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OUR EXPERTS...
I have been in business for a few months and I am struggling with
getting enough sales. How can my business achieve success from the starting
gate?
By Natashia Halikowski of Intuitionworks
Generating sales for any business is a step-by-step process. If you
are patient and willing to learn these steps with great determination and
commitment, you will create the success you want to achieve.
The 6 key steps are: generating personal enthusiasm, establishing clarity of
your message, sharing your message with enough of the right people, asking
for the sale, following up with great customer service and asking for
referrals. Here are some tips to help you with your mastery of these steps.
When you are enthusiastic about yourself and your product, people want to
hear more and are more willing to consider what you have to offer. Increase
enthusiasm by laughing more, getting plenty of sleep and seeing the
possibilities around you.
To craft clarity in your message, focus on the benefits of your service and
ask open-ended questions of the people around you. When you focus on how you
can be of service and speak from the heart, people will understand and will
want to work with you. People turn away when the message is too long and or
when they cannot see the benefit for themselves. If you can share your
message with a six-year old, then you have created clarity.
It may take 20 calls before you get a sale. Are you prepared to make between
10 and 20 calls per day? It will be this type of commitment that builds
sales success. People need an invitation to purchase. Some great phrases
are: “What’s our next step?” “I would really like to work with you.” “When
would you be ready to get started?” “Do you need any more information or
time to make a decision?”
Once you have the sale, great customer service will create returning loyal
customers. At the close of your sale make a note of what you can do beyond
the sale that will help them out. This ensures continuous dialogue with your
client and strengthens your relationship with them.
Lastly, if your customers love working with you, they will be happy to rave
about you. However, you MUST ask for referrals. Make a separate call and
tell them what you are looking for. Allow your loyal customers time to
think. Follow up with a second and even a third call.
For more details on this subject, please contact Natashia Halikowski of
Intuitionworks at 403.830.5424 or visit her website at
www.intuitionworks.ca
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