November 17, 2016
Today’s sales cycle is dominated by the use of online tools. But if you’re not getting the traction you need, going into the field is a great way to get to know your customer. The Varsity News Network (VNN) didn’t initially plan on building a national sales team, but when the phones and emails didn’t work, they hit the pavement and started canvassing.
With their target market being high school athletic directors, the in-person meeting was just the handoff they needed to feel comfortable trying something new. If you’re in a market where potential clients are late adopters (or they’re not quite convinced your innovative new product will help them) try a field sales approach. These tips will help you get started with your new strategy today:
Know Your Customer
In the beginning, the status quo is your enemy. While old tech is slow and inefficient, people are always inclined to avoid change when it comes to business practices However, streamlining processes with websites, mass texts, and emails sounds risky to those who adhered to the adage “If it ain’t broke, don’t fix it.”
If their systems weren’t broken, you need to change their mindsets from “it works to stay put” to “new technologies can make our jobs easier.”
The key to success is reaching as many people as possible. But in the beginning, finding your first few customers can go a long way in creating more. And starting small is the best way to do that.
In-person presentations allow you to personalize our pitch, demonstrate our product’s value in the actual environment in which it’d be used, and empathize with clients’ pain points in real time. You have to show them how your company can help.
If you think the sales process is tough, wait until you have to close. Getting someone to full-on commit to your product or service is one of the hardest things anyone has ever had to do. Fortunately, there are people that excel in this field and you have to find the to be successful.
Working with influencers can help you get started. Their relationships will bolster your credibility in the community, leading to more sales. But the most important characteristic in a sales rep is the experience of actually closing big product deals. Hiring salespeople with previous experience closing will make everything start to click.
This article is courtesy of BusinessCollective, featuring thought leadership content by ambitious young entrepreneurs, executives & small business owners.
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