Amidst all the chaos that’s 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 starting to believe that the only thing their potential
clients really care about is buying at the lowest possible price, below are
3 key wats to grow sales in tough markets
1.Position Yourself as an 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 relief will immediately position themselves HEAD and SHOULDERS above
EVERY other provider of that service.
An education based marketing package that arrives on their doorstep at a pre-designed
point in time, prior to you meeting them will do this for you.
It should contain printed, audio and visually presented information that
offers 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 myself and also
customised packages for clients and have seen this work Gang Busters.
If you’d like to download my book that I wrote specifically for people to
learn how to do this, simply enter your email in the column to the top right
of this post where it says “attract more dream clients”
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 rocked up
for the first meeting. – gotta love that.
You should do this for your business – I have seen it work too many times
for me and my clients not to make that suggestion with my highest recommendation.
2.Make Sure You are Solving a Problem for Your Client Not Just
Flogging another Product
I know this sounds really obvious, but I continually meet people who in both
retail AND business to business sales are leaving MASSIVE piles of unbanked
profit on the table 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?
3.Be more thorough in your Fact Finding with Your Client prior to Making a
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
a prospective client or not, you won’t get everything you need to help them.
In addition to this, simply “presenting” your canned product presentation
without actually finding out what is going on in your client’s world is like
playing blind archery – you have no target to aim your solution at
If you’d like to have a more serious conversation about the frameworks you are using to generate business and to make sure you are optimising every sales opportunity you have available to you, simply complete the form below and I’ll be in touch. In the meanwhile, if you enjoyed this post please share it on social media or email it to a friend – thanks in advance