3 Ways Maintaining Sales Growth
Here’s the 3rd excerpt from the FREE report I am working on.
Amidst all the chaos that is happening at the moment in the economy there are a select few companies out there that are still maintaining growth.
In a world where products and services have been commoditised so much that many business’s are becoming a fitting room for someone to simply go on line and shop for a better price, an alternative is urgently required.
I have a great example of this from my recent experience buying a new TV which I will share with you during the week, but for now lets look at how companies can shift the buying criteria away from price.
Positioning themselves as experts
Here’s the thing…
In today’s business environment, you need to position yourself with your prospective client way before you actually show up for the meeting.
The best way to do this is to educate your buyer on how to become an expert consumer of your product.
Clients don’t know what to look for in a mortgage broker. They don’t know what to do when comparing financial planners, real estate agents or any other product or service provider for that matter.
And guess what?
The person that provides them with this information and helps them breathe a sigh of releif will immediately position themselves HEAD and SHOULDERS above EVERY other provider of that service.
An education based package that arrives on their doorstep at a pre-designed time frame prior to you meeting them will do this for you.
It should contain printed, audio and visually presented information that offered indisputable PROOF that you are an absolute EXPERT in what it is that your business delivers.
I have created a number of these packages both for Blue Rocket and also customised packages for clients and have seen this work Gang Busters.
In my own experience, I have had clients decide to work with me between themselves based on the pre-meeting pack I sent before I even arrived for the first meeting. – gotta love that.
You should do this for your business – I have seen it work too many times for me not to make that suggestion with my highest recommendation.
Making sure they are solving a problem for their client not just flogging a product
I know this sounds really obvious, but I continually meet people who in both retail AND business to business sales who are leaving MASSIVE piles of unbanked profit because their team simply don’t uncover the true scope of the opportunity to help their clients.
And what I know is this…
Doing this alone will INSTANTLY create a shift in how professional you and your company are perceived by your clients.
To put it bluntly you go from being seen as “just another rep flogging a product” to “a business equal genuinely looking to help a client solve a problem in a way that benefits both you and them”
You can’t really GET better than that can you?
Being more thorough in their fact finding with the client prior to making a
recommendation
This point really goes hand in glove with the previous point. Unless you have a pre-determined set of great questions that get to the core of if you can help them or not, you won’t get everything you need to help your potential client.
As I said, I have a ripper of a story from this week that backs this up beautifully that I will share with you shortly along with some seriously information on Sales Managers that you will not want to miss.
I also have a growing list of people that want me to send a copy of the report I am working on that this article will form part of once it’s finished, please simply click here if you want me to add you to the list in on that one too.
Take care of yourself and the ones you love.
John
