I frequently run across clients who say something that makes the hair on the back of my neck stand up: “I am not a Salesperson.”
The truth of the matter is that you are, whether you want to be or not. 99% of businesses that are in operation today are run on the basic principles of selling. If your business is selling a product to a consumer who wants to purchase your product, then you’re a salesperson. If you don’t like to sell, that could be detrimental to your long-term business plans, and it’ll probably cost you money too.
Selling works in conjunction with any marketing campaigns your company participates in. No matter whether you’re doing web marketing, advertisement, flyers etc., your customers will eventually be called to action.
Once your prospective customers call you or visit your store, your job as a business or organization is to sell them on the products and services you can offer them. This is most critical part of any business operation, because you spent money to get them there, and if you or your staff don’t take the time to show them how your products or services can fit into their life, then you’re throwing money away. If you’re in business to throw away money, please send it to me!
Selling doesn’t stop when customers come into your door; it is a continuing process that can go on forever. Now that you sold them your service or product, upsell them on additional products and ask them for referrals. Upselling and referrals are two main ingredients that can increase your bottom line without much additional work involved.
Take McDonald’s for instance. Let’s say you go in to purchase a value meal for $4.00; does the clerk take your order and simply turn around and hand it to you? While some clerks might, most will ask you if you want to supersize your order ($.50), of if you want cheese ($.25) and an apple pie for dessert ($1.00). The clerk just took your total from $4.00 to $5.75 in a matter of seconds. Imagine doing that to 100 or 1000 customers in a span of a month. That clerk just made McDonald’s hundreds of extra dollars a month, just by asking the right questions.
That’s what selling is: asking questions that your customers will respond positively to. I understand that some companies have hardcore salespeople out there who don’t take no for an answer, but you or your organization don’t have to be that type of salesperson to achieve positive results. Do you consider a McDonald’s clerk a salesperson? Perhaps not, but McDonald’s clerks have mastered the art of asking their customers the right questions based on their needs and desires.
No one understands your products better than you do, and once you convey that message to your customers and build their trust, not only will you increase your bottom line, but you will have gained a customer for life.
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