How To Grow Your Customers Base ?
As a sales person passionate about your product or service, you are in a better position than salespeople who don’t show that passion. Simply when you talk about the services you offer, you lead the customer to be intrigued by your service.
However, your high-pressure sales tactics may intimidate many customers, making them uncomfortable about a purchase. When you focus instead on merely showcasing your product, your hesitant customers learn about your product. Consider yourself a brand advocate, presenting your best features without trying to convince your customer to buy. Difficult for a sales person? Maybe not.
Value, Value, Value
Many salespeople, maybe you too, have been focusing too much on price levels. If you focus on a product’s value instead of its price, your customer also focuses on the product itself, and less on the price. You may remember losing sales by setting the price levels on your products too low. Customers tend to perceive your product as less valuable because of its low cost. Ask yourself, if BMW were to start selling at 15,000 Euros instead of 50,000 Euros, would they sell more?
As a savvy salesperson you research your market and you predict customer objections up front. What concerns will your customers have before making a purchase? How can you overcome those? Include the uniqueness of your product in your marketing collateral and you can answer those questions for potential customers and possibly save the deal.
Empathy Instead of Overselling
Before savvy prospects meet with you for a sales presentation, they’ve already researched your competitors and determined market prices. Your goal should be to listen to each customer and address their specific needs. If you continuously broadcast your product’s benefits, you will appear to be desperate. Instead, you can turn a visit into a sale by being empathetic.
Empathy shows that your customer’s concerns have been heard; he feels as though he is receiving personal attention. Through listening, you can gain information about each customer which helps you with closing the deal.
Market Research Is Vital
Just as savvy customers are researching your company and products, you need to do the same before meeting with these customers. Know your target audience thoroughly, from their buying preferences to their career desires.
For every industry, the specific preferences that concern target groups are different. If you sell IT software, your client is concerned whether your product fits into their architecture. If you sell consulting and advice, your client is concerned whether your advice really helps them. If you are a start-up, your client is concerned about your track record.
Low prices don’t always win customers. Most customers are interested in added value. Determine what your product offers your target audience today. Those values and benefits will probably engage more customers than offering lower prices.
Conclusion
Your customers are learning more and more about market offerings through abundant information on the web. Your best answer to this changed behaviour is to sell value instead of low prices. Empathy is a better quality today than high-pressure selling. It shows that you care about your customers’ well-being. Savvy customers will research your company and products. I recommended you to do the same.
