In a very competitive business environment, the success of your sales calls depends on the value proposition of your product and the way you pitch it to your potential customers. We would like to share our top 5 tips for sales calls with you:
1. Define your target customer
A good sales call starts before the actual call begins. First of all, you should define your target customer. Depending on your product, your target group can either be very broad or a niche market. Focusing on a specific target group or sub-segment makes it much easier to choose the optimal target client for your sales call. What does that mean? It means you should be clear of who actually should buy your service. Is it a mid-level manager or a top executive? And in which industry does he or she work? Additionally, it is important to think about how your customer should use the service. The more concrete you make it, the easier it will be to mention the advantages which your product offers. Don't let the customer try to find an area where your product can be used - it is your job to clearly define which problem you solve and how the product solves it.
2. Understand your customer’s situation
After defining who your target customer is, you should find out what your target customer looks like. What is the average age of your customer? Which job and position does he have? What is he doing in his leisure time? The more you know about your potential client, the easier will your sales call be. If you already know the name of your customer, e.g. because you met the person before, you should have a look on the person’s social media profiles to better understand him. Last but not least, you should clearly know how your product adds value to your customer’s life. Again, it is important to find out as much concrete information as possible. In the best case, you will be able to understand your prospect's situation and his targets which he tries to meet. Be precise and explain how your product can be beneficial for helping them. It's much more likely to convince somebody if you demonstrate that you thought about his situation. Instead of selling to your customer, try to understand his problem and help him to overcome his current challenges.
3. Get to know your customer before you sell
The first moments of a sales call are critical for its success. Should you directly sell your product? Probably not! Maybe your customer is very interested in the product, but does not have time at the moment and will therefore simply try to get rid of you. Rather than starting with hard-core sales, ask your customer how he is doing and if he has a couple of minutes for you. If the person you are calling has no time to talk to you, try to arrange a future call together. In case that the client has time, it is your chance to get to the point. Introduce yourself and explain, what you can do for your client. Make sure to mention how you can improve the person’s life with your solution.
4. Engage your customers
People receive sales calls all the time. Hence, you have to make your sales call special and remarkable! The best thing you can do to reach these goals is called engagement. Engage your customers, e.g. by asking them questions. An awesome way to really engage your customers is Beamium. Beamium is an easy tool for presenting documents online without any software or registration. Simply upload a sales presentation on Beamium prior to your conversation. During you call, ask your target customer to go to beamium.com, enter the 8-digit ID of your presentation and follow your slides in real-time. Prepare some great slides which show the core value of your product and guide the customer through the presentation.
5. Make another appointment
If you have now impressed your customer and he is interested in your product – do not forget to arrange another date for the next sales call. Even if your customer says that your product is really awesome and that he will buy it, make sure to call him again in a couple of weeks and ask about his feedback and satisfaction. It is important to form a relationship with the client. In best case, you also connect with the prospect on LinkedIn and regularly post updates which highlight the benefits of your service (in addition to showing your industry expertise). The more touchpoints you have, the easier it will be to establish a lasting relationship with the prospect. Again, this relationship should be used to find out more concrete information about your customer's situation and how you can best help him to become more successful with your product!
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