Tip #1 Pre-qualify Your Prospective Client
This ensures that
you don't waste your valuable time or theirs when there is not a match - you
need to pre-qualify your prospective client. Ideally you want a screening
process so you don't even begin a sales conversation unless the person meets
your ideal client criteria.
As soon as it
becomes clear to you that you cannot help them or do not wish to, then tell
them so and if possible offer a suggestion for a more suitable resource.
They'll thank you for it and you can move on to finding more of the people you
are meant to serve.
Go easy on
yourself when you are looking at your 'conversion rate'. If the person you are
talking to is not a match - then they never were a prospective client. It's
those people you know have a problem that you can solve, who don't hire you,
that are a missed opportunity for both of you.
Tip #2 Be clear
about the objectives of the sales conversation
There are
three main objectives of having a sales conversation. Keeping these in mind
allows you to stay focused on the outcome:
1. Find out if
you are a good match for the client and vice versa.
2. Identify the
problem your prospective client has. Demonstrate the value of your
products, programs or services to solve their problem (aka the benefits to
them) so they can make an informed buying decision.
3. Make an
offer and complete the transaction or at least get a deposit by way of
commitment.
Tip #3 Use a
script
Until you are a
master at having the sales conversation it pays to use a script. Of course each
conversation will vary because you are having a two-way dialogue but you still
need structure and a script provides that. Once you know
the sequence and questions to ask you can create your script to lead you
through step-by-step. Each building on the other in a deliberate and logical
way so nothing is left to chance.
There are three
main reasons for having a script:
1. A script
will ensure you meet the objectives you set out to achieve which means you will
make more sales.
2. A script
lets you concentrate on the conversation so that you stay on track. And if you
do wander off you can easily get back to ensure you cover all the important
information to assist the sale and don't leave anything out.
3. A script
means you can see where you are going wrong as well as what's working. You can
continue to test and tweak until you are getting the results you want.
You'll know
when you've mastered having sales conversations because not only will you be
making more sales and getting more clients but you won't need your written
script anymore! By then you will have internalized the process and be doing
what comes naturally.
By Kathleen Ann
Image by Bobby Flowers
Small business marketing expert Kathleen Ann is the
"Marketing Champion for small Business and entrepreneurs." As a
Certified Money, Marketing and Soul Coach Kathleen delivers breakthrough
marketing strategies so heart-centered entrepreneurs can Brand, Package and
Price their services to quickly create more money, time and freedom in their
business. For free articles, free resources and to sign up for her free audio
and transcript "7 Must Know Secrets to Business Branding Success",
essential Branding strategies to help you attract qualified ideal clients in
droves, visit http://www.powerupyourmarketing.com
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