Personal selling is a strategy that a salesperson uses to persuade clients into purchasing a product or service. When it comes to selling, a salesperson constructs a sales pitch based on the customers’ needs. When making a sales pitch, keep these helpful tips in mind:
When you ask questions, you gain a better understanding of what the client is looking for. For example, when a customer goes into a store, sales representatives tend to ask, “Are you looking for anything in particular today?” This is because they want to know what the customer is looking for and are trying to figure out what their current needs are. Based on the customer’s needs, the sales representative will recommend and demonstrate a few products that they think might be right for the client.
Have an objective:
Based on the questions that you asked the potential client, you can construct a pitch. Since you already know what they are looking for, formulate a pitch that has an objective. Yes, your objective is to close the deal, but you also want to make a connection with the client. A way to make this connection is by understanding the client’s goal. Brief the client on your services/products and let them know how your services/products will benefit them.
Make a connection:
Clients know when you are being genuine versus when you just want to sell them something. It is always best to make a personal connection with the potential client. This can be done by doing some research beforehand. For example, a marketing firm will do some research on a potential client’s business before meeting with them and will give some suggestions as to how their services will help them reach their business goals. However, there will be times when a salesperson does not have any information on the client prior to meeting them. In this instance, one way to understand them is by reading their body language and listening to what their current needs are.
Credibility is shown through success stories. For example, a marketing company will talk about how its’ marketing strategy for previous clients has increased their return on investment (ROI) by 20% through social media marketing or how pay-per-click (PPC) has increased website traffic by 30%. All of these success stories prove credibility and how you will be able to produce optimal results.
After making a sale, always make sure to follow up. After closing the deal, wait 3-4 weeks to follow up with the client and ask how they are liking their new services/products so far. By following up, you are continuing to build a relationship with the client that will result in customer loyalty and may also provide you with referrals to other potential clients.
When it comes to personal selling, you are not only selling a product/service, you are also selling yourself. This is because you want to make the customer feel that you are being honest and genuine about what the product/services have to offer. If a customer feels that you are not being genuine, then they have no other choice but to go to your competitors. Therefore, make sure you are listening to what the client wants, connecting with the client, showing credibility, and following up with the client after making a deal. If you do all of this, then you are one step closer towards making a deal.