Small business owners are usually eager to start making money right out of the gate. But it's not that simple. Though many entrepreneurs have been in the business long enough to know how to make sales and lead a prosperous company, many others need help along the way.
Making sales is an art, you can't flip a switch and land a deal. If it was that easy, everyone would be a sales wizard. But since sales skills don't emerge at the press of a button, you can use the tips below to guide you to becoming a sales master and building a more profitable business.
1. Find your target audience
When trying to pitch yourself and your company, you can't dial a random number and hope you make a sale. The trick is to strategize and see who might be interested in your product and why they need it. Think about the audience you're trying to reach and determine their demographics, location, personality types, etc. This strategy will help you find customers that will be more likely to use your product or service. These people won't hang up on you as you've already done your homework on why they'll value your services, which in turn will make them interested in trying your product.
2. Do your homework
Speaking of doing homework--small business owners shouldn't limit their analyses to where they are in terms of sales goals, they should also stay on top of the latest trends, knowing what their competitors are up to and how they're performing in the market. Knowledge is power, especially if you're trying to make more sales. By doing your homework you'll be able to build more solid sales plans and track the performance that drives the revenue results you're aiming for.
3. Create the perfect elevator pitch
To make a sale, your elevator pitch needs to be on point every time. Don't make one pitch a one-size-fits-all. Not every customer is the same, they're all looking for different things and have a different way of communicating. Make sure you design each elevator pitch to match the needs and behavior style of your prospect. For example, if your prospect is direct, have your pitch be brief and to the point. If they are friendly and enthusiastic, create a warm environment and don't drown them in details. They'll appreciate you taking the time to present important details in a personable way.
4. Reward your referrals
Word-of-mouth is one of the best marketing tools you can have as a small business owner. Serving clients to the best of your ability can lead to loyal clients and a boost in number of referrals. If you happen to have clients referring others to try your products and services, reward them so they feel appreciated and valued for their efforts. This will make your clients happier and your sales skyrocket with the new customers you're attracting.
5. Ask for feedback
Having a way to hear what customers and employees have to say about your product or services will give you insight on what's working and what isn't. Listening to feedback (the good and the bad) will make you smarter, your products better and your customers happier. Feedback is key for improving different parts of your business because you're working to make your entire business run smoothly and successfully. The more you listen to others, the better your chances are for giving good quality service and making more sales.
If you haven't noticed already, sales isn't only about numbers, it's also about building trust and rapport with clients and prospects. By practicing the strategies above, you'll be well on your way to selling more and making more.