At the end of the day, profit is the name of the game. Small business, large business, family business, or corporation, you have to make a profit to survive. How do you get more profit? You close more sales. This is true whether you are selling a product or a service.
This is easier said than done. How do you make it happen? How do you actually make more sales to increase profit? These tips can help.
Check Desperation at the Door
If you are trying to close a sale and you seem desperate, the customer or client is going to start wondering why you are so desperate. If your product or service is good, why aren’t you already making enough sales to keep you from being desperate? We all know there is more to the story, but when someone is considering buying, it really does boil down to what is happening behind the scenes to cause the desperation, and do they really want to be part of it?
What makes you seem desperate? Begging, lowering the prices excessively, or being overly persistent for starters. Don’t beg. Make your case, offer an incentive if you think it will help, and follow up, but know your limits. Know what you are worth, be confident in what you can offer, and appear willing to move along if they don’t bite.
Know How Decisions are Made, and Who Makes Them
Don’t waste time talking to the wrong people. Giving your pitch to those who do not have the final say, or are not even in the decision making process is wasteful of everyone’s time. Make certain you understand the process from the beginning so you can tailor your pitch and get it to the right people the first time.
Know What They Need
Do some research so that you understand what is going on with your client. How can what you are selling help them? Can it help them? Customize your pitch to make them see how what you have can help them. By knowing what they are facing, you can be certain that you get the right information across, which makes the sale much more likely.
Leave the Door Open and Follow Up
Leave contact information so that they can get in touch with you if they change their mind. It is sometimes hard to make a decision in the heat of the moment, and if you have shown them why they need what you are selling, they may decide to come back to you after they have had some time to chew on it.
Get their contact information so that you can get back in touch. Be sure to ask if this is okay first. You may want to touch base and see if their situation has changed, or let them know about something new you are offering that can help them more.
Businesses live and die by sales. Many other things contribute, but if the sales are not there, there is not business. These tips can help you close more sales and continue to grow.