Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Do desperate times really call for desperate measures?
This economy is affecting people in different ways. I'm hearing a pretty even split out there on whether things are better, the same, or worse than last year. These responses are fairly typical in all economies (different businesses flourish in different times).
If your business is starting off the year on a down note, additional activities or approaches may be appropriate, but let's not get desperate! I suggest you focus on your core value proposition and solving problems & fulfilling needs. Please don't beg people to do business with you. I just read a message from someone who "insulted" his prospect base for not doing business with his company, literally begged people for their business, and finally went on further to declare that everyone is complaining that 2010 business is already in the tank (really - after less than 3 weeks?). If we are concerned about our performance in the first 3 weeks of the year, I do believe we should look at course corrections now (before it gets out of control). We control our destiny; however, let's not get desperate about it.
If you are having a hard time getting people to respond to you, please consider the following:
- Never insult your prospects because they won't invest in your product/service (even if it is offered at as very low price). In any economy, people want value for their investment (whether it's a small or large investment).
- Make sure you are articulating the value in your offer and what tangible benefits the customer will receive. This is the basis of an effective sales strategy.
- Make sure you are considered a subject matter expert and are qualified to discuss the topic.
- Consider changing the style and method of your message or approach.
- Avoid the "fire sale" approach (unless you are closing your doors). The average person on the street may view you as a "sinking ship" and does not want to do business with someone they feel is about to go under. Incentives may be appropriate in many situations, but avoid the slick and desperate messages.
In any economy, the basics of sales are still centered on providing your customers a solid Return On Investment (ROI). Granted, in a slower economy, you may have less prospects to contact (so don't shoot yourself in the foot).
Make a difference to your customers, leverage you credibility, provide them with solutions, be an asset (not part of the problem) and separate yourself from the doomsayers. This message is not intended to be optimistic or pessimistic - just realistic.
Have a great sales week!