First, stop thinking the economy is an issue. It is not. Truth is, many of us, myself included, are thriving in this economy. That is about mindset. People are buying. If the sales are not happening, take a look at your sales process.
Second is, have an authentic selling process.
My sales close ratio is currently 33%. I am totally heart centered about selling.
Here are a couple of tips:
1) look for a fit for your services, not a sale.
2) be sure your services solve the prospects challenges or pain, if not, be ready to make a referral, so they will be served either way.
3) use the sales conversation to ask specific questions (I give my clients a script and role play with them)
4) see sales as service
5) Know how to help a prospect step into the transformation they want/need that your services provide by knowing how to effectively overcome objections (I give my clients printed responses to common objections and work with them on the more uncommon ones they get on how to overcome them in a heart centered way).
6) Be selective in who YOU want to work with. If your gut tells you it is a wrong fit for you, refer them
7) Make your goal for the call to give your very best sales conversation, AND detach from the outcome
8) be sure the benefits of your program or product provide solutions to their problems, when telling them what you can do
9) don't go into coaching them too much in the sales conversation. If they come to you in pain, and you give them a tip, they will think they can "just go try that" and may not hire you. As we know, a tip or two does not provide real transformation. It is actually a disservice to the prospect for them to go off comfortable with a tip that is not going to help them in the long run.
I hope these help!
The question is itself too self oriented and reminds me of the film, "Me. Myself, and Irene." You instead could be better off positioning this as "How can I deliver value for my customers that differentiates me from my competition regardless of the economy?
If you did that, you are faced with the three questions:
a - The economy is great and why would your customer do business with you even if had money to throw away?
b - The economy is reasonable and what are the reasons that a customer would want to invest with your products and services?
c - The economy is in dire shape and what type of ROI would the client be able to use to justify investing in your business?
if I wish for my client's investment in my business regardless of the economy, I better have a justifiable ROI regardless of who invests. This means my value proposition has to not only yield a huge ROI, but also beat out competition.
I myself invest in a few companies. The economy has nothing to do with my decision to do so.
IF a company has a great business plan, and I can see a real need in the markets for whatever it is you are going to offer, then I take a risk and invest.
That's the point. You need to offer something unique, something that will make a change or something commercially interesting.
If you are just going to do something "a little bit cheaper than the rest" then investors probably aren't going to be that interested.
Also, as mentioned by others. Know your material. If you came to me asking for my money, I don't give it away easily. I would expect you to know your company, your idea, your business plan, your projections by heart. I would be looking for hesitations, cross checking everything.
If I feel for a moment you doubt what you are doing, or your plans, then I couldn't invest in you.
Also basic things like grammar (US or UK spelling is a good example here) need to be checked, etc.
Hi Amaurys Diaz,
People investing time and money has not a lot to do with the economy or economic climate. It has to do with what the client wants. and is passionate about. Regardless ofg the economic climate if a client is passionate about something, they WILL invest in it.
All clients ,listen to the radio station W II FM or "Whats in it for me?"
The client has to see what is in it for them, weather better healthg, more stability, income, well being, whatever.
It is often said that one sells the sizzle, not the steak. But you have to pick a steak the customer likes and desires. What if they don;t like steak? Find out what the client wants and desires, not needs.
Present that to the client and you will win.
I do not have much to add to the answers given before, except to iterate what Brian Hewett said - language, and presentation are very important. For example, putting the word "invest" in quotes immediately put me on the back foot and I will immediately be cautions of dealing with you. So - if your presentations have the same phenomena, chances are that you will alienate at least a few people.
The way you say it with quotes, makes me think of this television advert. I think that says it all. https://www.youtube.com/watch?v=Gx63wwzwnzg
Hope this helps you somewhat :-)
Hi Amaurys Diaz,
There are some ways to interact with customers:
Brand Uniqueness - What is different from your competitor
Wealth Amplifier Infratech Pvt. Ltd.
Sometimes cash is cash, and if people don't have the cash it's a moot point. But more often it's a matter of connecting what you do or sell with what their wants and needs are. You begin to do so by first building a relationship, then by asking questions about what their challenges and/or goals are.
They will only see it as an investment and not a cost if you can help them connect the dots between your solution and a return on their investment. What's in it for them to solve their problem or achieve their goal? What are the implications if they do, and what if nothing changes?
Some people will act based upon possibilities, but many more will act only to avoid perceived negative consequences of inaction.
It very easy to ask such question but very difficult to convince your clients to invest in your business , I think clients will never invest without trust , capital owners are very weak in taking such decision , your question should be How to in courage them to invest , What is the investment return percent , I would say that IF your clients trust your business with good return definitely they will invest- I am in the same line since many years - they will invest only by trusting your business . convince them .
That is a confusing question. Are you looking for investors??or...are you looking for customers to buy your products??
When you use the word "clients" I assume they are already customers..
soooo..what is it you are looking for? Investors in your business??..or customers to buy your business products or services??