Here’s the scenario: You’ve got an interested buyer, but they haven’t taken the final step to make a purchase or sign up with you. What do you do to close the sale?
SALES. The part of our businesses that we know we need to focus on, but so many of us dread having to do, all at the same time. We want to make more sales, boost our revenue numbers or get more clients and we definitely want to make more money.
So why does the sales aspect of our business just feel a bit… Icky? I think it’s because we don’t focus on building our sales skills in our continuing education. Some of us downright avoid it, actually.
What makes you fall back when it comes to your sales process? Perhaps you feel like you’re being immodest or pushy? Perhaps you hate salespeople who put the pressure on, so you do the exact opposite? Or maybe you’ve never really had sales training before?
Here are a few simple steps you can take to boost your sales figures without turning into your industry’s equivalent of a sleazy used car salesman.
Re-frame what “sales” means to you
If asked, many people would immediately define sales as making money or booking more clients.
What if you define it as problem solving?
If you believe in the service or products your business offers, this shouldn’t be too difficult. You didn’t set your business up to con people, you genuinely believe you have something to offer. Something that will help and benefit your buyers.
If you talk to potential customers with this in mind, you will come across as authentic and also find it much easier to talk them through the sales process.
Don’t be afraid to follow-up
We’re all busy people. Let’s be honest, how many of us have emails or business contacts we’ve been meaning to chase up but they just keep slipping to the bottom of our to-do lists?
Sometimes we just need a nudge.
A little reminder like a follow up email or a call when appropriate could be all it takes. Of course if you get a no, you also get some closure and can move on. But you know what they say – if you don’t ask, you don’t get!
Give people a deadline
This is a bit of a psychological tip. If we know that we have a time limit in which to act, we’ll probably adhere to it and take action much faster. If there is no deadline, there’s no sense of urgency.
Both sides benefit. As a business, you demonstrate that your time or offer is valuable (PS, it is.) and sets appropriate expectations. Meanwhile, your customers or clients know they need to act within X amount of time, which gives them motivation and simplifies the process for them.
Remember, YOU are the prize.
You are not trying to sell to everyone – you should have your Ultimate Ideal Client profile worked out (aka. who you really, really want to work with!) and ready to help inform your sales and marketing methods.
Don’t accept every prospect UNLESS they fit your preset criteria. They need to be the right fit otherwise you, they or both of you will struggle.
Don’t have your Ultimate Ideal Client profile figured out? The Simplifiers’ CEO – Mary Baird-Wilcock, CSEP can help with that!
Write a handwritten letter
Worried about looking pushy or just want to really get someone’s attention and make a good impression? Sending a handwritten letter or card is an easy way to achieve that! Mention how excited you are to get started and work with them and make sure it’s not just a generic Copy & Paste type of job.
The personal touch shows you actually care about customers and clients beyond getting their money. Plus, it’s a good way to demonstrate your attention to detail and customer care.
Resources we recommend:
- 8 TED Talks All Salespeople Should Watch – compiled by DiscoverOrg
- 6 Effective Sales Strategies to Close Deals Faster – by Adam Heitzman for Inc. Magazine
- This episode of The Simplifiers podcast featuring Michelle L Evans – sharing simple, practical tips on sales & marketing funnels: