Winning in business is much more than being the best. It includes finding a need and fulfilling it. It boils down to sales and knowing your customer, their wants, needs, and challenges. Here are a few tips that will help you win business and dominate the market.
1. Offer a solution
The core of sales is to fill a client's need, and as a businessperson, it is your job to help your customer do this. It sounds simple, but unlike simple arithmetic, sales has levels and layers.
Before you can fill a need for a client, you have to build trust in you, your company, and your product. The client has to leave the transaction with the perception that the value of the product is greater than the investment. People do not want to be sold on something that does not meet their perceived need. It is your job to make sure you present the product in a light that is clear to the consumer and address their personal pain points. If you do this, you have built value for the client, and helped them achieve a goal and fill a need. If you do not create trust and build the client's perceived value of the product, your sale will be lost.
2. Be consistent
Clearly define your sales flow, sales funnel, and key performance indicators (KPIs), and use them as benchmarks to stay on task and on target. If you do not have a clear definition, create your own. By staying consistent with clearly defined tasks, even when you experience downs, you will ultimately find a greater consistency in production.
For example, the deal flow for a real estate agent from listing to closing can take several months, so the trick is to create multiple opportunities through your sales process to ensure a healthy sales funnel. To stabilize or grow that sales funnel, you may have established KPIs to keep your process and cash flow consistent. According to feedback from SetSchedule users, individual agents strive to hit daily goals to work on reaching larger desired results. SetSchedule users have reported that they have set goals for daily calls made or time on the phone, active working leads, weekly appointments generated, showings per listing, and networking opportunities.
3. Take action
People find the most success when actively searching for opportunity. If you are waiting for a callback or an email, you will wait a long time. You have to bring the opportunity to you. Be proactive in all that you do. You never know--your client could be waiting in line with you at the market.
4. Be in the right place at the right time
The only way to be in the right place at the right time is to stay on your prospects' radar. This can include emails, phone calls, newsletters, postcards, mailers, etc. If you are not the right fit for them now, it doesn't mean you won't be a fit in the future.
If you prove to be dedicated to earning business, your client will know that you will be dedicated after earning the business. According to an article from Salesforce, you will need to reach out to a potential client at least six to eight times. And, according to a TOPO blog, it takes 18 attempts on average to reach a client by phone. Plan to reach out to your pipeline, and reach out regularly.
5. Expect failure but plan for success
If practice makes perfect, planning makes you better. Do your research. Know your product, the market, and even your competition. Plan for your prospect to say no, so that you have resolutions for concerns and can address them when shared.
6. Stay organized
Missing an appointment or a scheduled phone call does not only look unprofessional, it may also cost your company business. Keeping your pipeline organized is a must. The best way to do this is through a customer relationship management (CRM) system. CRM systems are increasingly affordable, and bare-bones options may even be free, so be sure to shop around for the best options for your needs.
Winning at business is more than simply being the best--it is effectively communicating with a prospect, planning, organizing, and remaining constant and proactive. Follow these tips and watch your sales rise.