One of the biggest problems I hear from people running their business is how to get more sales. It’s the bottom line isn’t it? You have big dreams, you’d like more revenue so you can make a bigger difference.
The challenge is, why aren’t people buying?
There are many ways to talk about this subject. My husband has run his business for over 14 years now and sold millions of dollars worth of products and services. God has blessed Him and He has a real gift for it. I’ve always been in awe of how he is so natural with people until he reminds me that he was taught how to do it.
One of these days I’d love him to run a masterclass on face-to-face sales because his gift is making people decide!
However, for most of the people I speak to or hear from there is an initial issue. A deep reflective answer to the question…
What problem is your potential customer trying to solve?
You see, most people start with their own product and then go about marketing it. They start from the position that their product is fabulous if only people could hear about it.
In the world of direct marketing they are told to go to all their friends and family, recruit people around them, convince everyone. Honestly, it makes me want to run far far away because it’s so pushy and tacky.
Even if the product is completely awesome, that kind of marketing is going to put 99.999999% off – no matter HOW good it is.
So what do you do?
You need to THINK about the people who are looking for a solution to a problem you can solve.
As a business owner you are now a marketer. Your job is to communicate what you offer and make it a no-brainer for people to buy. But to sell you have to know who you’re talking to.
You need to get very familiar with them. To know how they’re thinking, what type of excuses they have and what is driving that need.
Here are 7 things you should research and think through to as you build up a deeper picture of your ideal clients.
- What are five results that your client is longing for in relation to what you offer?
- Name four fears that are holding your client back.
- List three of the biggest challenges that they are dealing with.
- Give more detail about how each challenge effects their day-to-day life
- Your client things they are doing the right thing but you know it’s a mistake, name three of these mistakes.
- What is it that your client has no idea about?
- Do they have a secret? Guilt or shame? Something they don’t want anyone else to know about, that is driving them to search for a solution?
If you are your own ideal client, take yourself back to when you were searching for a solution. What was it that drove you? How did you look for answers? Were you suspicious when people tried to convince you to buy something?
You need to show you care and that you do understand what they are searching for.
Never forget, this is a great opportunity to ask God to help you.
There are things about your customers and products that the Holy Spirit can reveal to you. He can lead you with the words and ideas that reach beyond what you can see and lead into the heart of your clients.
As you put yourself out there to serve your market you show them that you’ve thought about them. You write it in your communications. Tell stories that reveal the solution. Listen to the words your ideal clients are using and frame your responses to that.
The more you listen, the better you’ll grow in understanding and the ability to lead someone to a decision. And that is a powerful thing.