These customers are often referred to as “hand-raisers.” This term indicates that they have conducted some preliminary research and have identified your business as a potential solution to their needs. However, establishing a relationship with someone who isn’t already familiar with your brand or actively looking to address a specific challenge can be quite difficult.
That said, it’s certainly not impossible. By employing the right skills, showing genuine empathy, and having a well-thought-out plan, you can effectively find prospects who truly require the products or services you offer. To facilitate this process, I rely on the following five techniques to initiate conversations and build connections with these types of buyers.
These strategies not only help in identifying the right prospects but also in nurturing relationships that can lead to successful partnerships in the future.
1. Sell the Dream
When selling a product, it’s important to focus on the prospect’s interests rather than just the product itself. Creating a vision of how the prospect’s life can improve with your product is an effective approach. For instance, well-known brands like Nike and Burger King have slogans that focus on the customer’s experience rather than just the product features. Instead of leading with a typical introduction when reaching out to a potential client, I suggest starting with a statement that grabs their attention and illustrates the benefits they’ll gain. This strategy piques interest and lays the groundwork for a deeper conversation.
For example, when contacting a Vice President of Sales, I might say, “When you hire me, I’ll teach your sales reps how to achieve the same success.” This immediate focus on the outcome engages the prospect more effectively than a simple introduction. Once their interest is captured, I can then introduce myself and my services in detail.
2. Pique Their Curiosity
Once you’ve engaged the prospect, maintaining their interest is crucial. A technique I find useful is to mention something I want to discuss later in the meeting. For instance, I might say, “Before we dive into our agenda, I have a question related to our last conversation.” This creates intrigue and encourages engagement. If they ask about it later, it shows they are invested in the conversation. If they don’t mention it, it may indicate a lack of interest, prompting me to reconsider my approach.
3. Use Past Successes as Guidance
Rather than focusing on failures, it’s more productive to analyze past successes. This mindset helps identify effective strategies for future sales. For example, by asking current customers about what drew them to my services, I can discover trends and successful tactics to apply to new prospects. Often, insights from those who have already engaged can be the best indicators of how to close future deals.
4. Enlist Your Prospect as a Teacher
Engaging your prospect in a discussion where their opinions are valued can foster a stronger connection. People generally appreciate being heard and respected, so asking for their insights can be beneficial. For example, if there’s an IT director involved in a potential deal, I might ask the prospect how best to approach them. This not only shows respect for their opinion but can also provide valuable information to help close the deal.
5. Create a Sense of Urgency
While it’s important to avoid pressure tactics, creating a sense of urgency can motivate hesitant prospects to make a decision. This can be achieved through limited-time offers or highlighting immediate benefits of your product. For example, offering a discount for early commitment or emphasizing the urgency of solving a pressing problem can prompt quicker action. Additionally, communicating any scarcity—such as limited availability—can encourage prospects to act promptly.
6. Sell the Key Consumer Benefit
When presenting a product, it’s essential to focus on the key consumer benefit rather than simply listing features. This involves framing the conversation around the specific advantages that your product offers. For instance, if you’re selling software that improves sales performance, it’s effective to highlight how it can help the sales team close deals more quickly, backed by data. This structured approach demonstrates empathy for the prospect’s needs and positions your product as a valuable solution.
7. Be Confident About Your Product.
Many sales representatives try to come off as unbiased, but buyers expect you to be confident in your product. Your goal is to encourage them to purchase, so embrace the idea that your service is the best option available. Buyers understand sales tactics, so it’s better to express enthusiasm about your offering. When you convey strong opinions about your product, it builds trust and authenticity.
8. Be Honest About Your Product’s Limitations.
While you should be confident, it’s also important to be transparent about what your product can and cannot do. If a client has specific needs that your product doesn’t meet, be upfront about it. For instance, if your software updates hourly instead of in real time, acknowledge that limitation. You can also suggest alternatives or workarounds, which shows you are proactive and committed to helping the client.
9. Offer Value as a Resource.
Think about how you can serve your prospects even before they become customers. If you can provide useful information or answer their questions during the sales process, it creates a positive impression. For example, sharing insights about the benefits of your product or related topics demonstrates that you are invested in their needs, building trust for the future.
10. Identify Common Interests.
Finding common ground with your prospects can foster a connection. Do your research before reaching out and try to identify shared interests. Discussing these commonalities can make the conversation more engaging and help you uncover additional information about their needs.
11. Simplify the Decision-Making Process.
People tend to avoid complicated tasks. To help close the deal, make the process as straightforward as possible. For example, summarize key points in an email and make it easy for them to respond with a quick “yes.” Acknowledging their busy schedule and offering convenience can be a deciding factor.
12. Maintain Communication.
If a prospect doesn’t buy right away, don’t lose hope. Your previous interactions may have built enough trust for future opportunities. Keep the lines of communication open by connecting on social media or asking for feedback about your product. This ongoing relationship can be beneficial for future sales.
Attract Customers Online With These Strategies
Selling without face-to-face contact or phone calls presents a challenge for sellers, as building a personal connection to persuade potential customers can be difficult. Use our tips to effectively attract customers online.
1. Use Social Proof.
People often look for validation from others before making a decision. Just as we listened to parents about healthy habits, customers trust opinions from external sources. You can build trust by showcasing user reviews, articles mentioning your product, or endorsements from influencers.
For instance, Tori Dunlap, founder of Her First 100K, shared her feature in Glamour across her social channels. When potential customers see third-party approval, it enhances your brand’s credibility and encourages them to buy.
2. Increase Traffic to Your Site.
If customers can’t find your website, they can’t make purchases. Optimising your site for search engines (SEO) is essential for boosting organic traffic. Focus on a specific market niche and create content tailored to your audience, using relevant keywords to improve search rankings. Ensure your blog has clear calls-to-action (CTAs) to guide users to your products.
Utilise social media to share your content and engage your audience. While organic traffic is a long-term strategy, paid advertising on platforms like Google Ads or Meta can provide quicker results, though it may not be suitable for small businesses with limited budgets.
3. Leverage Email Marketing.
Email marketing is an effective way to attract and retain customers. After bringing users to your site with valuable content, encourage them to join your email list. This keeps your brand in their minds even when they’re not visiting your site.
For example, HE Creative, a UK design firm, sent targeted emails to inform customers about new offerings and promotions. This kind of outreach can re-engage customers and drive traffic back to your site.
4. Provide Introductory Discounts for New Customers.
Offering discounts can be an effective strategy for attracting new customers. Many eCommerce sites provide a 10% to 20% discount on first purchases to encourage sales.
For instance, the women’s clothing brand NGO Bolingo uses this tactic prominently on their site to entice new customers.
How to Sell More Products
What’s better than making a sale? Making even more sales. Here are some straightforward tips to help increase your sales.
1. Leverage Your Existing Customers.
While it might be tempting to focus on attracting new customers, don’t overlook your existing ones. Repeat customers often spend more than first-time buyers. Introduce them to new products or engage them with targeted email marketing campaigns.
2. Start a Referral Program.
Utilise your current customers by implementing a referral program. Word of mouth is powerful, and happy customers can help bring in new clients. Encourage them to share their positive experiences and offer incentives like discounts or additional services for each successful referral.
3. Analyze Competitors.
If you have competitors selling similar products, take a close look at what they offer and their marketing strategies. Compare their pricing, services, and customer reviews. Identify areas where they may be lacking and highlight your strengths to provide more value to customers.
4. Use Abandoned Cart Software.
For online sellers, abandoned carts are common, but you can take steps to encourage customers to complete their purchases. Abandoned cart software can help identify why customers leave your site and assist in converting them into sales. Tools like HubSpot for WooCommerce offer features like real-time reporting, recovery email templates, and customizable coupon codes.
Local SEO 2024 – How To Get More Local Business Calls
3 Strategies To Grow Your Business
Is Google Effective for Lead Generation?
How To Get More Customers On Facebook Without Spending Money
How Do I Get Clients Fast On Facebook?
How Do You Use Retargeting In Marketing?
How To Get Clients From Facebook Groups
What Is The Best Way To Generate Leads On Facebook?
How Do I Get Leads From A Facebook Group?
How To Generate Leads On Facebook For FREE