Generating leads and increasing profits is a difficult process for any company, but it’s especially difficult for people using outdated sales tactics. It’s easy for successful salespeople to fall into old habits while the world around them is changing and evolving with new digital trends. Before long, they become less profitable as their tactics stop working and people stop listening. At that point, successful salespeople start clamoring for new tactics.
It’s much better to switch up your sales tactics before it gets to the point of lost deals. When you learn to alter your strategy to match the customer and trends, you’ll find that you’ll make more deals than you’ll lose.
If you’re looking for some new methods to keep you out of a sales rut, here are some things to try:
1. Make Warm Calls Instead of Cold
Salespeople spend piles of money on cold calls because they usually generate enough revenue to cover the costs. But it’s not the most effective form of communication when looking for long term leads. When you have the opportunity, try making a few warm calls instead.
A warm call is similar to a cold call in that you’re blatantly presenting someone with the information to make a sale, but it’s usually directed to someone with whom you have a connection. Someone makes the introduction, and you follow up with a sales pitch tailored specifically to that client. People tend to trust the recommendations of others more than other marketing tactics, so when you do your homework and bring something of value to the table in these situations, you’re more likely to start a lucrative conversation.
2. Integrate Website Content Into Sales Approach
Look for ways to influence the buyer’s decision by pulling from resources you already have. Blog posts, infographics, and videos on your website, for example, can be used to show the real value of a product or service to a potential customer.
For example, look at this blog post from Amerisleep. It focuses on all the details of memory foam mattresses, including where they originated and the benefits of using them. It’s written succinctly with images to drive home the message. Such information could be vastly beneficial in delivering valuable information to a potential buyer.
3. Get the Script to Face the Buyer’s Point of View
Salespeople often spend far too much time talking about their company’s products, but one of the most important aspects of any relationship is listening. People love to talk about themselves, so it’s important to allow potential customers to open up about their points of view. As they do so, you’ll gain useful information about what they value, which is priceless during a sales pitch. It gives you the opportunity to turn your pitch directly towards their interests, creating an offer they can’t refuse.
4. Dig for Information
This goes far beyond asking a buyer to simply tell you about their business or interests. It involves doing homework ahead of time so you can ask deep seeded questions that will bring more specific answers.
Do a little research about how a specific person or company could benefit from your task. You might look at some of their past projects, the content on their website, or their social media presence. Pull something specific from this information and ask detailed plans about how they plan to improve. At this point, you can offer your products or services as the solution to a major problem.
5. Join Someone Else’s Conversation
You spend a lot of time as a salesperson starting conversations within your industry. The trouble is, only a small percentage of your target audience is interested in joining your conversation at its start, the majority of which will be your existing customers. But if you can join a conversation where your sales pitch becomes relevant, you’ll be in a much better place.
Joining an existing conversation lets you take advantage of a group of people interested in your niche, without having to go to the trouble of finding followers. When it becomes relevant, bring up the products you’re selling. Because you’re presenting the information in a way that shows obvious value to the customer, they’re more likely to engage in your conversation.
These are just a few of the many ways you can improve your sales tactics. Customers like originality and dedication from their salespeople, and if you can deliver, the sale is as good as made.