Conversing with clients is ideal because sticking almost exclusively to traditional sales pitches can turn off potential clients. It is sometimes an unconscious move. Old habits are, after all, hard to give up once they have been formed. This calls for a new mindset in order to get new results. Sales tend to suffer when potential clients feel like they’re being given the hard sell.
Tips to when Conversing with Clients
Below are 7 new ways of conversing with clients for successful sales. Conversing with clients is not about closing the sale every time. It is about sparking interest in your brand or product by paying attention to a client’s concerns.
1. Avoid the sales pitch and start conversing with clients.
When you first make contact with potential clients, avoid overwhelming them with details about your brand and its products. Instead, open the conversation with a phrase that addresses the solutions you can offer. If you haven’t established for yourself what these solutions may be, simply ask. Clients will be more eager to respond. Active interest on your part will engage them without the presence of a sales pitch.
2. Determine whether your brand matches up with the potential client’s expectations.
Contrary to what traditional sales tells you, do not focus on “closing the sale.” This forces the situation and runs counter to the idea of conversing with clients. Focus more on what problems potential clients are having. If your brand has the solution, offer it up at the appropriate time. Potential clients will willingly include you in their buying process.
3. Look at sales loss as the beginning of a learning process.
Losing sales are part of the learning process for you and your company. It gives you the opportunity to troubleshoot through analysis. Did you use traditional sales language? Were you being aggressive with the sale? Did you put the promotion of your brand above the potential client’s concerns? Answering “yes” to any of these means your potential client stereotyped you as a “salesperson.” From that point on, they became wary of what you said. Trust and honesty are important to a client. If you can’t establish both by conversing with clients, you will lose the sale every time.
4. Avoid sales pressure to avoid rejection.
Rejection happens when something you say suddenly puts your potential client on the defensive. In order to avoid this, make sure that your ultimate goal when approaching a potential client is not to sell. Come from a place where you want to help the client. This creates a sense of ease that allows you to continue conversing with potential clients.
5. Stop chasing.
Chasing clients is popular practice in traditional sales. The argument goes that with enough persistence potential clients will finally agree avail of your brand’s product or services. It’s a wrong assumption and a time waster. Make appointments with potential clients instead.
6. Discover the reasons for a potential client’s objections.
Stop trying to win potential clients over to your side. Be aware that most of the objections they have may stem from problems on their part. Be accommodating in your approach, and coax the reasons gently out of them with careful language.
7. Don’t defend yourself or your brand.
A potential client may try to stir you into giving them the hard sell. Questions that force you to compare your brand with the competition are obvious signs of this attempt. Don’t fall into the trap and get defensive. Turn the conversation to your favor by asking them about the problems they are having. If you have a solution to any of those problems, mention it. Don’t try to persuade, however. It has to come off as if the potential client chose you over your competition.
A new way of thinking about the sales process, like what these tips provide, can be the key to improving your brand’s sales and conversing more with clients.