think you’ll agree with me when I say: Selling a service or a product even to the average consumer requires a strategic plan and effective implementation.
You might have the perfect product or service that solves your target market’s problem, but you are not making real quantifiable profits. Why? Well, it might be because you are closing too soon, you keep on mentioning your product instead of the benefits it brings in or you choose to hire just salespeople who jump into selling without leading with what’s in it for the lead or prospect. In this post, we will look at the sales strategies you can implement immediately to grow your brand and realize the profit it can reel in.
Align Sales and Marketing
Ever heard of Smarketing? Trust me, I didn’t just make it up. It’s a process where the sales and marketing teams work together to develop leads and consistently close deals each month.
These two teams normally operate as separate departments and each has their own goals and targets but in this modern market, sales and marketing teams need to align their processes to better understand prospects and customers and close more deals.
Here’s an example of how you can align your sales and marketing
1. Hold them accountable to the same sales goals and they’ll streamline their sales and marketing strategies together.
2. The marketing team to develop buyer personas for your product or service.
3. They create marketing copy that seeks to solve or address the buyer personas’ issues and problems.
4. The marketing team needs to understand the requirement of a sales lead as they convert prospects with the marketing copies and the number of leads they need to collect to meet the sales target.
5. Qualified leads then to be passed to the sales department with all their information readily available to both teams.
6. The sales team should then use the information provided by the marketing team to know when to contact the leads and how many times to do so.
7. The sales team should give feedback to the marketing team on what was working and what was not.
When the sales and marketing teams are well drilled on the customer journey, more qualified leads would pass through the sales funnel, the sales team would close more leads and lead to the massive growth of the company.
Almost all TED talks go viral, classic storybooks written decades ago still evoke children’s imagination today.
Why is that?
They all employ great storytelling.
Storytelling activates 7 regions of the brain while facts and figures activate only 2 regions of the brain. Our brain is more wired to react to stories than to facts. That’s why instead of telling your prospects how much they’ll save after using your service, slot in a story in your sales conversation
Take them through a case study. Explain how one customer had a problem managing his fleet of delivery vehicles until they were almost out of business, but they found your fleet management software and it helped them get back on track and now they deliver goods within the same day.
When employing storytelling, explain the benefits, not the features. Vividly demonstrate whether in words or actions, how your product or service will impact their personal life.
Picture yourself in their life, take them through the problem your service or product is designed to address then tell them of a similar person who encountered the same problems and explain how your service or product impacted their life and got better outcomes.
Remember, stories drive people to take action and emotions, not logic, drive most consumer behavior.
Leverage the PAS Model
All decisions that we make are to either avoid pain or seek pleasure.
A someone spends their precious pressure time getting a massage or when we go to the gym, we try to seek pleasure or avoid the pain that an action is going to bring. We fear to be unhealthy and getting high blood pressure due to bad living habits and getting a massage makes us feel good and boosts our energy.
You can use this fact on pain and pleasure to drive consumers to your service or product. PAS stands for Problem- Agitate- Solve/Solution. This sales strategy is about identifying your prospects’ problem and positioning your service or product as the perfect solution to their problem.
State the number 1 most common problem they face which your product or service solves. Identify the problem to remind them that they do have a problem.
Then agitate the problem. Increase awareness to the problem by explaining how the problem would affect them and the various negative implications it may have on them. Remember as we said, we make decisions to either avoid pain or gain pleasure. In this case, we want to emphasize on how, if the problem is left unsolved, it would lead to pain.
Then comes the solution. You’d want to position your product or service as a solution to their particular problem.
Now, for you to reap from this strategy, your product or service should live up to the expectations of your lead or prospect. It should solve the problem you made them fear.
Focus on Niche Markets
Rather than reaching out to businesses of all sizes in different industries focus on a small group of businesses to pitch to. You can filter them by industry or what they offer.
Reason for narrowing down to a small market is to better address their problems and effectively measure your sales strategy (easier to measure the success of a strategy in a smaller segment than a larger market).
You might think the wider the audience, the better for you. Resulting in more businesses for you to pitch to and send cold emails. But by doing this, you are stretching yourself too thin and in the end, you would not have met your sales goals. Rather, focus on a small group of businesses with the same unique problem, understand their problem and position your product or service as a solution.
Here’s an example of Whole foods. They position themselves as a one-stop-shop for consumers who are nutritionally aware and provide them with organic food. Instead of trying to reach a much wider audience of consumers by providing all types of food, they chose to serve a specific audience who are conscious of what they eat and formed a loyal customer base.
Focusing on a niche market has made whole foods develop brand advocates who spread the word about them. This is a major part of their sales strategy.
Using free trials as a sales strategy can skyrocket your sales projections. Free trials are a great way of letting prospects grasp your value proposition. Instead of talking about how your product will help them, show them how your product solves their problem by offering your product on a free trial.
The purpose of a free trial is to let prospects know whether your product is the right fit for them or not. For them to subscribe to a paid version with pro features, you need to guide them on how to effectively use your service. Help them experience results with your product and it would be a step forward into converting them into customers.
Make your free trial long enough for prospects to fully utilize your product and evaluate it, but limited enough to have them want more.
With these strategies, you will address the needs of your customers and prospects at every stage in the sales funnel, improve the ROI of your sales team and enabling you to hire the right people because you have defined goals and exactly know what you require from each team.
Do you have a sales strategy that works for you like magic?
Share with us in the comments below.