Five Mistakes You and Your Sales Team are Probably Making ..And How to Fix It
Reset Business Consulting
Do you feel stuck on how to push your sales team forward? Have your sales staggered & you aren’t sure how to get over that hump? Keep reading to find out how these 5 simple mistakes can make a big difference in those numbers at the end of the week.
Have you ever had someone come into your business, start ranting about what they sell, how great it is, and how much it’s going to help your business?
Hold up, wait.a.minute Sally.
You don’t even know anything about me or my business so please, tell me how you know your product or service is the best thing since sliced bread for MY business.
Sure, they may have researched and done their due diligence to get to know your business from your online presence. However, as a business owner...I don’t know that, and I’d like them to show me just how well they did in that search before their spill.
That brings me to tell you how you should be training your sales team to solve problems, create solutions, and SERVICE your customers. With the world at our finger-tips, very few businesses run a monopoly anymore. You have competition lurking at every corner and it’s up to you to set yourself apart. Figure out where your customers are struggling and simply fix it. There are some simple things to do to get you and your team on the right track.
Know your customers
Your service and/or products aren’t always for everyone. It’s important to find out who cannot live without you and treat them like the date you’ve been waiting on since junior high. Just keep your hands to yourself ;-)
It doesn’t matter if you’re using every paid ad platform out there, radio, tv, print ads, you name it. If you are trying to sell a strategic marketing plan with all the bells and whistles to a small town café who isn’t even sure what strategic marketing means, you likely aren’t hitting those sales goals this week.
Focus on your target.
Find out when, where, and why they buy. What makes them tick, what makes them scream, or what makes them cry in their car not wanting to go into work. Find that. Fix that. #Winning
Plus helping them fix these pain points so they can focus on the overall goal of their business practically gives you superhero status.
But, how do you do this? Try going old school, bring out the pen and paper!
Gasp, I know.
Did you ever have to write in high school and they would make you spend 30 minutes brainstorming and writing everything that came to mind? If your pencil stopped Mrs. Smith was as quick as a rabbit to jump on you and say WRITE! Do this. Take time to brainstorm! Think about the questions above, who you’re selling to, and any and every word that could help you solve their problems.
Business owners, marketing teams, sales teams, and anyone else in your business who is responsible for selling or funneling that sale—this is for you.
There are so many things competing for people’s attention today. FB, Instagram, LinkedIn, print ads, television, radio, and on and on and on. Let’s face it, social media is no longer free if you truly want to reach the masses. We can no longer rely on free social media posting to grow our businesses. We must figure out again, who is our customer and how can I get in front of them. So many businesses are still relying on a Facebook page to grow. Unless you are trying to fail, this is a terrible idea. Out-of-the-box ideas are where it is at nowadays.
Also, make it personal!
Ask yourself, how can I reach my customers on a personal level to build relationships and trust so that they are coming back to me over and over again? Sure, some of us could never sit down and write a hand-written note to every single one of our customers. So get creative. Some of us can—if that’s you, rip out the notebook and start writing.
Man, I’m really onto a theme here—or maybe today I’m just missing my childhood & middle school days!
Manage Your Time
Getting to know your customers, correctly solving their problems, getting to know your products and/or services inside and out, reading a plethora of motivational articles so that we can keep going on the days we feel like we can no longer do so, takes time. Don’t get stuck in this phase! I’ve seen numerous times where we spend so much time trying to perfect the sale or perfect the business that we never put these things into action to make a difference or land that sale.
Remember! Done is more profitable than perfect.
You can help manage your time management by learning to plan your day, week, and month.
Some of us can spend a week in the planning phase where others must hit all areas of the cycle every single day. No matter which category you fall into, plan that out. If you’re anything like me, I get motivated and can spend the next 5 hours daydreaming about where I’m going and how I’m going to get there. Well, let's face it, if we don’t put those plans into action, we all know where I will be this time next month. Sitting right here, still figuring out life and all that comes with it.
Some of you will be in total shock over this next one.
Stop Waiting For the Customer to Come to You
That’s right don’t get giddy when someone reaches out asking questions about your product or service. At that point, you’ve practically already lost them.
How? I thought you’d never ask.
When a customer has figured out their own problem and starts to reach out, they don’t need you to service them now. They just simply need you to sell them something so they can fix the problem they have found. You may make a few bucks, but it’s the equivalent of a one night stand. One and done.
However, when you reach out, talk to them, building that relationship, and YOU find the problem for them—you’re creating personal service. At this point, you’ve built the relationship, created emotion, and they couldn’t imagine going anywhere else to get their problems solved.
So stop waiting, and don’t get giddy, get busy. You still have to compete with others who have very similar services and products, but if you have a relationship with them and your competition has no relationship, you have the upper hand. Score.
Now that you’ve read this, spend your planned time creating the plan to jump. You’ve got this. Crush those numbers and make those sales!