You started your business in the service industry of your choice because that is what you love to do. Now that you have started your business you realize there is one component which you may not have thought of and that is sales. Most service providers are good at what they do however they lack confidence and capability to sell their product or service. Unfortunately, this is why many businesses fail they offer quality service however they do not know how to sell that service to their customers. Here are a few sales tips when prospecting for new customers.
When you’re prospecting for new business make sure you are not doing it during the prime time of the business day. The best time to contact prospective clients is usually around 8 AM or 6 PM when this stage is just getting started or at its end. It is also likely you may not get a hold of the decision-maker every time you call that certainly don’t underestimate the power of leaving a voicemail. If you are calling the right times typically your message will be the first message the decision-maker will hear giving you a much better chance of receiving a return call.
The best way to sell your service is to listen to your customers. You can get your customers talking by asking questions. In my opinion there is no such thing as a wrong type of questions ask. Whatever it takes to get your potential customer talking is worth it. Most customers will eventually tell you exactly what they are looking for and how the best way to sell them is. Once you have listened long enough you should have a clear roadmap to success in selling this customer. It is all about asking the right questions and as many as possible.
One of the biggest mistakes companies make when trying to sell the service is by discussing the features of your service as opposed to the benefits the customer. I can’t think of a single sale that resulted from just listing the features offered. When someone buys something it is an emotional decision and most emotional decisions are made on what will benefit me the most. When I say me I mean the customer. Find out your customers means and provide a benefit for solution to their needs and we will have no trouble selling your service.
Find a way to work these simple steps into any of your sales calls and you will find a great benefit to the time you spent prospecting for new clients. Depending on what service you are offering is always a way to determine how your customer can best be accommodated by your service. All you need to do is ask the right questions, listen and then react.