Regardless of the economic climate, there are strategies you can implement to help acquire new customers, improve your sales and increase your profit margins. Here are our top six tips for effective selling:
1. Know Your Product
As a salesperson, it is essential that you know your product and have a thorough understanding of what you’re selling. Learn about the unique features and benefits in each pair of frames so you can highlight these in the sale. Is the frame made with titanium? Be prepared to explain exactly why this is a desirable property and how it can benefit the customer. Knowing about the products you are selling from top to bottom is crucial for closing a sale.
2. Understand Your Target Market
Knowing whom to sell your product or service to is just as important as knowing what you’re selling. You need to pinpoint who it is that buys what you’re selling and target them specifically. This is especially true during an economic slowdown, when you might not have as much to spend on advertising and prospecting.* Leon Max, for example, is targeted toward the modern, working fashionista in her late 20’s.
3. Know Your Competition and Your Competitive Advantage
Start by listing your obvious competitors and then dig a little deeper to discover any others who might be sneaking under your radar. Then, figure out what makes your business different from theirs and how you can stand apart. Evaluate obvious advantages like cost, features, quality or distribution and don’t underestimate other advantages such as location, reputation or social responsibility.*
4. Track Progress and Results
Without tracking your sales progress and results, you will never know what works and what doesn’t. There are plenty of easy-to-use customer relationship management (CRM) software programs that can help you monitor your sales efforts from start to finish. Check out the App store to find various applications designed to help you monitor and track your sales efforts.
5. Be Persistent
Persistency is one of those traits that is common among all successful salespeople. A “don’t give up” mentality is truly one of the most valuable attributes that you can have.*
6. Enjoy the Process
Selling should be fun. You should enjoy the challenge and feel the thrill each time you acquire a new customer. If you feel this way about sales, then you are one step closer to success as a salesperson. Show your enthusiasm and enjoy the process of selling!
*Source: Business Week How-To