ll give you a good reason to call them up.
5. Get prepared. You should know your product line backwards and forwards. Being able to answer all of your client’s questions clearly and authoritatively will give them the confidence to buy from you.
6. Be professional. Dress professionally, maintain friendly eye contact and use a firm handshake. Your behavior affects how people view your product, so be sure to put it in the best possible light. Spend some time reviewing your sales technique – see if you can learn some new skills.
7. Develop a rapport. Clients are more likely to make a purchase from someone they like. Be ready with a joke or anecdote that can cut through those awkward first moments when you are meeting a new client.
8. Ask questions. You need to discover a potential client’s problems before you can show them the solution. While it may seem like you are taking focus away from the product, this will enable you to help the customer make an informed choice later.
9. Learn to listen. Remember that this isn’t about you, it’s about meeting the client’s needs. Take the time to understand what a client is telling you so that you know what to sell and how to pitch it.
10. Don’t be too pushy. If a customer asks for time to look around, give it to him. You can always make a second approach, as long as you didn’t drive him away at the beginning.
11. Change your attitude. Approach a customer with the attitude that he is going to buy something and your job is to help him find the right item.
12. Keep it simple. You know every detail of the product you are selling, but unloading all of that during a pitch will simply overload a customer. Keep to the highlights, explaining how your product sets itself apart from the competition.