When I started my career in Sofware Sales, I had a colleague who was good at generating leads but not so good at closing them.
His strength & weakness was this:
Sharing too much information & knowledge with the prospect. And confusing them.
The buyer completes a large part of his journey before he gets in touch with us. That’s official.
We don’t share any information now. At least not in the style that we used to do. The information is now available on websites, social media, etc.
The buyer collects all the information he needs, on his own, from various sources.
Have you ever walked into a showroom – either a car showroom or a readymade garments showroom? Immediately the staff will welcome you. They’ll ask you:
How can I help you, Sir?
What are you looking at buying?
They will follow you.
Have you ever thought of this: Why can’t they give us some time to look around first?
I have thought.
When you want to take a look, you should have the freedom to take a look. They need to give you the time and space to do so. When you have some questions, you approach them and they answer your questions. That’s how it should be.
The same thing happens online now. Let your prospects take a look around. Make sure you fill their hearts with happiness. Let them be thoroughly convinced before getting in touch. In essence, it saves time for both of you.
- Overall, do not exert any sales pressure on your customers.
- Be available to help them in case they ask for it.
- Listen to your customers through all the channels. I am sure you’ve heard of omnichannel marketing.
- Make it easy for your customers to search for information.
- Remove as many steps in your sales process as possible & instead make them available for your customers online as self-help.
- Don’t sell. Ask what they want. Help them get it.
#b2bsales #b2csales #sales #omnichannel #kkrocks