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Top Marketing Tips
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Sales tips to improve selling |  |
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| Free advice – What’s your sale or marketing problem? |
| Free telephone or email response. Tell us what you want to improve or achieve in an email to gareth@gapmanagement.co.uk include your contact details and we will get back to you with our advice and recommendations. In your email please include information on your business its products and services and your website. Please only one issue per email and one per company. |
| The Enterprise Shows and Successful Marketing |
| See and hear Chartered Marketer, Gareth Morgan talk about Successful Business Marketing at The Enterprise Show in Hull on Saturday10th and Sunday 11th April. Gareth will tell you how to use marketing to kick start your sales. For more details and to register visit www.theenterpriseshows.com Gareth will also be giving the same talk in Sheffield,April 24th and 25th and York on May8th and 9th |
| Chartered Marketer |
| Chartered Marketer status has been awarded to Gareth Morgan, managing director, of GAP Management Ltd |
| by Gareth Morgan | ||
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If you run a business and you want to be successful you need to sell. To be successful at selling you need to stop selling and do what is in the best interests of your customer. That means finding out why they need your help and telling them how you will help them achieve their goals or solve their challenges. Selling does not have to be scary if you follow these business ideas. Start with the result.Rather than thinking about your product or service think about what the customer wants to have from using your service or product.For example if you are a virtual administrator or freelance PA you are not selling administration services, you are selling the extra hours the business owner now has to increase sales, add extra value for the customers or even to play a round of golf! Now who is the customer?A simple question perhaps but it helps you craft your selling message. You need to understand, why they might buy from you, what they might buy from you, how they buy and where they meet up.Now why should I buy from you?How are you going to differentiate your services from your competition? How will you tell the prospect, you cannot expect them to work it out. The customer always has a choice including doing nothing, doing it themselves or hiring a competitor.Help do not sellNobody likes to be sold to, but we all like people who help us. Begin by taking time to understand a client’s needs and explaining where your product or service meets their needs. There are two words that are really effective in discovering the client’s needs, “What” and “How.”Some examples: “What are your main priorities?” “What has been holding you back?” “What are the main challenges you are facing?” “How long has it been happening?” “How did that work out?” Once you have asked these open questions you tell the customer what he wants to hear not about you and your business. MotivationPeople buy when they know that you understand them and their situation. To get people to buy or say yes, you need to show that you understand their situation and how your product or service will impact on them and their business. Remember people are looking to improve some aspect of their life, so make sure you find out what is important to them.ObjectionsThese are a natural part of the process. Indeed they show that the client is listening and interested in your offering. So prepare and practice your replies.Some common objections: “I can get it cheaper elsewhere.” “I have a friend in the business.” “I did business with your company once and it was a disaster” “I only deal with local companies” “I think you are too small to handle my business” ProspectingStart by selling the meeting not your product or service. Go for a discovery meeting. Try something like, “Mrs Clarke, I am not sure whether my services can help your company, but I would like the opportunity to learn more about what you do and see if there is any common ground.” This gives you the chance to evaluate the client’s needs and decide whether you can or cannot help them. If you cannot you will still have built a relationship that may be beneficial for the future.Control the processDo not expect the client to know what to do next. You must ensure they know what the next steps are. So at the end of every meeting agree the next actions. Know exactly what you want to achieve from each meeting or discussion with the prospect.Follow upDoing what you promise is a vital part of the process but often gets forgotten.PersistenceIt can take 7 contacts before a prospect becomes a customer. So thing about the number of different ways you can communicate with them. Develop a “get to know us campaign.” If the prospect already has a supplier you need to re-enforce why they should change to you and undermine their present relationship.NoWhen the client says no, you must try to find out what that means. For example is that no for now or no forever. Try something like, “I understand but may I just ask is that no for now? Try to agree to stay in touch.Things changeCustomers needs change over time, so keep in touch with anyone who has made an enquiry in the past but not purchased. Find out what has happened. Were there any misunderstandings or misconceptions about your product or service that stopped them from buying?Need personal help with sales?I will help you develop your sales messages, role play sales meetings, help you overcome objections and help you identify the questions to ask. Give me a call on 01226 290288 or email gareth@gapmanagement.co.uk About GAP ManagementGAP Management helps business owners and managers to find, win and keep customers to increase sales and profits and to focus their sales and marketing activities. |
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