SALES QUESTION TIME WITH HARRIET
I recently opened up the opportunity to answer any sales questions that you have & I will be sharing them here every month. There is no question to difficult or too specific so be sure to make the most of this opportunity & email me here to have your question answered!
- I am a tradesman, how do I convert quotes in to sales?
Whether you are service or product based converting opportunities (leads/enquiries) can feel like a challenge when you are without a solid sales process. I generally find that this question comes up a lot when businesses are not qualifying enough, correctly or at all. Qualification is a step within the sales process that will enable you to identify who the potential client is, what they want & need, why they want & need it, what obstacles (if any) are in the way of a sale, how will your product or service support them and what is the impact to them should they not proceed. I would recommend reviewing the qualification you did for both the converted and lost leads and note the difference; then apply your qualification questions to every opportunity.
- How do I deal with customers that seem to only buy on price?
Review the answer above regarding qualification because when we qualify we truly understand what our customers want and need. When customers buy on price this can usually be identified at the beginning and provide you with the clarity of the type of customer this is or will be. After qualification I recommend sharing more about your product or service linking features with benefits; if you know what is really driving the decision for this customer and what outcome they want or need then you can focus on that first with price being a secondary factor. Don't be afraid to ask if they are looking at other quotes or where you sit in the review process, ask the hard questions first so you don't get surprises later.
- How do I get the right message to the right customers?
Understanding who your ideal client is will help you understand where they will look for services and products like yours. Get clear on your target audience and then choose the right platforms to share your key messaging loud and clear. For those that don't know what the 'right message' is... for me this relates to key messaging around the product or service you offer. The messaging needs to answer 'what does this mean for me' when potential clients are reviewing your product or service. You can find the right messaging by asking your existing clients questions that are focused on why they chose to buy from you, what problem did you solve and what outcome did they get or achieve.
If you enjoyed this question time with me, Harriet Mellor, you can find more resources online via the Your Sales Co Website.
For more information on how to work with me to support your business though selling drop me an email to harriet@yoursalesco.com.
