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Selling From The Inside Out
by John D. Schultz
If you are pushing for sales, it's time to change your strategy. The fact is that with the advent of the Internet the psychology
of the sales process has changed drastically. While once,
it was push, push, push, to coax the customer to make a buy,
it is now passé to use this antiquated approach. Not only
that your likely to win enemies and influence irritation.
We live in the age of information, which, in turn, means
consumers are smart and educated, and above being manipulated
into a buy. A manipulated buy means only one thing. A sure
return. So how do you approach the selling process successfully?
Become Armed and Authentic
Today's buyer expects you to know your product, service,
and industry inside out and provide the kind of insider details
that only you will know how to deliver. Buyers want to do
business with experts. While they want a good deal, they
don't want shoddy products or services to come with the good
deal. The pressure is now on for business owners to stay
on the leading edge of their particular business. The more
you arm yourself with information the better you position
yourself to make the sale.
Be yourself
Authenticity is not a plastic smile, with
a high-pitched attitude. Allowing your customer to get to
know the authentic you is also allowing yourself to be approachable
no matter how successful you might be or become. So while
the consumer wants you to have leading edge knowledge they
also don't want to feel stupid. Success will be a lifelong
partner if you continue to be authentic. Let your prospect
feel comfortable with you. Allow them to feel at ease asking
any question no matter how elementary it may seem to you.
Understand the Difference Between Motivating and Manipulating
One thing has not changed about the selling process and
probably never will. Sales are most often driven by an emotion.
Only now the emotion has changed from coercion to motivation.
To put it simply, what's in it for your prospect? Honestly
and truly, without the hype, what about your product or service
will in some way enhance their life or business? Once you
understand your buyer's motivation and can meet that need,
the sale will come naturally.
Permission Requested
The Internet has brought about a much more courteous form
of salesmanship. Selling with permission, rather than intrusion.
This means that you must ask for permission when the opportunity
exists to do so. Take advantage of every conceivable opportunity
to gain that permission both on your website, in person,
and by email requests. If a prospect enters your site on
anything other than the loading page is there a subscription
box to your newsletter inviting them to subscribe? Do you
even have a newsletter on your site? If you don't, you are
missing a big opportunity with every visitor that comes to
your site and then leaves. How will you locate them again?
When real time, in the flesh, business opportunities come
your way are you armed to invite? At business organization
meetings, associations, etc. have a business card on hand
that includes your website and a free invitation to subscribe
to your online newsletter. One businessman I know builds
his subscriber base by 500 each and every month with this
simple technique. So, don't forget the real world or they
will forget you!
When email inquiries arrive in your e-box, always include
a sentence in your reply that invites them to subscribe to
your free newsletter. This will enable you to continue being
in contact after, and if, initial email contacts do not result
in a sale.
The selling process has changed. It has become much more
sophisticated and consumers have become smart and more assertive
in their choices. This means you must become more knowledgeable
and authentic to create the kind of sales that stick. In
many ways, it's become a nicer way to do business and more
enjoyable for all concerned.
John D. Schultz is the owner of WebmasterBids.com, the only
site that allows you to increase your profit margins by selling
all of your website or newsletter's unsold advertising space.
Just Like EBAY! But for Webmasters and Website Owners ONLY!
Try it today.
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