Achieving the first income is the main challenge of any entrepreneur. Apply the following strategies and sleep more peacefully.
The opinions expressed by employees are personal.
For some entrepreneurs, learning the work of sales is a great challenge, but not impossible to overcome. To start boosting your selling skills , consider these 10 tips.
1. Find your comfort zone. Feel comfortable with sales is an essential first step for any entrepreneur, says Matthew Schwartz, author of Fundamentals of Sales Management for the Newly Appointed Sales Manager (Fundamentals of sales management for sales managers newly appointed s, 2006).
To get the knowledge from within and the security you need, you could work temporarily in a similar business, just as Allis did. Seek the guidance of a mentor or coach, or enroll in a sales course.
2. Define your target audience. Identifying a specific target audience will help you refine your sales strategy and be more efficient. Let's say your company sells photocopiers. Your target audience is small retail stores? Corporate offices? Schools? People often make mistakes because they try to be everything to everyone. To sell you have to segment your efforts.
3. Analyze customer consumption habits. Once you've identified your audience, pay close attention to customer behavior. For example, if you are selling an item that is priced high, you will notice that consumers often take more time to decide. That means you should plan that you will spend more time closing the deal.
4. Cuddle your first customers. When you are starting you should do everything possible to please your first customers, even if that means not getting as much money from sales as you would like. Those first customers will help to build your company's reputation. You will need testimonials; It is very important to have these references from the beginning.
5. Take your time to establish relationships. One of the big mistakes that entrepreneurs make is not building relationships with their customers, says Rick Segel, author of Retail Business Kit for Dummie s (Retail business for dummies, 2001). “The first thing you are selling is yourself. If you do not like them, the sale will not materialize. ”
Allis, for example, sends personalized emails to buyers instead of standardized messages. He also dedicates a lot of time to personal contact with customers through exhibitions and serving the counter in his Brooklyn store.
6. Stay on the radar. Once you have become involved with customers, look for ways to reinforce your brand remembrance, for example, by regularly sending newsletters about your business. Update your blog, the events section on your website and the profile of Facebook of your company.
7. Don't draw conclusions. Too often small business owners sabotage their sales to assume they know what customers are needed or willing to pay, says Keith Rosen, author of Coaching Salespeople into Sales Champions (training salespeople to be champions in sales, 2008) .
Rather, try to ask customers as many questions as you can to find out what is driving their purchase and what criteria they are relying on to make their decisions.
8. Establish a daily routine. It is easy to neglect sales prospecting when it is you who takes care of all areas of your company. To avoid falling into that well, create a sales routine. That could mean reserving an hour a day to make prospecting calls or set a weekly goal of meeting at least ten potential clients. A well-defined daily routine is not subject to discussion.
9. Display your success. Your website is often the first and only contact people will have with your company. Not only should it be clean and look professional, but it should also help you build credibility. It includes testimonials, along with cases of clients with whom you have worked. ”People love cases because they are not buying talk, they are buying facts.
10. Become an expert in the field. Placing yourself as a leader in your field will reinforce your sales speech and attract new customers, says Rosen. You can write articles, open a blog or seek media coverage; All this can generate credibility and trust.