Selling your product

Selling your product or service is the most important functionality of your business. Without sales you effectively have no business.

To help achieve sales:

Customers need to be aware of the message that you are communicating to them

That message needs to be communicated effectively

Customers much prefer the personal approach – so lots of customer contact is required

If you have never sold to a customer before it can be quite daunting. Like most things good selling techniques come with practice. The purpose of marketing your product or service is to gain orders and increase your customer database.

In order to be able to sell your product or service effectively it helps to have the following:

Prospective Customers

Patience

A product or service that is beneficial to prospective customers

Samples of your product or service and good informative literature to go with the samples

Knowledge of when to actually close a sale

GENERATING SALES LEADS

First and foremost you need to identify potential customers. Even if you already have a comprehensive database it is essential that you continually add to it.

Useful tips to help you :-

• Talk to current customers, suppliers, banks, trade associations etc to develop referral sources
• Offer referral fees
• Enrol in Social Networking Sites/Forums and Small Business Clubs
• Take part in Networking Events
• Telesales
• Mailshots
• Cold Calling

GETTING YOUR MESSAGE ACROSS

Communication is vital to the success of your business.

Potential and existing customers need to know about your product or service. If visiting in person, try and plan a strategy. Have an idea of an opening pitch, dress smartly, be pleasant but confident, build up a relationship.

After the initial ‘Getting aquainted period’ introduce your product to the prospective customer. Demonstrate how your product or service can satisfy their needs and/or requirements. Remember to explain the features but sell the benefits.

A conversation works best between two people, face to face. Remember to listen carefully to their responses, ask questions, watch for their body language, do not overtalk them.

CHOOSING YOUR BUSINESS NAME

Your business name is extremely important. Shorter names are best, something that is easily remembered. Also if the name you choose indicates what your business is – even better. Preferably one or maybe two words but no more.

PREPARING TO SELL

If you treat every sales opportunity as a carefully planned exercise then hopefully your business will succeed. When visiting prospective customers be prepared. Take samples or prototypes of your product. Make sure that these are presented well, are immaculately clean and tidy, and if possible in the correct packaging that you will be supplying them (not the local supermarket carrier bag !!)

Leave informative literature about your service. Ensure your prospective customer is aware of the benefits your service has to offer.