I don’t know about you but, there are times when my email inbox is bombarded with marketing/sales programs proclaiming the BEST techniques to use to make sales. Most of those emails are trying to sell me on their latest program, software or coaching product are trying to tell me that I need to use the hard sell…some say soft sell. Other emails bash me over the head with their offensive black hat techniques; while other marketers side with the white hat techniques-just like the old western movies; right away you knew who were the “good guys and who were the bad guys”. Not really true in marketing…some people have just fallen into the LATEST or promised GREATEST selling techniques proming to make them money online.
There are even people who want or need to sell products or services online…but, they cringe at the very thought of being called a salesperson. They want to make money…but, they don’t want to sell. Why is that; it is because over the years, sales people have gotten a reputation as being pushy, dishonest, or smarmy! The reality is, to make money online-you DO need to be a sales person. Can you successfully sell and still be perceived as a “good person”?
Sure, I think you can sell products or service and still hang on to who you are, with your ethics in place. I believe that the way you sell is a reflection of who you are as a person…or at least, it should be. Don’t be persuaded to take one tack or another in how you market if it goes against who you are as a person; just because it worked for someone else and they made lots of money. For those people LEARNING internet marketing, online sales techniques, or affiliate marketing….I want you to think carefully about what kind of salesperson you are! How you conduct your business definately matters.
In case some of you don’t know it…customers are a pretty savy bunch of people. Oh there are coaches/marketers out there who tell you that your customer doesn’t even really know what it is they want or need; and, while there may be a handful of those kind of customers…for the most part-they Do know what they want. Respect them and act accordingly.
If the customer thinks that they want something that isn’t going to benefit them; you could choose to not correct them and just sell them what they want anyway; but is that right? If you want to keep them happy and see them successful; you will point out the difference between wanting/needing. Show them how they could benefit from other products, if that is the right thing for them, if that will increase their success. You will have gained a customer for life . But what if your product isnt right for them; but, they want it anyway? Truth…give them truth about what they really need…even if it is your competitor’s product or service. Say what?
Isn’t your goal to have a happy customer in the end? Then you must represent yourself and your business in a way that reflects that you respect your customer by not manipulating them into purchases that they either dont want or dont need. But you say, I am in business to make money! True enough…but, repeat business is better than a dishonest sale that will leave a bad taste in your customer’s mouth when they think of you or your business. They will remember how you conducted yourself as a business person; whether you handled the situation in a good way, or in a bad/indifferent way.
In my mind, if you have to “shock” your potential customer by how you “sell” them…then you are merely playing mind games and manipulating the customer with ”black hat” tactics. Instead, try operating in a genuine way which connects what you provide them, along with exactly what they need. Now that may take some honest, straightforward speaking because some of your customers may believe they need something else. You have to convince them with facts, figures, and testimonies that don’t promise them the moon…when you know that you can’t deliver them any such thing. Be realistic with your promises…make sure you can deliver what you say you can; and then, go one step further and give them a bit more. They will recognize your commitment to them, as your customer, and it will begin to build a loyalty between you, as the salesperson; and them, as the buyer.
Ok, some more honesty here; your honesty as a marketer or salesperson… can cost you some customers. What? Why would being honest cost you customers? It is because your customers have been being taught by others to expect to be manipulated. They may think that you are not for real…they may believe that there is a “catch” to what you are promising them. It is possible that your potential customer may buy into another marketer’s big promises or overly hyped product-if it doesn’t deliver them what they expected…that will come back to bite both the customer and the marketer who did not represent themselves or their product/services honestly. It is up to you to present yourself in a way that delivers exactly what you say you will, in the way you promise, in a timely manner; and, back up your promises by following through. Eventually, word gets around about how solid you are as a marketer and you will get respect, as well as trust, from those who do business with you. And what’s more, they WILL come back and DO business with you because they will realize that it is better to deal with business people that are honest in how they conduct their business.
In the old days when people conducted business in small towns…they quickly made a name for themselves as honest or dishonest. Word got around. The internet may be a bigger business field…but, if you create an image online with your customers one way or the other…be prepared for that to impact your business!
So, what kind of salesperson are you; or what kind of salesperson do you want to become?
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Rainy I believe that “sales” and “sales person” are an important words and skills to learn. Problem is, like in many things, people are still applying techniques of 20 years ago and have not up-leveled their sales skills. I know MANY small biz owners that are engaging, honest, caring and givers who cannot CLOSE! Closing is a sales technique, that many have not learned because they are so uncomfortable with the word sales. It is critical if you want your business to be financially viable. I am a sales person, and am thrilled that I have learned sales techniques. It has kept my buisness thriving in 2009.
Ann Evanston
The Warrior is Within You
Hi Ann:
Thank you for commenting! I agree with you…closing is a very definite skill set. After all, people are in business to make money. I think that you can use some of the best new tactics and skills combined with honest to goodness presentation of what you have to offer your customer in such a way that you will be successful and perceived as a marketer to be counted on.
I personally think there is nothing wrong with being a salesperson. However, my problem has been with those marketers who try to manipulate potential customers by misrepresenting themselves or what they say they will deliver.
It is those marketers who operate on the very fringes of what is legal who hurt the reputations of other sales people or marketers online. Potential customers who have been burned, by unscrupulous marketers, have a hard time recognizing the good ones from the bad ones! WritewhereUr
http://www.writewhereyouareblog.com