How will you make your till ring? Your marketing activity is going well, you’ve generated lots of interest in your product/service, and you’re engaging with your potential customers – either face to face, via email, over the telephone, on instant messaging or on a social media site – so how are you going to get them to part with their hard earned cash for your product or service?
Getting your target market interested in your products and services is only half the battle, you still need to secure the sale. It doesn’t have to be an aggressive sales pitch as this can certainly put people off (how often have you hung up on pushy sales people or walked out of a shop as you feel that you’re being followed by the sales assistant), however, you still need to ask the customer for the sale, as if you do not, your competitor certainly will, and you’ll be kicking yourself if you’ve done all the hard work assisting potential customer’s with their queries, educating them about how your product/service can benefit them, and then they buy from someone else. Here’s a few ideas to get you started:
- Provide your customer with the means to book the service, or pay for the product – For example, if I’m discussing our social media marketing services with potential customers, I’ll be sure to send them a link to our contact page. It’s not an aggressive way of closing the sale, but it is effective. It would work in a similar way for a product that can be purchased online.
- Ask for the sale – again in the case of the courses, I may say to a customer – “Will I see you on Tuesday Evening” (By the way, whilst engaging with my customer, I will have mentioned that the course was on Tuesday evening) – this time I focus on the social element of selling, it’s indicating that I’d like to see them at the course, and giving them the option to say yes, so that I can then provide them with the means to book and pay for the course.
- Give the customer a reason to buy there and then -” If you wanted to get that today, I can give you x,y or z”. Use your marketing tools to close the tool, again, we have an early bird offer for our training courses – during your conversations (I like to call them conversations and not sales pitches, it makes them far less aggressive in my mind) be sure to let your customer know when the offer ends, so that you create an urgency without seeming pushy – after all, you’re providing best value to your customer right?
Don’t be afraid to ask for the sale – you can do it without being pushy or aggressive – you do need to do it – it will help you to achieve your targets.
Finding it hard to get people who are engaging to actually sign up for your programme or service? Contact us now to let us know what you want to achieve and how we can support you with that. Call us now on 01245 791969