Four Things That Will Help You Close More Sales

 

So you have a good product. And you think you have found the perfect costumer for it. Still, for some reason, you do not seem to be able to close the deal. What exactly could be happening? And how can it be fixed?

It is incredibly frustrating to go through this type of situation. You know that the sale would be beneficial for both parts involved, yet it doesn’t get done. At times like these, it is important to take a step back and reflect on what your next move has to be. Maybe it is a simple detail that will make the whole thing finally work. So here are four things that can help you in closing a sale.

1) Focus on the Customer

Before each conversation, take the time to research your customer. You need the right amount of information about their company if you want to understand how your product is relevant to them. Once you have that knowledge, you are able to put their interests first during the sale process. This will increase the chances of closing the deal.

Show them you are interested in their situation and that you want a deal that is beneficial for them. And even if the circumstances aren’t looking like they are in favour of the sale (due to lack of money, cuts on their budget, wrong timing…), don’t instantly discard the prospect. Treat them as well as you would treat any buyer because you never know if you might cross paths again in the future.

2) Have a Sales Plan

Prepare and plan your sale in advance. Know where you want to get and each step you need to take in order to do it. Gather all the information necessary about your product, about the prospect and about the sales process in general. Be prepared for any questions you might need to answer, as well as any objection your customer might have and how you need to respond to them. Keep your focus on the sale, but don’t obsess about the closing. It is more pleasant for the customer if they don’t feel like you are rushing the process. They are more likely to make a commitment if the negotiation progresses organically.

3) Show the Value of Your Product

Explain why your product is relevant to the prospect. Give them concrete evidence and examples, so that they can understand exactly why they need to buy it. Use your knowledge about the product to help the customer in the area they need assistance. Think beyond this specific sale and be a good information resource for your customer, so that they consider you a valuable advisor.

Don’t make promises that you cannot deliver. Sometimes in the heat of the moment, you end up exaggerating things in order to close the sale. It is simply a bad idea because it will have a negative impact on the customer’s level of satisfaction with your product. So be sincere and don’t oversell. Always focus on the way you can help the customer and not on what you want to get from them. First, you have to show them that the value of your product is bigger than the price you are asking. Only then you have the right to ask for the sale.

4) Have Good Communication

The relationship you have developed with your prospect may be the thing that makes or breaks the sale. Therefore, a good level of communication is key. Whenever you are talking to your potential customer, be clear and confident about what you are selling. Always answer their questions as openly and precisely as possible. This way, they will know that you are a trustworthy seller and that you have their best interest in mind. Also, be positive in all your interactions. Make the negotiation process a pleasant one. If you maintain a light tone and are in a good mood, chances are the prospect will feel more inspired to close the deal.

Cold E-mails And How They Can Help Your Business

More often than not, it is necessary to approach a potential customer without having any prior relationship with them. So how exactly can a business do that in a way that is actually effective? That is where a cold e-mail can help. If used correctly, it can be a powerful tool to start the conversation with your future clients. It is less invasive than a cold call because the receiver will have the freedom to answer your message in his or her own time. Still, it is important to keep a few key details in mind when writing a cold e-mail, so that it can actually be successful.

First things first: cold e-mails are not spam! The main difference is that a cold e-mail is supposed to be personalized to the receiver. Even if you do not know your potential customer yet, you have to write your message in a way that they feel like you at least researched them beforehand. And that is what you have to do: research your receiver. Learn who to write to, what it is that they do and, more importantly, what are their needs and how you can help them fulfil them.

Be very clear about the reason you are getting in touch with your receiver. Show them the purpose of your service, while also making them intrigued enough that they feel the need to respond to you. The main goal of a cold e-mail is to get the conversation started. So put yourself in your prospect’s shoes and try to imagine how your service will benefit them in a specific way.

Use a more conversational tone in your message. This way, the receiver will really feel like you talking directly to them. Keep it short and simple, so that your prospect actually reads your entire message. In the end, be specific about why it is going to be beneficial to the prospect to give you an answer.

And what if you have done all of this and still didn’t get a response? Well, don’t be afraid to follow up. Maybe your prospect didn’t initially reply because they were too busy to read it or saved it for later and ended up forgetting about it. It doesn’t necessarily mean your service won’t be of use to the prospect, so try again! Of course, try to keep a balance so that you don’t overload your receiver’s inbox. Insisting too much can have the opposite effect of what you desire.

And to finish it off, include all information available about yourself and your company. Use the e-mail signature to write your full name, your position in the company, the phone number and e-mail address that they can use to get in touch with you, as well as the official website. That way, the prospect can do their part of the research and feel like they know you better. And what is most important: they need to feel like they can trust you and the service you are offering.

If you want to learn more tips about writing good e-mails in general, we have another article about it that can be found here.

 

 

Embracing Uniqueness in Business

When it comes to business, there is a tendency to follow the known path, the one that has been proved to work before. That is a super valid strategy, but it doesn’t mean you have to throw away all the unique qualities about yourself in favour of the things that other people keep saying are the right ones. It is essential to find the balance between the traditional techniques (that you’ll probably have to use because they will help your business grow) and the innovation that can come from your own voice. So, for starters, find your own voice!

Embrace your uniqueness both in business and in life. If you have an idea that you think is good, but you are afraid to use it because it is different, find the courage to actually give it a chance. Being different may be the thing that makes your business successful. Use that in your favour. Determine the strengths of your plan and how they can benefit you and the other people involved in it. Then communicate it. Make it be known to others how your idea is actually good. By being yourself and sharing your ideas and plans, the right people are naturally going to come to you.

Each person comes from a different background and culture. And the different experiences that we all go through help form what we are. Sometimes a small thing that you have learned when you were younger, either from your family, your teacher or someone you met on a trip, can be what is going to set you apart from your competition. So use all the tools that you have.

This principle also applies the other way around. Be ready to embrace your colleagues’ different personalities and work styles. To work well in a team situation means that you have to accept people that think or act differently than you. In fact, the more diverse your team is, the better. It means you’ll get different perspectives on every situation you encounter.

Therefore, it is crucial to be able to collaborate with one another and work in an efficient mode.

A business can be unique in a number of ways. Maybe it is your product or service that is distinctive and that serves a purpose that others do not. It can also be the way you sell your product that is different. Perhaps you have found a way to do it that is easier for your customers. Sometimes it is the segment of the market that you are reaching that is your differential: a group of people that is currently not able to experience what your company offers. It can be your business plan that is based on innovation. Or it just might be that what makes you unique is being simple. Uncomplicated is often underrated.

How to Get People to Open, Read and Answer Your E-mails

It may sound a little silly, but getting people to open and read your e-mails is no easy task. Things get even harder if you actually need an answer to that message. Sometimes it doesn’t matter how important what you have to say or offer in an e-mail is, it just ends up going straight to the receiver’s trashcan. So what is the secret to being heard and responded to in a world where we get dozens of messages in our inboxes everyday? There is no definitive answer, but we can offer a few tips on how to make it more likely that you are successful on e-mail exchanging.

THE RIGHT HEADLINE

First things first: the Subject Line of your e-mail is super important. It is your one and only chance to catch the receiver’s attention. It is the difference between your e-mail getting opened or not. That is why you have to think this through. For instance, try to make it more personal. Maybe try using the receiver’s name or include the word “you” or “your”. At the same time, be as specific as you can about what your e-mail is all about. And if you have a deadline, let it show that your e-mail is urgent. Do you want to stand out among other e-mails this person might receive? Then try to make it unique or interesting. But more importantly, make it resonate with the reader. They have to feel the need to open your message!

THE RIGHT RECEIVER

Make sure you are sending your message to the right person. This is not as obvious as it seems. Sometimes there is nothing wrong with your e-mail. But you aren’t getting an answer because you simply didn’t send it to the person who will actually understand the value of your proposition or who is really in charge of that decision. So figure out whom that person is and then write a personalized message that indicates you have the solution to their problem or the help to make their life easier. If you do not know who this person is, maybe get in touch with the company asking about who is in charge of the specific subject you need to speak about.

THE RIGHT CONTENT

Even though there is no character limit to your e-mails, don’t waste the reader’s time with things that are not pertinent. Be concise, be specific and provide a reason to the person to keep reading what you wrote. Don’t forget to be polite, but be brief and give context to what you are saying. A vague conversation does not help anyone and people tend to be more responsive when they are given clear directions of what to do. Nobody likes complex messages that require too much mental energy to understand. And always remember that you need to give the person a very good motive to take time of their day and answer your e-mail.

THE RIGHT CLOSING

After all the hard work you put on writing your e-mail, don’t forget to finish it well. There are two things you need to keep in mind at this point. First, you should end your conversation with a specific call to action. Whether it is about the product you are offering, or the meeting you are trying to schedule, a call to action is supposed to catch the reader’s attention and encourage them to do something about – to act.

And to cap it all off, don’t forget to express your gratitude. If you want a response to your e-mails, it doesn’t hurt to thank the receiver for their time spent reading and, hopefully, answering your message.

5 Tips to Turn Your Business into a Sales Machine

Photo by jarmoluk, licensed under CC0.

 

Do you feel like that the current situation of your business is lacking something? Do you want to find new costumers and make your product or service become more successful? Then maybe the following tips will help you:

 

1) Quality is Key

In order to be confident in your sales, you have to believe 100% on the product or service that your business is offering. That is why you need to achieve the maximum potential of quality your budget allows. If a company is committed to quality, the level of satisfaction of your costumers will improve and the results will speak for themselves.

 

2) Listen to your Customers

One of the best resources of information is your current clientele. They are the ones able to give your product honest feedback and pinpoint exactly what you are doing right and where you have to improve. That is why it is important to be open and listen to their opinion. With this attitude, it is possible to build a strong and trusting relationship that is going to help you find appropriate solutions to your problems.

 

3) Adapt to your Environment

If something is not working, do not be afraid to start over. Change is part of the process of growth and sometimes it is the only way to keep moving forward. Adjust your practices according to the current situation you are in. Maybe you used to serve one kind of audience and your product or service was fine for that. But if you want to expand your sales to another type of customers, you have to be wiling to adapt and meet their needs.

 

4) Have a Strong Social Media Presence

Nowadays your presence online is almost as important as your “real life” presence. Create social media accounts to your business and use them to promote your services as well as to communicate with your clients and other potential customers. There are several different social media platforms, such as Facebook, Twitter, Instagram, Pinterest and so on. Identify which of these options best suits your company’s needs (maybe it is all of them!) and use them accordingly.

 

5) Invest in a Lead Generation Service

It is important to find new ways to reach customers. Your business needs to be found. Lead generation is a tool that can be used to attract potential clients and convert them into actual buyers. It is a way to build a continuous relationship with these prospects. Lydi offers top-notch lead generation services to help find the perfect matches for your company. Find out more at   http://www.getlydi.com/.