Patience And Persistance Is the Key To Selling!
Patience and persistence are the keys to selling. Product
knowledge is a given today and the odds of you having something
unique are quite low. How then do people decide who to buy from?
When people are confronted with options how do they decide?
First, they usually have to want something or be convinced that
they want something. The person who wants something is a person
ready to become a buyer, he or she justs need to choose from a
multitude of sellers. Probably the first option would be to buy
from a vendor he or she previously bought from or a person that
he or she has a comfort level with. If you are not currently his
vendor how do you get this buyer to have confidence in you and
your product? Chances are that this will take time. Most cold
calls do not result in an immediate sale. What you should be
looking for is to lay the foundation for a future sale. You
should exude confidence in yourself and product, without being
aggresive or pushy. Let the buyer know what you sell and what he
can gain from maintaining a relationship with you. Even if you
don't make a sale, try to give this buyer something useful. It
might be a promotional product that is handy and will leave a
reminder of your company. It might be just some good advice on
his purchase or it might just be a better comparitive price that
he can use to decrease his purchase price with his current
supplier. The idea is to give him or her something for nothing.
Once this is done this is not the end but rather the beginning.
One of the major reasons people fail to generate new accounts is
that they don't follow up. After your phone call or first
meeting, you should send this prospect a hand written thank you
note for his time and consideration a long with your business
card. You should put a note in your diary or blackberry to call
this person every 2 weeks. Be sure not only to see if he has
somthing to order from you but try to ask if he'll be working on
any new projects in the forseable future. Make careful notes and
follow up. If you have any informational literature that might
be of use to this client send it to him with your card.
Chances are on his next purchase he'll take your proposal a lot
more seriously and might not use your proposal to get a better
deal with his current supplier. By interacting more and more
with this client you are building up your relationship and
instilling a sense of comfort with your prospect. Your cold call
should after a few months become a constant source of new
opportunities. Remember slow and sure wins the race. Stay the
course, be patient and don't be overly aggresive to make a sale
now. People can sense desperation and do not want to feel
pressured into a purchase.
To those buyers who need to be coaxed into realizing they want a
purchase, you must follow the same process. First gain his
confidence. Secondly, educate the buyer and thirdly gently nudge
him into a purchase. Don't be afraid to ask for a sale in a nice
and professional manner. That is the reason you are there. Once
you do this once, future challenges will be easier to sell as
the buyers concerns and fears are reduced by previous positive
experinces with you.
Some of my best customers today in printing and promotional
products, took me the longest to get. Promotional products are a
great, inexpensive and lasting way to leave a good impression.
Today there a multitude of promotional products to choose from.
Try to choose something different and personal to your company,
that will be useful and enjoyed by your prospect. For fresh
ideas google promotional products or check out over 600,000
items at http://www.solutionsink4u.com
Steven Schneidman Solutions Ink www.solutionsink4u.com