When you run a small business, you always have a very long list of tasks to complete, whether you have staff working for you or not.
While it may be tempting, then, to put off focusing on the sales process if you’re not a fan of this element of business, you must keep in mind that it is an essential strategy and it can make all the difference between a small business that thrives over the long term, and one that dies.
If you need to boost your venture by concentrating on sales today, read on for some simple, yet effective sales tips for small businesses you can follow.
Prioritize Leads
One of the first things to keep in mind is that salespeople, whether you’re doing this role yourself or have someone to handle it, only have a limited number of hours in the day to interact with current and potential customers. As a result, it is important to prioritize leads so that the available time is spent working on the most promising options; that is, those most likely to convert into a sale.
Inbound leads are those leads that come from a potential customer contacting your business directly to make an inquiry, and they should be focused on first and in most depth. You know that these people are already interested in something your venture sells, so they are more likely to spend money with you than the people you cold call.
In addition, when prioritizing time, don’t be worried about calling your worst leads from your list either. Contrary to what a lot of people think, more leads doesn’t necessarily translate into more sales, because you can end up wasting a lot of time on people who simply aren’t interested in your wares, or who don’t have the funds available to spend money with you even if they are. Get rid of your least-likely-to-convert leads from your list, and you’ll actually free up more time to pursue promising leads instead.
When analyzing leads, keep in mind that you’re more likely to make sales when selling to people (or businesses) who would actually benefit from your core offerings most. By focusing on those who you can try to build a long-term, mutually-beneficial relationship with, and not worrying about those who may be better served by another business or who are really just looking for something else, you will be much more likely to increase revenue.
Listen, Ask Questions and Solve a Problem
Next, remember that being a good sales person isn’t about talking a potential customer’s ear off, or “tricking” them into buying. Instead, the best sales people are those who know how to keep their mouth shut more than they open it, and who keep their ears open and listen instead.
In particular, in the first few minutes of any sales interactions, it is important to not talk about yourself, the products or services you’re selling, or your elevator pitch. Rather, you will get better results if you allow those you’re interacting with to provide information about themselves and their needs to you.
If people don’t offer information willingly, you must ask questions to find out what their current pain points are (that is, what is a problem for them that you could help solve), and/or what benefits they are looking to have provided (e.g. do they want more free time or to save money).
Instead of instantly trying to sell your products or services to prospects, you should instead determine what it is they’re after, and if your wares will help them out or not. Understanding their needs and wants, their current lifestyle, and the like, will also help you to work out what information to provide them with, or how best to demonstrate how your wares work.
Sell Via Various Channels
Lastly, it is important to remember that there isn’t just one channel to sell on, but many, and that if you broaden your methods you will be much more likely to increase your sales results. If you and/or your team currently deliver most sales calls via the phone or email, start conducting more in-person, face-to-face meetings where you can connect more personally with prospects.
Similarly, if you typically go door to do to see customers, add some cold calls and direct emailing to your methods to increase your scope.
In addition, be aware that technological advances have created new ways of going about making sales. For example, you can set up Skype calls and live chat conversations, as well as interact with people via numerous social media channels. E-newsletters and text messages are other alternative options to add to your repertoire.
Hey Erik,
Glad to read your amazing post! I agree with your whole points. Small business needs effective strategies to grow because they have to face numerous problem while running it. Most of important is that – generating customer is really a big deal for that kind of business. They should have to mainly focus on solving their customer problem in priority. Asking question related to their product and service also a factor which is helpful to boost the experience of customer. Now-a-days, several social media platform takes place in order to promote product and service in very effective ways. Eventually, thanks for sharing your ideology regarding this subject.
With best wishes,
Amar kumar
What new people in the online market does not understand is that they need a business plan, to create a profitable way to earn with internet.
Thanks for the kind words and for commenting, Amar.
Thanks Erik ! for again sharing amazing post and yes !, I have a small business and I have to do lot of task by my own which makes me tired very much and at the end of day I have to do many things which are still pending , these tips are really relaxing me thanks for your words.
Thanks for commenting, Junaid.
It’s my pleasure always on other hand looking forward some new articles from you 🙂
Hey Erik,
People are up for the sales and there are many who are engaging in the sales section. I like how you have elaborated the requirements of a salesperson.
Keeping the ears open is the best action than the mouth. People shouldn’t manipulate others to buy their products.
Thanks for sharing with us.
~Ravi
That’s right, Ravi!
Thanks for sharing your views here.
Happy to read this excellent post and I will surely agree with all of your points. Every small business needs this type of effective strategy to work out well in this competitive market. I’m too handling a small business group, but I have not yet followed many of your simple tips. Now I’m going to work on it. Thanks for sharing
Thanks for the thumbs up, Sathish.
Hello Erik Emanuelli, interesting topic and surely good points. I am a small business entrepreneur and I run my training and education company. All the points are correct but I believe, the most important is the last one. Marketing gives the best results when it’s diversified and distributed. I lack here, I would like to read and learn more about how we can diversify our marketing to get most out of it. Thanks for pointing this out.
Thanks for sharing your views here, Soumya.
I can’t agree more, you are absolutely right, selling via various online and offline channels is the key to success for any type of businesses. Relying and depending completely on one channels can low the sales numbers and revenues. Data analysis is another important thing. Knowing which online channel is generating more traffic or sales and investing more time and money on that get the best results.
Thanks Roy.