Selling. It's integral to successful business but something that lots of us struggle with.
Whether it's not quite being able to shift the shiny-suit 1980's connotations, struggling to get a foot in the door, or just not knowing where to start, 'sales' comes up time and time again as a challenge in the Gather community.
But while inbound enquiries and referrals are great, they are likely to only get you so far. For real growth it's time to get comfortable with selling.
Want to learn to love sales? Here are 5 quick tips to get started:
Get focused on your offer
If you lack confidence in what you do, who your target audience is, and why it matters, you'll likely face challenges in resonating with customers.
Sell to people not logos
Identifying the customers you want to work with is crucial, but the initial step is connecting with the person behind the logo. Take time to research individuals within your target businesses who might benefit from your services, and customise your offer to address their specific challenges.
Keep your approaches tight
Whether it's an email, LinkedIn message, or a call, chances are the recipient is pressed for time, with a long to-do list. Begin with something intriguing, keep it concise, and end with a clear call to action.
Have strategic conversations
You've worked hard to secure a meeting, so make the most of it. Know what you want, drive the agenda, share your expertise, and invite them to co-create how your offer can support them.
Avoid 'maybes'
When you've sent a proposal, a 'no' can be hard to take, but a 'maybe' is actually more costly in terms of your time and effort. Be specific with costs, options, and timelines and if progress is stuck don't be afraid to move a prospect from 'maybe' to 'no’.
How our Outbound programme can help
If you want to get serious about kickstarting your sales our Outbound programme could help.
It's a free short course designed to help you secure the clients you want to work with.
Outbound entails:
- 3 x half-day sessions spread across 6-weeks
- Support and feedback beyond the workshops to stay on track and get results
- 3 x learning kits giving you personalised insights
- The chance to build connections and share insights with a cohort of 15 leaders facing similar challenges
It can help you to turn your wishlist into clients, understand and implement effective outbound sales strategies, and make tangible changes that will increase control and results.
Apply to join the May 2024 cohort
If you're a growth focused digital, creative or tech business with a team of 5+ based in the Liverpool City Region we'd love to hear from you.
Outbound is free to join, with all course fees covered by our partners.