In order to sell your product or service, you need to keep in mind that it is all about filling a need. When you meet someone for the first time, you have no idea what they need or want and you will get yourself in trouble if you assume that you. Rather than spitting out a sales pitch that is focused on you and not on your prospect, your goal is to gather information by asking great questions. You want to get to know as much as you can about your potential customer. That takes time and it’s worth it, because successful sales and marketing is the result of building great relationships.
A sale is a process NOT a onetime event! Don’t be one of those people who naively believe that you will meet someone who has an interest in what you are offering and think that after just one meeting the deal is done. I wish! It is important for you to be realistic and recognize that on average it will take 7-8 touches to close your sale depending on the complexity of what you have to offer.
A touch can be defined in a number of ways…phone call, face-to-face meeting, email, etc. Your goal after meeting someone is to find ways to connect with your prospective client in ways that add value to them. This is a sure fire way for building your credibility and the relationship.
Here are just a few ways to reach out and “touch” your prospect:
- Send them an article that pertains to their industry or to a business challenge they are facing with a personal note care from you.
- Make a virtual introduction to someone who would be a good client for them.
- Invite them to attend a networking event with you as your guest.
- Offer to interview them for an article you are writing or connect them with a press contact that can get their company some publicity.
Finally, have a plan for what you want to achieve with your sales and marketing efforts. One of my all time favorite guru’s Napoleon Hill said it best when he said that achieving what we want depends on these things:
- Have a definite purpose.
- Back that purpose with a plan.
- Support that plan with intelligent action.
As he was to discover in doing his research for Think and Grow rich, the 2% of the population that is widely rich and successful all had a clearly defined purpose.