Believing that you can sell anything to anyone is a trap you should avoid. Selling can be challenging, and selling strategies are part of a complex process where there are no shortcuts. That’s why certain methodologies are used to bring novel tactics that make change possible. Sellers who increase their sales do so by responding to proven sales principles and techniques, combining this with proven marketing actions to get the attention of their clients. Aaron Rodriguez, a marketing and business process improvement expert, explains how businesses can take advantage of innovative marketing strategies to increase sales in 2021.
Most likely, marketers struggling to win customers are either not prospecting the right way or aren’t putting enough effort into making effective advertising for their business type. Imagine the impact they would have if the sales force made more attempts or if their digital marketing positioning strategy were working to help them close sales.
Influence Marketing is here to stay, so you should embrace it soon. According to Adweek, nearly 60% of commercial departments intend to increase their influence marketing budgets over the next 12 months. Influence is the ability to persuade others to take your own point of view. Explains Rodriguez, “Obviously, you believe in your product; therefore, you want others to believe in it, also. To increase your ability to persuade others in this way, you must appeal to their emotions. Therefore, the influence increases the perceived value of your products, becoming one of the most effective sales strategies today.”
Do not hesitate; you are a product. And, like any product or service, you have to know how to communicate the value you represent to succeed. Until that happens, you’ll find it difficult to sell your real products or services. Email marketing is the most effective tactic for lead generation, followed by websites/landing pages and content marketing. Each of these tactics works best when you first sell yourself, then the product.
Selling yourself is not an insurmountable challenge; it is simply a type of strategy for the product. There are plenty of opportunities in today’s world of online marketing. But, like many opportunities, they are accompanied by a lot of competition. In a sea of writers, bloggers, entrepreneurs, consultants, speakers, etc., how to stand out from the crowd is very simple: become passionate about your product.
“Learning to sell yourself first is critical to success. No matter what product you’re offering or what your points of sale are, do your best to connect and communicate your brand’s core values to your potential customers,” asserts Rodriguez.
One of the most effective sales strategies is to use the benefits to build desires. Sell the benefits, not the features. Most executives and companies sell their products and services, focusing on their characteristics. But today, this is no longer enough. Whether you’re selling via email, eCommerce, Google AdWords or social media, focus on highlighting the benefits as well as the features of your product. Start by highlighting the strongest competitive advantages of your product, those that reassure your customers, convey serenity to them and alleviate their concerns.
When you generate interest using features and create a strong desire using benefits, you help your prospects find what they need to feel safe on purchase. When you evoke the right emotions, customers may even not know why they’re responding to your product, but they’ll buy it. Remember that the benefits are the things that can be done with a product, while features are what the product can do.
How you increase sales and make more money also depends on credibility. You can build credibility in a number of ways, including through world-class customer service. Customers want to access a competent sales force that will help them solve problems promptly. They also want to interact with real people and access information to solve any issues by themselves. “You can’t succeed in business if you lack credibility,” adds Rodriguez. “The best brands can boast about their products, as over the years they have become known and are credible. That’s why it’s hard for a new seller, organization or company to dominate the market.”
Customers are afraid to trust you and your product. After all, you could take his money and disappear. That’s why good customer service is your company’s hallmark of credibility and credibility is built from the start. The viral effect of poor customer service is alarming. More people share negative experiences than they offer good experiences. In addition, 89% of customers who experienced a bad shopping experience stopped doing business with that company.