Connect with us

Techniques

4 Selling Essentials Every Start-up Should Know

One of the core truths about sales that start-ups need to understand is the act of selling is not really about pushing products on people but more about solving a problem.

Gregg Schwartz

Published

on

Start-Up-sales_Techniques_Sales

You’ve developed a great new technology. You’ve invested thousands of hours of work. Now comes the tough part – selling your product. Many start-up founders don’t have sales teams to rely on, resulting in dismal sales. But this doesn’t have to be the outcome for your venture.

At its best, the process of sales is about helping prospects – you’re trying to improve the customer’s current condition.

Need help in the selling department? Here are a four tips to consider:

1. Alter your thought process.

As stated above, you need to pivot your thought process from how to close a deal to what problem you are trying to solve. Before listing a product’s features, you should find out from the prospect what kind of pain points they have. If you can’t find a problem your product solves, it’s either the wrong market fit, it’s not a good product or your sales pitch needs to be tweaked to focus on solving specific problems companies face.

By asking clients questions, you may discover your solution is less expensive, your customer service is superior or your product makes life easier for your target demographic.

Whatever your problem solving sales pitch might be, make sure you connect your product to the needs of your customer.

2. Always look to add value.

Don’t think that once a customer hands over cash for your product, the selling process is complete. All too often, sales people will contact the customer until closing the sale, and then once the deal is done, they hand off the person to the service team. This is a missed opportunity.

Check in with your clients on a regular basis and look for ways to keep supporting them, listen to their evolving needs and be ready to answer questions before problems arise.

You don’t necessarily need to be in selling mode but touching base helps keep the communication channels open. Also, if for some reason your solution is failing to meet their expectations, you need to hear feedback, as you want to improve or solve the situation before it’s too late.

3. Empathise with your prospects.

Prospects get called by sales people all the time, and they can tell the difference between a sincere problem solver and an impatient sales person who doesn’t really care about their problems.

Be a part of the former group and listen to your prospect and address their problems. The better you listen to what they need and not what you want to sell, the better your sales relationships will be.

4. Deliver an appropriate solution.

Prospects know when someone is just trying to sell them something, regardless if it is the right fit or not. Don’t be that person. Instead, provide a solution the prospect truly needs, based on their unique circumstances.

Start-ups are often motivated by a sense of idealism: You’re trying to do something better, faster or more efficiently. You’re looking to create and innovate. You’re bringing something into the world that hasn’t been done before. Bring this spirit and passion into your sales conversations with customers.

Related: The One Word that Will Help You Close More Sales

What other selling tips do you have for entrepreneurs?

Gregg Schwartz is the Director of Sales and Marketing for Strategic Sales & Marketing, a Farmington, Conn.-based lead generation company.Gregg Schwartz is the Director of Sales and Marketing for Strategic Sales & Marketing, a Farmington, Conn.-based lead generation company.

Techniques

10 Tips For Web Design That Drives Sales

If your website has a lot of traffic but few conversions, it’s time to figure out the problem.

Michael Georgiou

Published

on

web-design
Prev1 of 11

web-design

Every business owner wants a website that encourages visitors to take the next step: buy or contact. This step is called conversion, and it’s the moment your lead converts to become a customer. If your website has a lot of traffic but few conversions, you need to identify why.

It’s true that many factors may contribute to the problem. Believe it or not, web design can have a powerful impact on buyers and their choices. Studies show product assessment takes about 90 seconds. Users grant websites a fraction of that time: Less than eight seconds. Those first impressions are about 94 percent design-related. What’s more, about 75 percent of users will judge your brand credibility based on your website design.

Most first-time visitors to your site are not ready to buy. They’re investigating options and comparing you to others. Do you know how you stack up to the competition? Take a look at websites for leaders in your market space. Then, turn your critical eye inward.

Here are 10 aspects to consider when evaluating your website design and deciding which changes will yield the greatest results.

Prev1 of 11

Continue Reading

Techniques

5 Ways To Drive Leads And Double Your Profits

Data is the secret sauce to grow your business and dominate your marketplace.

Entrepreneur

Published

on

generating-leads

As a marketer, the right digital strategy can drive leads, increase profits, and eliminate the competition. But in a crowded marketplace, how do you cut through the noise?

Enter Joshua Harris, entrepreneur, master marketer, and member of The Oracles. His company, Agency Growth Secrets, teaches entrepreneurs how to grow highly profitable digital marketing agencies and win their clients unmatched results.

What’s the key ingredient to his secret sauce? The right data. “The data we use plugs into Facebook and Google, slashing the cost on these platforms by 25 percent to 75 percent,” shares Harris.

Here are five data-driven strategies that Harris uses to drive leads — and generate insane profits for his company and clients.

1. Eliminate non-buyers from your targeting

To get the biggest bang for your buck, eliminate non-buyers from targeting. “In Chet Holmes’ famed market pyramid, he showed that only three percent of people are ready to buy immediately. So, any money you spend on the remaining 97 percent of people is a waste,” Harris explains.

“Current ad platforms don’t have a way to eliminate these non-buyers, so marketers leave money on the table with the standard pay-per-click model,” he adds. Instead of using the “spray and pray” method of broadcasting your message to everyone, Harris recommends using precision targeting to identify people who are ready to get out their credit cards now.

“If you know who’s right for your offer, you don’t need to pay $10 to Google for a click. You can put your offer on The Google Display Network. You can send the prospect a postcard. There are multiple ways to reach someone when you know who they are.”

Related: For Vusi Thembekwayo, Focus Leads To Big Wins

2. Implement a closed-loop attribution tool

To prove your value proposition to marketing clients, show how your work has influenced sales. The right big data technology has the power to do just that.

“The platform we use shows metrics on a consumer’s browsing history, where they encountered our ad, and how that ad influenced them to buy,” Harris shares.

With closed-loop reporting, cookies and other tracking codes (such as UTM parameters) are used to flag a URL to identify specific visitors. These codes are then used to track where a visitor encounters your ad and how that interaction informs a sale.

What you can’t measure, you can’t manage. By using closed-loop reporting, you can measure success and manage your business.

3. Embrace people-based marketing

People-based marketing means being able to recognise the name of who you’re dealing with. “Website traffic is mostly anonymous and fraught with fraudsters and bots,” Harris cautions. “With people-based marketing, you track channels to ensure your ad or message is getting delivered to a real person.

“We track URLs, buy data from publishers, and use paid subscriptions to create profiles of our target customers. When we reach out, we know we’re communicating with an actual client.” If you want real results, you need to verify that each person you’re targeting is an actual person.

4. Predict a path-to-purchase

By analysing data correctly, marketers can predict who is going to do what next. “With our platform, we feed a hundred potential buyers into our system,” Harris explains. “Then we examine all the different online behaviours of prospective buyers before they purchase. Their searches leave a trail of breadcrumbs, and we connect the dots.”

When analysing data, Harris advises focusing on what signals potential customers give off before they buy. “If you put the pieces together, you can anticipate a client’s next move by their online behaviour before they do.”

Related: 5 Tips To Generate Sales Leads Through Social Media

5. Advertise across channels

Once you’ve targeted the right client, reach out across channels. “Instead of spending $1,000 on just Google AdWords, use content management software that works across mobile and desktop platforms,” Harris advises.

“Use Facebook, Google, YouTube, Pinterest, Display, direct mail, phone calls. The point is not only to use the best channel, but to use all channels. In other words, become omnipresent. If a prospective buyer sees you everywhere, they’re more likely to buy from you than an obscure competitor.”

Ultimately, with the right data tools, you can consolidate your marketplace and eliminate the competition. As Harris points out, “a competitive advantage is either operating cheaper or commanding a premium price. Our platform allows you to operate at a lower cost with your ads. Because your costs are lower and your frequency is higher, you can convince your customers that you have a better offering, set the buying criteria, and drive profitable sales.”

This article was originally posted here on Entrepreneur.com.

Continue Reading

Techniques

The 5 Best Actions You Can Take To Improve Sales Calls

Ditch your script. Record your calls. Analyse your patterns. There are new, non-conventional ways to approach calls. Have you tried them?

Anna Johansson

Published

on

sales-calls

We’ve all got a ton of digital tools to help us boost brand awareness, attract subscribers and followers and ultimately convince people that our brands have something to address their needs. However, closing the deal still usually depends on a one-on-one conversational interaction – or series of interactions – the traditional sales call.

Your top salespeople work tirelessly to track down leads generated by your marketing team. They reach out to previous customers to renew interest. And they work to convince interested buyers to finally take the plunge.

You can improve those close rates by: 1) asking your top performers to train your newcomers; or 2) sweetening the pot by offering more to your prospects in the first place.

But if you want to get even more out of your sales strategy, you’ll need to optimise your and your salespeople’s calls themselves. So, how, exactly, do you improve those calls?

Related: Have We Lost Our Face-To-Face Sales Ability?

Here are five ways:

1Ditch the script

First, let’s be clear: Sales scripts can be helpful. They’re a useful rubric for guiding the conversation in the direction you want to go, they’re a useful resource for training new candidates; and they’re a nice crutch for anyone who is shy or anxious about talking on the phone.

But there are two big problems with sales scripts on calls: First, they have a tendency to sound fake (especially if you’re using a template). Most customers can tell the difference between a sincere conversation and one that’s been over-rehearsed or pre-planned, and you’ll lose sales if you always sound insincere.

Second, scripts lock you into a single routine. It may be a decently effective routine, but you’ll never know if there’s something better out there.

2Record your calls

Have you ever experienced that phenomenon where the sound of your recorded voice is alien compared to what you’re used to hearing? This happens because of the vibrations we pick up in our own head, but it represents a bigger idea; we don’t know what we sound like until we listen.

Accordingly, your underperforming salespeople may be making critical mistakes they could pick out in an instant – if only they realised they existed. Start recording your sales calls, and make your sales staff listen both to their own calls and those of others. You’ll become collectively more acquainted with proper sales techniques, and be able to isolate some of the most egregious mistakes your people are making.

Related: Click-2-Call: Securing Sales By Retaining The Customer’s Attention

3Analyse your patterns

Unfortunately, there’s only so much the human mind can pick out in a single episode of listening of a sales call. That’s why artificial intelligence (AI)-powered speech recognition and analytics tools are starting to grow more popular. These tools automatically transcribe your sales calls, then analyse the text, looking for specific keywords that can tell you how the conversation is progressing, and where (for better or worse) the turning points are.

It’s an automated way to dissect how your sales calls develop, and a perfect tool for brainstorming new angles and tactics.

4Control your progress with goals

You should also make sure your progress remains steady and measurable by setting goals for your salespeople. These need to be both short-term and long-term, so your salespeople can see steady progress and feel motivated by their own efforts. Your goals also need to be both individual- and group-focused, so you can keep your team working together while still inspiring a bit of competition and individual improvement.

5Experiment and observe

Finally, don’t let yourself get too comfortable with any one set of tactics – even if your phone-call recordings guide you in that direction. Just because a strategy is good doesn’t mean it’s necessarily the best, so if you want to keep improving, you’ll want to experiment, sometimes with drastically different approaches.

Related: 8 Tips for Dominating Online Sales

Observe how these experiments develop, and scrap whatever doesn’t work. Inevitably, you’ll find something worth exploring.

A note on conventional tips

You’ll notice that I haven’t included any conventional tips to directly make your calls better, although there are plenty out there that seem to work. For example, there are no recommendations to start the call with a positive anecdote, or to make calls while standing and walking around to bring more energy to the meeting.

These can be helpful, but they’re short-term fixes, and they aren’t going to fix any glaring problems with your strategy. They’re also limited in how much value they can deliver.

Instead, the strategies listed, in contrast, are methodologies that can be applied indefinitely. They’re tools to help your team members learn and improve on their own. Accordingly, they won’t give you an instant boost in productivity or effectiveness, but they will yield the most powerful results – especially when applied over the course of months or even years.

This article was originally posted here on Entrepreneur.com.

Continue Reading
Advertisement

SPOTLIGHT

Advertisement

Recent Posts

Follow Us

Entrepreneur-Newsletters
*
We respect your privacy. 
* indicates required.
Advertisement

Trending

FREE E-BOOK: How to Build an Entrepreneurial Mindset

Sign up now for Entrepreneur's Daily Newsletters to Download​​