There is no point in just visiting companies. There is no point in making 200 calls a day and talking to secretaries who will never pass on your message. If you want to sell to companies, there are some precautions and actions you must take to be successful.
One important point I need to highlight before talking about the actions that will help you sell to companies is:
Don’t be prejudiced against tools. Use the entire arsenal of possibilities that you have at your disposal. Email, phone, WhatsApp, Telegram, etc. and everything else that is within your reach.
If a customer asks you to forward an email, send it, but be strategic about the content of the email. If they ask you to call them back later, call them promptly at the scheduled time.
When prospecting, you will be more successful if you can put together an integrated strategy with as many forms of contact as possible.
Many people believe that calling no longer works or that email no longer brings results. This is complete nonsense and if you haven’t tested all the possibilities before discarding a sales tool, you are losing money.
Now let’s look at the actions that will help you sell to companies:
1 – You don’t sell to everyone
Perhaps the biggest do you enjoy an emotional salary in your current position? for those starting out in sales is defining who their target audience is.
It’s natural to want to pitch your products to every potential buyer, but this will only serve to drain your energy and waste your time.
Start by identifying who your Buyer Persona, IPC or ideal customer is. Ultimately, all of these terms mean the same thing: the best type of company or person to buy from you.
If you have never sold, choose a company profile and dedicate time to actions in this segment or niche.
Analyze the results, see if anything can be adjusted, and try again. Over time, you will have enough information to know whether or not that type of company is ideal.
Read Also: Market Niche: What It Is, Benefits and Examples
Read Also: Phone or Email: Which is Better for Prospecting Clients?
2 – How can you REALLY help?
A mistake that is common among both those who are just starting out and those to succe in your email marketing efforts and build customer loyalty have been working in sales for a long time is:
Talk only about your own company and not about the client’s company.
Most salespeople who don’t go through secretaries fail to reach decision-makers because they don’t demonstrate how they can really contribute on a daily basis.
The classic “What pain does your product solve?” is absolutely true. If you only present features, you will have a hard time selling.
If you follow the first step, which is to identify your target audience, in a short time you will discover dozens of advantages about your product or service that will make your customer’s eyes light up when they hear you speak.
3 – Be Consultative, Never a Crook
Companies only buy when necessary. And to do so, they will always rely on professionals who really know what they are talking about.
That’s why having control over the product’s features is essential. You need to understand the market and how your product and service can be useful in your client’s scenario.
What is consultative selling?
Being consultative means helping the tw list solve problems. If you just take orders, are not proactive and do not help the customer make the best decision, you will never be successful in sales. And even worse, you will soon be replaced.
A practical example of how to do consultative selling
For example, those who sell telephone plans, health insurance or even those who sell software.
Imagine that today is the last day for you to reach your goal and you are now with a customer who, by all indications, is going to buy your product.
You know that your customer only needs your simplest product, which costs $100.00. But to reach your goal, you insist on selling the $500.00 product. Your customer will probably buy the $500.00 product if you are persuasive. But what happens next?
When he realizes that the R$500.00 product is no good for him and the R$100.00 one would solve all his problems?
In addition to the likely frustration he will feel, the trust he had in you will go out the window. If you want to pursue a career in sales, this is the worst thing that can happen to you. Being known as someone who just drags his feet to meet targets.