Author: Michael Georgiou / Source: Entrepreneur Mastering the art of the sale isn't just about enticing potential customers to engage wit
Mastering the art of the sale isn’t just about enticing potential customers to engage with your business, but about keeping them moving down the sales funnel all the way to the contract’s dotted line. Within this sales funnel, many businesses get lost. While they’re able to generate qualified leads, they aren’t able to transform those potential customers into actual customers.
Successful lead engagement means creating a personal relationship with your customer. Though the days of individual, face-to-face sales may no longer be as common, those personal methods continue to be the heart of the sale. In fact, that individualized approach is exactly what made modern sales successful. Technology allows us to track customer engagement and to focus efforts.
Forging that connection in a modern, heavily competitive world is a challenge; however, it’s surmountable when utilizing the right techniques.
If you want to know how to close more sales, start with these five steps.
1. Provide value
Before everything else, there has to be value for your customers. This is the beginning of the sale process, the heart of the hook and the core of the end sale. You need them to see the value in what you have to offer, something that they want. The value proposition can be so obvious to businesses that they don’t think it through, but crafting it carefully is the critical first step in successful lead engagement.
Are you offering a way to make life better? A way to make it easier? Does your product remove something negative in the life of your customers or add something positive?
The other side of providing value is giving your potential customers the content they want in the format that they need. For some customers, that might be an actual direct mail piece — think seniors. For others, it might be in the form of a mobile app that they can download to their phone. Video content is ideal for many potential clients. If what you’re giving them is the right content or the right product but in the wrong format, then it’s not giving them the value that they need. It’s about the whole package.
2. Offer information
Information is power…