What do you think is the key to a successful sale? Is it years of work experience? Is it skills? Is it an art? Well, answer could be a bit of all- in the right mix. Anybody could crack a deal if he knows a few things and uses them appropriately.
First, of all whether it is your first job or fifth, you need to have passion to sell. You should enjoy meeting new people and giving presentations.Second, You need to know what you sell- very well. That means knowledge is crucial.If you are new to the company, ask for training before you start your job. If your organisation does not provide training and you are expected to hit the ground running then hit the ground running. But do the training yourself. That means spend enough time and efforts in understanding about what you are expected to sell.
Then, you need to identify the needs of your customers before you start pitching for your products or services to them.It is essential to highlight the benefits of your service or product to the client.It is important that clients understand the prospects of a good service. Approaching customers with confidence is important. It is important to offer what you have with confidence as it implies that your product or service has value. There needs to be a genuine interest in customer as self-serving manipulation is complete turn off. Further the clients are smart enough to sense it.
If you can, then try to findthe buying behaviours of your clients. Do not profile them on the basis of their appearance as you know looks could be deceptive.However, effective researching about the company, customer, buying behaviour and their upcoming requirements could help you go a long way.
It also helps to know your best clients well and profiling their specific characteristics to know what sort of customers you should target in future. In sales, competition is acute. Sometimes very sharp… resulting in jealousy.If you face jealousy, then do not let it drag you down. However, what really makes one successful is by helping, aligning and seeking ways to serve others. Yes, you read it right. It always helps to be helpful to others.
It is crucial to target your existing client base time and again and making it easy for them to buy from you each time. This means keeping the process simple, being approachable, available and ready to delight them each time. Principles of successful sales usually remain same with tweaks here and there-whether you are selling IT services, microchips, customised applications or hotel rooms, travel deals or credit cards or insurance. It is just the application of these principles – that make all the difference.
In this age of social media, promotion of products on social media platforms like Facebook is very effective strategy for businesses, especially for new, startup ones.
The challenge however is how to make the promotional campaign of the product or service go viral in a big way. By viral it is meant how to make more of social media users see your promotional campaign and share it with other users on the network.One way to make the social media promotional campaign go viral is to offer some incentive to customers and existing users of the product to promote the social media campaign with their friends and other people in their network. An example of such an incentive is offering discounts to customers if they share the social media campaign of the company with a minimum number of people in their network.
Another effective way is to give an emotional incentive to customers to share the social media promotional campaign with others. Long ago from the current age of digital, interconnected world, Coca-Cola achieved this feat through its iconic Santa Claus campaign. In the decade of 30s, America was struggling in the aftermath of the Great Depression. Coco-cola came up with an advertising campaign that showed a cheerful Santa Claus, dressed in red and white and giving gifts to people. The image was able to emotionally motivate ordinary Americans.
It became a talking point; customers talked about the campaign and spread the word-of-mouth publicity. An emotional social media campaign can make customers share information about the product with others in their network.If the product is such that sharing its benefits enhances the value of the product then it is easier to make the promotional campaigns go viral. For instance a digital camera company can encourage customers to share online the photos taken by their digital camera on the company’s social media page.
When a product or service is aligned with a powerful, positive idea then existing customers are encouraged to spread word-of-mouth about the product on social media. Cadbury has been very successful in doing this in India. Its promotional campaign, “There is something special in each of us,” has encouraged generations of customers to talk about it and spread word-of-mouth about the chocolates.
Customers can have doubts about the product or service of a new company or business. The company should then encourage those who have used the product or service to share their positive experience with using the product or service with others in their network. In return the company can offer these users some monetary incentives like free future usage or discounts. It can thus turn a weakness into strength by getting these customers go viral with their positive campaign about the company and recruit new customers.
Social Media is the term used to define websites that allow people to interact with each other through their accounts and pages on these websites. Examples of social media websites are Facebook, Twitter, Google +,Orkut, MySpace etc.
Social media marketing has become very important in today’s business environment. Social media websites like Facebook have a reach that is even more extensive than traditional mass media. For instance Facebook has 1.35 billion monthly active users; Twitter has 284 million monthly active users. Monthly active users are those users who access their social media account at least once a month.Social media therefore gives a big opportunity to businesses to reach to their target customers.It enables them to communicate with their target customers.
Businesses are using social media for advertising their products and services. They are also using social media for communicating with their customers. Every major company today has a Facebook page where it tries to interact with its target customers. Continuous communication with target customers enables businesses to understand their needs and expectations in a better way. They are also able to address the grievances and complaints of customers more effectively. This in turn leads to higher customer satisfaction.
Social media can be used by new businesses for marketing their products and services to target customers. Social media marketing can be done at relatively lower costs than marketing on traditional mass media like print and television.While devising the social media marketing strategy, a company or business should be careful about choosing the right social media platform. That social media platform should be chosen which has highest penetration among the target customer segment of the business.
Presence on too many social media platforms at the same time can dilute the effectiveness of social media marketing strategy. The business should try to have personal, continuous, concentrated communication with members of its target audience instead of diffused, impersonal, random communication with a large number of people on a number of social media sites.
A dedicated team of employees should be devoted to social media marketing. This team should handle the communication of the company on the social media. It should respond in a timely manner to queries of customers. This team should also collaborate with the advertising agency of the business on social media advertising and promotional campaigns. Often companied have a social media page without having a social media team.