The word selling is not a common part of the vocabulary for many professionals and small business owners who perform services rather than produce a product. In addition to doctors and attorneys, this group also includes realtors, movers, and handyman companies Few of these clients have a product they can package in a box and ship to customers and even fewer think of themselves as salespeople.
Selling is nothing more than influencing people to make a decision that they believe will improve their personal or professional life.
Most people have the image of a salesperson as the scoundrel who will do whatever it takes to make the sale whether it will help or even harm the customer. Integrity selling, on the other hand, demonstrates that you genuinely care about the decision your customers or clients make and that the decision is in their best interest.
Interestingly, many professionals and small business owners understand the concept of marketing and often pour much of their resources into various marketing approaches. That is a start but it is also an absolute waste of money unless you ask for the sale. You need to close the deal.
One of the biggest hurdles you may face is overcoming your own sales resistance. Once you realize that what you offer brings value to your clients or customers, making the sale will seem more natural to you. Here are a few tips that will help you reach your comfort level:
- Write a short script for the close.
- Practice out loud what you will say.
- Role play the sale with a friend.
- Write down what you hope to achieve.
- Visualize the end result.
Think about it. If you believe that what you have to offer brings value to your clients and customers, it would be a shame if you did not give your clients the opportunity to choose. Mind you, they may not purchase your service, but you did give them the chance.
Keep in mind that not all sales happen immediately. That is why you need to have a system in place for back end marketing to further develop a relationship with your prospective clients. People will make the decision to purchase along the way.
One approach is to create a sense of urgency about your service. That is what all those limited time offers and early bird specials do. The other would be to have a limited number of whatever it is you are offering. That is what the ads are who offer "the first 50 people who..."
Another approach is to bundle your services together. For instance, if the customer has their furnaces inspected they will receive 50 dollars off of their next repair bill. Or as a physician you can offer students who need a physical exam for college entrance, a free tetanus shot if needed during June.
To be successful at selling, one of the important things to know is what your market wants and what they will be willing to pay for. You can do this by identifying the most challenging problems of your customers and how your expertise can help solve these problems.
And now I invite you to learn more about marketing on the Internet and making sales by visiting http://InternetMarketingSolutionsguide.com
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