In today’s modern connected world, the art of selling has become more important than ever for companies hoping to survive in an increasingly cut-throat digital landscape. Over the last thirty or so years, the internet has completely transformed the way firms operate, opening up global opportunities to even the smallest of companies and affording the potential for 24/7/365 client contact and sales.
However, while the growth of the web has undoubtedly afforded almost limitless prospects to companies of all sizes, it has also vastly increased the number of competing firms face locally, nationally, and even internationally.
Consequently, these days, the process of finding and developing new sales channels is now more important than ever.
Tips to Increase and Maximize the Worth of your Sales Prospects
While the use of tech and the web in business these days has revolutionized how and where companies can operate, there are still some tried and tested sales tactics that can be applied in both your online and offline sales methods. Read on for some tips.
Know your Company, Know your Market:
There’s a little point just saying you need to increase sales without first having a clear idea of how – and that takes understanding your company and your customers. If you have a clear idea of why your clients work with you, you’ll be far better aligned to exploring new avenues, potentially developing existing contacts to bring new work, or discovering entirely new prospects.
If you struggle with finding possible areas for expansion, you should consider using lead generation software to help identify opportunities and synergies with other firms.
Sell the Benefits, Not the Features:
People buy into a product because of the advantages it can bring to their lives or their company. Rather than focusing on the features of a product (i.e. this is a bed with four legs and a mattress) concentrate on the benefits (i.e. this bed will give you a good night’s sleep). There’s an old saying when it comes to sales that you should always bear in mind, “Features tell, benefits sell”.
Build a Positive Profile – Both Online and Offline:
People are far more likely to engage with a company they see as being proactive, positive, and engaged, so it’s important you build and maintain a strong profile for your firm. There’s no excuse for companies to be lax in their approach to marketing and promotion these days.
With the web and, in particular, social media, there are now boundless opportunities to promote your firm at a fraction of the cost of traditional advertising channels like TV, print, or radio.
Engaging positively with digital and social media will help keep your firm front and center in the minds of your clients – both existing and potential – and make them more likely to choose to work with you.
Remember the Importance of Good Customer Service and Client Relationships:
Your firm’s clients are its purpose for being and the reason you can generate sales revenue to stay afloat and turn a profit. The importance of building and maintaining a good rapport with your customers cannot be overstated.
Indeed, a recent study found that after just one negative experience with a firm, 51% of customers will never do business with that company again. Maintaining high standards of customer care and service is essential if you’re to build your sales prospects and expand your firm’s client base.
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