New businesses can make the big mistake of resorting to old-fashioned tactics; this is none truer than in the selling process. Sales have become a completely different beast; it’s not about the old-fashioned pressurized approach. People are savvier to the techniques. This means we've got to find more human and more sophisticated approaches to selling. With this in mind, are there any selling techniques that prove very effective, without bashing the customer over the head screaming “buy from me?!”
Avoiding The Pressure
Low-pressure selling is all about educating the customer. Telling them about a product and what it entails will give them a more rounded opinion of what a product can do for them. So many people hate when a representative comes up to them in the store. But, if you can employ a less pressurized approach, and by having your employees convey appropriate soft skills, this automatically relieves the pressure for the employee to sell and the customer to buy.
Improving The Customer Relationship
Building a relationship is one of the best ways to encourage customers to buy. Customers are all individual. They have their own reasons to buy or not buy a product. And what you can do over time is build up on the relationship. You can automate specific processes to help improve the relationship. Customer Relationship Management (CRM) systems are one such method that's being used across the board. This way, by having certain nuances of the customer on file, such as their demographic, or their buying history, it builds up a more 3D picture of that customer. It means that you can sell products that will cater to their specific needs.
Honesty And Transparency
When you encounter a customer that is unhappy with how you've treated them, it's important to be upfront and admit that you've made a mistake. Social media has become an incredible tool for this. But also, in this modern world where customers have more control over what they want to buy and how they buy it, transparency is key. Whether this is through NetSuite ecommerce quoting tools to help customers make a purchase easier, or integrating as many different payment functions on the website as possible, transparency will help you completely.
Keep In Touch
There is a fine line between an established relationship and continually harassing a customer. Follow-up calls are one thing, but by getting back in contact with them every couple of weeks or so, you are crossing the line. It's important to make sure that you are extending your olive branch, and this is where perks like extended warranty are worth so much. Keeping in touch with customers through simple email marketing can remind them that you are there. But it doesn't provide that major pressure on the customer to return to you.
Selling in the modern day is a very harsh environment. Workers have the pressure piled upon them, but they cannot pile this pressure on the customer. This means we've got to know our customers, but our employees need to know the psychological tactics that work.