Unfortunately for many women, the first time they realize they need new selling strategies is when cash flow dries up. Don’t wait until your profits are plunging to start hunting for new sales strategies!
Wouldn’t it be great if you could foolproof your selling techniques? No more objections from prospects…and no more profits disappearing into thin air! Follow these 4 secrets that will help you put money in your pocket, and expand your current client list.
- Make It Easy
There’s an old adage that says variety is the spice of life, but hey, too many choices can lead to indecision and procrastination. We all know what happens when prospects procrastinate… they never come back.
When someone is ready to purchase, but suddenly sees too many options, they’ll stop to try to figure out which one is best. And if your prospect is uncertain… well, once again, you’ve blown the sale.
It’s helpful to remember that “a confused mind says no.” So streamline your offer and make the results and the process clear and simple.
Finally, make it easy for your prospects to decide. You want them to have a clear “Yes I’m in!” or “No thanks, it’s not a fit.” (I often tell prospects, “I’d rather have a clear “NO” then a “Let me think about it”!)
- Make Buying EASY! Offer Several Ways To Transact Business
Too many choices can overwhelm prospects and cost you sales as mentioned in Secret #1. So, offering a variety of simple ways to pay is a smart move. As the saying goes: “different strokes for different folks,” and so your prospects won’t fit into a one-size-fits-all mold, and they may have a preferred way to actually transact business.
Convenience is the key to attracting prospects in today’s fast-paced virtual space. What’s the fastest and easiest way for them to buy – credit card swipe, phone-it-in, online order form, mailed-in check, paypal? Be sure there is ZERO barrier to actually completing the purchase transaction….which leads to the next tip:
- Keep Ordering SIMPLE
You know the frustration of spending 10 minutes pushing buttons on the phone just to get through a pain-in-the-neck automated ordering service and reach the person you want to speak to, right? Heck, you just wanted to buy one item! Maybe it was the time you had to sign onto a vendor website and jump through hoops just to check out your online shopping cart! ARGH. If you do that to your prospects, then the temptation to just forget the order altogether is STRONG!
Don’t frustrate your customers with an intricate ordering process. They’ve just made a huge decision to invest in you – likely they’re scared and excited, and maybe a bit nervous and tentative. They just want to place the order quickly and be done. So hold their hand, take control over the ordering process, and manage it smoothly. Don’t send them to a sales page or an order form after they already said “yes” to your product or service. Sales is a delicate process, and if you bungle this part, you’re undermining not just the sale, but also their potential success with you. (If they see you mess up managing the transaction, it will instill slight distrust and unease, which makes your work together harder).
For example, I once had a coach who, after an hour-long sales process after which I was ready to invest, then wanted me to go to her website to fill out a form for a 2K purchase. I thought, “Well heck, if you can’t just take my credit card over the phone and do that admin work yourself, then forget it! I’m too busy!” It seemed SO bizarre.
- Follow Up and Offer More, When It Feels Right
If it feels appropriate, and it seems like it would benefit your new client, you can always offer a “One Time Offer,” at the time of the sale (or up to a certain time after the sale.) Consider it a “low-priced bonus” or “special thank you” for their courage and trust.
Think about it, are there additional, complementary products or services they could benefit from if you just remembered to follow up the sale with a special offer?