How to sell without being too ‘salesy’
When you think of sales does it conjure up an image of the untrustworthy and pushy used car salesmen? Perhaps this turns you off having a structured sales process altogether. But…if you don’t make any sales, how will your business survive?
Whether you like it or not, every single business has an element of selling to it. Whether you’re selling B2C or B2B, attracting customer or clients, selling products or services, developing one off sales or long-term contracts – without some form of sales, every business would die.
The process of selling doesn’t need to be overly ‘salesy’, in fact the best selling tactics won’t resemble the used car salesman at all.
So, with that in mind, and to help those who find the process a bit icky, we’ve put together some of our tips on selling without being salesy:
Yes yes, authenticity is a total buzzword these days. But that doesn’t make it any less important. More than ever, people appreciate authenticity from a business, and they expect it. With the rise of social media and access to instant information, it’s important to make sure you’re aligned with your business’ branding and message, and that you’re as real and true as possible about what you’re selling or offering. People love to get a sneak peek behind the scenes, or see some vulnerability, to show them that there are real humans behind this business that they can trust.
Know your market
Many people find selling difficult because they pretty much throw it all out there and hope that someone will bite. If you’re not sure who your target audience is, you need to get this straight before you can feel comfortable selling. Knowing who you’re aiming to reach, and why, will help to put your mind at ease because you’ll know that they will appreciate your product or service.
Ask for reviews
Positive reviews can help do some of your selling for you! Bright Local found that a whopping 97% of consumers read online reviews, and 85% of consumers trust online reviews as much as personal recommendations. They also found that consumers read an average of seven reviews before trusting a business, so your business needs to be consistently getting new reviews. These could be reviews on your social media or sales pages, or testimonials on your website. You can ask for these from your customers or clients, and we’ve found that, especially when prompted, people are more than happy to do so.
Know your offer
It’s imperative that you know your product or service inside and outside and back to front. You need to be able to explain all its features and benefits, and then determine whether that will suit the person you’re speaking to and how it can fit their needs. Be prepared for questions you’ll get from prospective buyers, and also be willing to admit when the offer isn’t right for them. Be careful not to sound too scripted though or you risk sounding fake.
Focus on their problem
By focussing on whatever pain point your prospective buyer is facing, you will be able to tailor your approach and offer relevant products or services to them. The key thing here is to focus on their problem, and what solution you can offer, rather than just generalising that ‘this or that’ will be great for them. Allow them to hear, see or feel how your offer can support or benefit their needs.
Converse, don’t lecture
Take interest in your prospective buyer and encourage some back and forth conversation. This will allow you to build rapport and learn a little more about their needs, all while allowing them to see the human and real side of your business – win win!
Don’t forget to ask
After all your hard work, don’t forget to ask for the sale! You’d be surprised at how often sales can just slip away because no one is actually asking the prospective buyer…to buy. Even simple questions like ‘why don’t you give this a try?’ or ‘it seems like this is a great fit for you, what do you think?’ require the prospective buyer to answer you, and you can go from there. If what you’re selling is all online, then make sure you have a call to action at every relevant customer touch point.
End on a positive note
Whether someone buys from you, signs a contract, or simply walks away, aim to end every interaction as positively as possible. After all, you don’t know if they might come back or who they might tell about your business. And all in all – it’s nice to be a nice person either way!
Keep in touch
If you have contact details for your prospective buyer, make sure you touch base every now and then. This could be through email marketing if you can add them to your email database, or a quick phone call or coffee if it’s more of a one-on-one client situation. Either way, it’s good to check in, remind them of who you are, what you do, and how you can benefit them.
If you’d like any help getting your sales process set up, give us a call today. (By the way…that’s an example of a call to action!).