So, we are going to start off our “How-To” section with this post. Ten steps to making that first sale. In this post, we will list each of the steps, and discuss them to make sure you completely understand them and can get the most out of them. We hope you enjoy. So, here are the ten steps to making that first sale. This post is a bootstrapping blog example of the quality we want to bring you all. We are in the same boat as you, in the fact that we are bootstrapping our businesses and everything we learn, we want you to learn as well. If you enjoy this post, feel free to digg it, or stumble it, or the various other links at the bottom of this article. Here you go….
Step #1: “Research Your Target Customer”
In the age of the internet, the majority of your target market is going to be online. Researching your target customer is that much easier because of this. Simply view their website, study their products/services, read their About Us page, find press releases they have completed which will give you up to date information, and for any information you need that is not on the website, call. Calling the company and explaining that you are interested in becoming a supplier and wanted to ask them a couple questions about their business will in most cases, not hurt your chances, but actually improve them as you can let them know you’ve been reading up on them recently but did not find all of the information that you needed. People in general will love to talk about themselves, and by you initiating the conversation and asking about THEM, they will more than likely listen to you when they are finished talking.
Step #2: “Truly Understand a Customer’s Needs”
The need to sell is sometimes overpushed by young and inexperienced salesteam members who listen to a customer and automatically start to form their product/service around the customers thoughts and needs. This will not work out well for either end of the conversation. You will not keep this client because this client will not be satisfied with what your sales team member “promised” that their product can and will do. Instead, you need to be quiet, and let the customer do the talking. The more a customer talks, the more they are opening up about their needs, not just their complaints and problems. You want to fill their needs, and if you’ve followed step one correctly, then you know that you can give the customer exactly what they need with your product or service. Asking open ended questions will generally get you better responses as well. Do not ask “Do you think you could use my product?” because this will always gain a “NO” response.
Step #3: “Find that Special Niche Need”
Dig deep in the conversation. Find the needs that no other company has or will meet at this given time, and capitalize on it. For example, if you are a tutoring company who tutors high school students, ask the potential client if they are currently happy with the attitudes of their tutor, or if the tutor offers them tutoring at early/late enough hours. Sometimes you will find that by asking these questions, the potential client will answer you and fall right into a need that you see, and can meet for them, thus gaining you the upper-hand over any other company out there. Your main goal in this stage is to probe the client for answers to questions, until in their mind, these factors become a priority, thus again, gaining you the upper hand because you are the company they are talking to while they realize this is an issue they HAVE to fix.
Step #4: “Find Your Key Differentiators”
Making yourself stand out from the rest is the best way to gain new leads and sales. Imagine a crowd of people in black suits, but one person in a blue or white suit. Who do you think will get noticed first? This same method applies here as well. How can you do this with your business? Lets look at some things that are possibilities for you.
- Individualize your offer to get on the top of their call-back list. By doing things like taking pictures outside of a business you are wanting to work for, or pieces of their business/property that your product/service will help, and attaching the pictures to your sales pitch paperwork, then you will stand out.
- Have an Imagination. If your potential client is complaining that the company they are currently contracting for work is sending too many different people to their business and the security has to call to make sure they are real workers and not robbers posing as workers, let your potential client know that you are paying more then the average pay for your companies field, so you know most workers who start with you on this project, will be there in 1-2 years time, because they are being paid better, and treated better. Think outside the box.
- Assure clients that you’ll step in if something goes wrong. If your team of workers does a horrible job, then step in and add some fresh flowers to the business’ offices and bathrooms. If your software has some problems with it, go on site and walk through everything with the client to show them that you are not just the owner of this company, but a big part of it, and want to be one on one with each of your clients. This could save you serious trouble in the future.
Step #5: “Keep Your Message Simple, and Really Listen”
Always listen to your clients needs when on the phone, and never speak for more then three sentences before letting the client take over the conversation. Open your ears, and really listen. Pick up on the last thing the client has said, or something even halfway through his comments, to show them that you are listening and not just spewing out a speech you have written on paper. Simply talk about the business problems, and solutions you offer and stay away from the technical aspects of your service/product. If you are explaining it to a vice-president in 30 minutes, they will need to let the president/CEO know about you in 3 minutes, and condensing 30 minutes into 3 is hard. So, start simple, end simple. Find the problems, and give a solution.
Step #6: “Offer a Try-Before-You-Buy Sample”
If a big corp. takes 2-6 months to get their system fully working and sold to a client, and you offer that same client a try-before-you-buy option, and get your product/service into their company within 2-3 days and your product is showing a positive outcome in any angle (be it, ROI, morale in the office, ect) then who do you think is going to be the company with the paycheck at the end of the day? And besides, if your product is even giving a 10% increase to the company, then odds are, they will not want to remove the product/service since its “already there anyways”.
Step #7: “Ask The Hard Questions”
Questions that make your stomach turn when thinking about them are what we are talking about here. You know, “Do you have the authority to sign a PO (Purchase Order) for the product at ____ price?” Once you ask this question, it will let you know if this person is the exact person you need to be talking to or not. If not, ask to speak to anyone with enough authority to sign a PO, and begin there. You’ll be glad you did in the long run, as any bit of over-optimism can crush your spirits with every “NO” that you get.
Step #8: “Finally, You Can Ask For The Order”
Now is the time to ask the question “Can I have money please?” (no, not in those words, but you get the point). After you ask this, you will find out if your product/service holds value or not. Don’t be afraid at this point, you are almost there, and if you’ve played your cards right, and done the earlier steps, this part should almost always lead us to Step #9.
Step #9: “Collect Your Order”
Now is the time to collect signatures and fill out paperwork, and get the money/check in your hand. The best part of the job to some people. Now, what should you do after you get the money?
Step #10: “Shut up and Leave Immediately”
Yes, you need to leave. Anything you say afterwards will only get the client thinking even more, and they might even reconsider the offer. You don’t want this, so do your best to shut up and leave as soon as you get the signatures/payments you need.
love your stuff its common sense but then its ” ahhh , yaeh ” sort of thinking,,, great stuff keep it up…
[...] in learning how you can make more sales, I wrote an article over at the Bootstrapping Blog titled 10 steps to making that first sale and I think it’s worth the read. It will definitely help you get your focus together on how [...]
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