All salespeople would probably agree that it’s way easier to sell products and services to people who are already interested in your offerings. These prospects have already researched about your products and are considering working with you to provide solutions for them. So, how can you make more prospects interested? In cases like these, all you have to do is make some clarifications by answering questions they may have and ensure that they will choose your company over your business rivals.
Now, the real challenge in being a salesperson is to start a relationship with a potential client who has never heard of your company or the solutions you offer. Moreover, you may also encounter some who are not actually looking to solve any business challenge.
Sure, this is a tough situation, but this isn’t something that is impossible to handle. Below are some strategies on how you can get more prospects interested:
Establish a vision of what will happen when they avail your offerings.
By making your potential clients understand what will happen once they purchase your products or services and create a clear vision for them, you will surely be surprised how many people will be more interested in what you’re selling. However, while doing that, you also need to tickle their curiosity—get their attention.
For instance, if you are offering writing services, you can go to one of the pages on your potential client’s website, look for grammatical or typographical errors, and then email them with the corrections. You can say something like if they’re going to hire you as the company’s copywriter, you will ensure that all content will be 100% free from errors at all times. By doing things like this, there is a greater chance that you will be able to grab their attention and plant that seed of curiosity.
Once you manage to do this, this is the best time for you to talk more about your services and guide your prospect towards a deeper conversation on why they need your services. It will be easier for you by this time because you have their attention and they are actually listening.
It is okay to be biased about your offerings.
One of the most common mistakes that salespeople make is that they pretend to be unbiased about their products in order to make it appear like they are credible. However, you need to keep in mind that your prospects are experienced and intelligent enough to know that all salespeople are biased. The reality is that there is nothing you can say which will make your target forget that your ultimate objective is to get them to avail the products or services that you are offering.
Hence, you need to drop that disguise now and stop pretending that you are an unbiased. Instead, you can believe and make your prospects believe that your offerings are simply the best!
When doing this, it is okay to combine hard facts and data with your own point of view. Your prospects will understand your use of hyperbole, so feel free to sound excited about the products and services that you’re selling.
Of course, it is good to be ready to throw in some data and statistics into the conversation in order to support your claims. However, it would seem more like an academic discussion, which some prospects may find boring if you just rely on survey results to make them believe in your products and services. Instead of just being impartial, it would be better if you’ll share your opinion and show your commitment to that view of your offerings. By doing so, you will be able to appear more genuine and be able to gain their trust.
Keep them interested and curious.
After the first call and the prospect agreed to schedule another call or appointment with you, your goal as a salesperson is to keep them interested and curious.
One technique is to tell them at the start of the call that you want to ask them something related to the things you’ve talked about the last time you talked, but you should get into the agenda first and then ask them to just remind you about it later. At the end of the call, they will either remind you or won’t even bring it up.
Obviously, if they reminded you of it, that means they are engaged and curious. However, if they forgot about it or didn’t even bother to remind you, this means that they are not actually fully present and interested. In this case, you can either attempt a different approach or simply stop pursuing the prospect.
When deciding what to ask, you should choose a topic that you really want to know but is too short and irrelevant to include on the current agenda that you have.
Focus on your past success stories instead of the failures.
Instead of dwelling on past failures, it would be much better if you focus on the things that went well and try to replicate those success stories. If you focus your attention on the negative things that happened in the past, those are what you will tend to see.
Conversely, the same outcome applies if you focus on the things that went smoothly and actually worked. If you want to reinforce this positive mindset, you can connect with your existing customers and find out what were the specific things or factors that first made them interested in your products and services, as well as what worked well and prompted them to continue using your offerings.
Once you get enough responses, you will surely find common trends and reuse these strategies and approaches to replicate the success stories that you’ve had in the past. Keep in mind that the people you’ve already closed a deal with are among the most reliable sources of information that you can use on your future prospects.
It takes a lot of knowledge, skill, patience, and even experience to become a rockstar salesperson. However, by following the tips and strategies discussed in this article, it is not impossible that you will easily get the hang of it and get more prospects interested in your company and your offerings.
Check out our previous posts for more sales and marketing tips!
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