Episode 19How to Sell When You Can’t Sell?
If you’re a small business selling a product or service, then you can’t deny asking yourself, “how do I increase the amount I’m selling?”. Tonight’s episode focuses on how to sell when you can’t sell, with our expert panel providing need-to-know tips.
Mark Wales is the founder of an online business selling men’s jackets in a self-made style. Inspired by his former activity as an elite SAS soldier, he uses dark leather and a combination of noble and military designs to create an everyday uniform for men. Mark shares his experiences in increasing his online sales and gives you an insight on how he was able to sell when he couldn’t sell!
Case Study Key Takeouts
- Being convincing, compelling and believing in what you are doing is the biggest strength when it comes to selling.
- Be sincere and establish authenticity early on. If your audience does not develop a level of trust with you, they are less likely to buy from you. “Put the cart before the horse” – don’t just focus on selling your product.
- Do not try and present your brand as “perfect”; There is no such thing.
Constructively sharing some of your failures with your audience can often help to make you more approachable as a brand.
- Ask yourself why you are doing what you do and have a clear vision before you begin your sales process. People will get drawn in to your vision, the more compelling it is.
Pure Public Relations
Panel Key Takeouts
- Do your research and learn your customer’s needs. By understanding this, you can help your customers with a solution to their problems, what language they want you to talk to them in it becomes a conversation more than a “sales pitch” which will help you persuade your audience.
- PR is a valuable strategy for smaller businesses. The can use public relations to “punch above their weight” i.e. if you don’t have the budget of a big business, you can use PR to gain credibility and trust as well as amplify their reputation and remove the road blocks.
- Be persistent, maintain a follow-up with your potential customers and don’t be disheartened if they say “no”. Keep moving forward and trying to get through to the right person.
- You need people to know that you exist, to like what you do and they need to trust you so you stand out from your competitors. If you are ticking those boxes, you are doing a good job with “selling”.
- Embrace who and what you are and tell the world about it! Don’t be afraid to show that you know what you are doing and that you are good at it.
Caller Key Takeouts
“Is it worth hiring a sales person when personal relationships are important in my business?” – Debbi Weiss
- Yes you should but make sure that you have a clear understanding of who your customers are, what their issues are and exactly what your product is before you hire that person.
Dragonfly Floral Design
“Should more focus be placed online or face-to-face? – Alvi Gonzalez
- Face-to-face is a great way to understand your customers and their needs; online is a great way to scale that communication. You must have the first part done before you move your focus online.
Empowered Health International
Marketing Tech Key Takeouts
Benefits if having a mobile app for your business
Benefits of having a mobile app for your business:
- By offering your customer’s an app, you will be visible to them 24/7!
- You can access a direct marketing and sales channel
- You can grow your customer engagement
- You can cultivate great customer loyalty
- Giving your brand a visual representation on your customer’s smart phones will increase your recognition and brand awareness
- Building an app can be easy and cost effective by using one of the many app builders available online