Sell More Successfully

In this economic climate, a lot of SME businesses are struggling to get their customer base increased and are lacking in sales. Yet, their competitors are not always in the same position. So what is it that Makes A Difference, and one business ticks along and the other gets increased sales?

Well, after many months of talking with small to medium sized businesses, I have developed and I am ready to launch in May, a new series of workshops which I believe will help accelerate your Sales. The suite of workshops comes under the banner of “Sell More Successfully!”

In this Blog, I am going to share with you the 4Cs of successful sales. These are expanded on more fully in the workshop series, but below is a brief overview of each:

1. Communicate

Many businesses think that their potential customers are mind readers! They fail to pay attention to what they communicate, how they communicate and the message that is ever so important in the sales process. Take a step back and look at what your message is about your product / service. Is it simple, clear, to the point and pulling out your main Unique Selling Points? Is it easily understood? What makes you different to your competitors, what makes you better, more appealing to the potential customer? Make sure you review your message, what you are communicating, as well as checking that the “how” you communicate leads to the second “C” of successful sales…

2. Connect

It is vital that you use communication tools to get your message across to potential customers in a way that connects with them. If your target customer isnt into using the web or technology and prefers to read print, then you need to use newspaper ads, leaflets, brochures, not social media! On the other hand, if you are selling Business 2 Business for example, you might be better using Linkedin, Twitter or e-mail to communicate with potential customers, as these might be better communication channels in terms of connecting with that target group. Whatever the means of communicating, it needs to ensure that the message is clear, concise and catchy to the potential customer. Grab that attention and you move to the third “C” of Successful Sales…

3. Call 2 Action

Once you have made your connection, grabbed that potential customers attention, then you need to be looking at getting that person to take some action that leads them closer to a sale. This is whats called a “Call To Action!” It is how you inform the potential interested person as to how they can contact you to progress their interest and turn it into an enquiry. If you use a website for your business, you may have in your page of text and pictures a noticeable box that may say something like…”if you want more information click here!” or you may direct people towards calling your business number, sending an e-mail or click on a particular link. If you use Social Media usually you use shortened URL links. If it is printed materials, usually you include your contact details and ask people interested in your service to call you or e-mail or even Fax! Whatever the call to action, it needs to be simple, clear and quickly lead that person to your sales team who will hopefully move that enquiry, turned Lead, into a customer by achieving the fourth “C” of Successful Sales…..

4. Convert

We are all in Business to make money – if not, stop and go do something else! We might be good at communicating, excellent at connecting with people, and perhaps even generate good leads through a clear call to action, but its all in vain if we cannot convert that lead into a sale! So what do we mean by converting a lead. Well, you might have heard it called closing the sale. We start with qualifying the lead. Are they really interested in our products / services? Yes – then what is it they need from us, what grabbed their attention? What budget do they have, when do they want our product / service and can we deliver? Finally, and most importantly of all, and this is where a lot of people fall down – Ask for the Sale!

I know from over 25years experience in Business, all of that time selling either through direct Sales and Marketing, Fundraising, Tendering or selling myself, (as in my Business services!) that if you follow the above 4 “C”s of Sales, then you will be Successful. You will be Successful in selling more and accelerate not just your Sales, but your turnover, and the real reason we are all in Business, your Profit! Now go and Sell…..

Written by Jaz Greer

Jaz Greer

Jaz Greer is a Business Development Specialist with over 25 years of Business Experience. Jaz is an accredited SFEDI Business Adviser specialising in Social Enterprise. He has particular skills in marketing and social media and turning round struggling and failing Businesses.

About the author

Jaz Greer Jaz Greer is a Business Development Specialist with over 25 years of Business Experience. Jaz is an accredited SFEDI Business Adviser specialising in Social Enterprise. He has particular skills in marketing and social media and turning round struggling and failing Businesses.

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