You Are Not In The Business You Think You Are. You Are In The Business Of Selling And Marketing Your Product. Learning How To Sell And Market Your Business Is Non-Negotiable.
You are not in the business you think you are. You are in the business of selling and marketing your product. Learning how to sell and market your business is non-negotiable.
You don’t need to implement all the five sales strategies, pick one and leverage on it based on your strength. You could also merge two or three of these strategies into one to suit you. The kind of sales strategy you use is also determined by the kind of business you run.
Relationship Driven Sales Strategy: (RBS) relationship based selling. This is the traditional type where you create a good relationship with people you meet and then they buy from you. You should have a good personal relationship with the key decision makers in the clients’ company or business. You should also have a good relationship with all those you will meet on your way up.
Presentation Driven Sales Strategy: this focuses on the presentation rather than relationship and what you bring to the table, especially in areas where you’re dealing with more sensitive contracts which are in the high area of specialty.
Price Driven Sales Strategy: it focuses on how much cost your clients will add or reduce from what they already use or had. Before you can win on this strategy, you should have good information and position about what your competition is offering so as to be able to position yourself as the only other opportunity that will save them money and you should constantly remind them about this. For a product you cannot reduce the price, you can add a freebie or an extra service support, like free delivery.
Pressure Driven Sales Strategy: I usually do not recommend this sales strategy, however, it works in some areas. For clients who make inquiries and probably have forgotten, this sales strategy ensures that you call or send them Emails frequently reminding them of amazing offers that you have especially during the period when you know that they have just been paid their salaries. It is a bit aggressive but it works in some areas. Do not abuse this strategy, it should be used sparingly. Understanding your customers will help you know what period to use this strategy with them.
Anxiety Driven Sales Strategy: which is also called fear of missing out. This is done when you want to scare people to buy from you. It is psychological. It will work on some people and it won’t work on some others.
Pity Driven Sales Strategy: this is when you try to make people sorry for the salesperson or the company, where you come up with a story that will elicit some sympathy. This is what beggars use. I don’t see why people should do this but it has worked for some people.
Status Driven Sales Strategy: this sales strategy thrives on testimonials from people who have used your brand or product successfully, it doesn’t matter what you sell. Get influencers to use your brand or product and give you a testimonial which you can put on social media. This strategy relies a lot on testimonials. A lot of people are lazy to write testimonials and so you can have a testimonial template which you send to people on a Google doc and then they just fill and submit to you. There are two types of testimonials that I recommend: video testimonial and print testimonial.
Advertising Driven Sales Strategy: a strategy whereby people buy things because they see the advertisement. You should have a budget for advertisement. An advertisement should be done strategically and continuously.
You can combine two or three of these strategies and even change them from time to time.
- You are in the business of selling and marketing your product.
- Learning how to sell and market your business is non-negotiable.
- The kind of sales strategy you use is also determined by the kind of business you run.
- You should have a good personal relationship with the key decision makers in the clients’ company or business.
- Advertisement should be done strategically and continuously.
- Understanding your customers will help you know what period to use the pressure driven sales strategy.
- You can merge two or three of these strategies into one to suit you.
- You can change the strategies you use from time to time.
Which of the above methods will you be trying this week in improving your sales?