The internet abounds in blog posts that convey instructions on how to convert leads to customers. The tips are so numerous that it can become confusing : there are too many ways and tactics to sell a product. But are they really all that efficient ? We are not saying that you can’t find outstanding sales techniques on blogs –otherwise, I wouldn’t see the point in writing this article- but you should always stand on your guards. Some pieces of advice could be misinterpreted, thus leading to several mistakes.
First and foremost, always bear in mind that compliments are a great way to build a relationship with your prospect and foster trust. People really enjoy praise… until it becomes annoying. There is no need to exaggerate : the « you are perfect » technique is doomed to fail. If you want to nurture your prospect’s interest, why not instilling constructive critical feedback in your speech ?
Another thing to avoid is badgering your prospect until you get the much sought-after « yes ». There is no point in relentlessly following up with a halting prospect. Persistence is valued in the world of sales but don’t harass your prospect ! You wouldn’t want to get a restriction order, right ? If your initial outreach has been unsuccessful, try again but if the prospect clearly states that he is not interested, the best attitude to adopt is to lay off and refocus later. Always remember that you are here to offer help, not to force a prospect to buy something they don’t need or want. You can send a piece of helpful content later with an accompanying note for your customer. This is apt to spark a conversation, and your prospect will wish to keep in touch with you.
Last but not least, think twice before sending cold impersonal emails. These are unpleasant. Send warm emails instead. Experience has proved that they accelerate the sales process. For that purpose, focus on the research phase of your sales process so you can really know your prospects before reaching out. As a result, when the time comes to approach them, you will have the necessary pieces of information to really make this connection work. The information can be obtained on social media or on companies’ websites, where the achievements of the employees are mentioned and where they come from for instance.
To pique interest, doing background research on your buyer is not helpful but necessary. It can help you highlight very specific details, and focus on relevant benefits. The ultimate aim is to create customer lifetime value.
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