Be Genuine & Close More Deals
One of the most effective forms of sales that not many people speak about, but is one that I truly believe in and live each day is something called “GENUINE SALES”. When a perspective client or customer doesn’t feel like they’re being sold something, rather a genuine connection and relationship is being built, your closing rate for providing your goods or services will go through the roof. In the wide world of sales, connection, relatability, and genuineness will always keep you at the top of your game and your business.
Instead of trying to just connect with anyone and everyone, get specific on who the best avatar of a customer or client will be best for you. When you can get clear and concise about your business and who you want a part of it, “people will just show up”. The other important factor that needs to be realized is that when you have a quality client or customer that has been qualified for you, your time, and your good/service, they are more likely to have a great experience as opposed to someone who isn’t. The better experience for the current client or customer, the wider the door is opened for referrals from those individuals.
When you can create this kind of “sales flow”, not only does your consistency improve, but in a profession where duplication is key, this will give you and your team a huge advantage in the numbers game. There is an old saying, “it’s not about the quantity, it’s about the quality’. This couldn’t be any more true in sales. When you can get into the flow of your daily habits and actions, the business will come to you instead of you coming to it.
People ask me all the time, “How do I connect with the right prospect or customer?” This is something that I had to ask myself before I started to teach it. Here are 5 simple keys to getting a clearer picture of who your buyer is:
- What is their income level?
- What age range is best for my closing rate?
- How many years experience do they have?
- Where can I best find these potential customers?
- What is their marital status?
Why do you need to know your target market’s income level?
One of the biggest objection you will hear is the “Money Objection”. “That sounds expensive”. “I need to wait until my next pay check.” “Can you call me back at the end of the month?” When you can determine what the income level for your potential client is, the easier it will be for you to close the sale.
Why does the age of my customer or client matter?
Depending upon the goods or services you are providing, it is very important to understand the age range of those you are presenting to. Someone just out of college, or someone that has been bouncing around from job to job, most likely will not have the best financial security. Look for someone who has been in their specific profession for at least 5 years.
Why does the amount of years experience matter?
In relation to the potential client or customers age, the same goes for the amount of years of experience they have in their job or profession. When you are dealing with a more qualified and grounded individual, the easier the relatability will be with the person whom you are speaking with.
Where can I find the best customers or clients?
This really depends on the person. I personally find LinkedIn one of the, if not the most valuable tool in finding potential clients or customers. This platform specifically allows you to search, connect, and target people in the industry and even global location of where you are looking to grow your business or practice. Make sure you are clear and specific with your searches, so use multiple key words to define the perfect customer avatar.
What is their marital status?
This may sound a bit strange, but one of the other main objections you are going to hear is, “I need to run it by my wife\husband”, or “I make all business decisions with my husband or wife’s consent and approval. I am by no means saying to only search, connect, and sell to those that are single and divorced. Just make sure you are prepared to take the opportunity away from them. Here are 2 simple ways to take the conversation away from the potential client or customer who uses the “3rdparty approval” objection:
- Can you close your wife/husband on the opportunity\product\service?
- Is your husband\wife currently present so I can speak to them directly and explain what we plan on doing together?
Just remember this, yes there is an art to sales, but the law of numbers in “Genuine Sales” will always be in your favor when you connect with the right person, with the right approach, with a genuine purpose to help that potential client or customer.