When it comes to your technology offerings, help a potential customer visualize the solution, use video, and offer fewer options.
Nothing happens until something is sold. So how do you increase your efficiency in the sales process? Let me share three ideas with you that I have seen many successful marketers use for their sales offers.
1. Qualify and ask questions that help the potential customer visualize using your solution.
When you first encounter an opportunity, it is not known whether or not the suspect wants what you have to offer, or whether you can provide him with a solution to what he wants. Qualifying a suspect will help turn him from a suspect into a potential one.
Be prepared with qualifying questions that will make the prospect choose one of your solutions. For example, they can build a new home with an area of 10,000 square feet. In your new home, your master bedroom is on the first floor. This was probably chosen to restrict you from going up and down the stairs. Is it true?
Lead Response: Yes. Would it be advantageous for you to be able to press a button or say a command like “Good night” to turn off all the lights in the house, including the lighting on the second floor, without having to go up the stairs to make sure that no lights were left on? Response from potential customers: Yes, that would be great.
You have achieved three things in this one issue. You have identified their interest in lighting management or system integration. Get them to visualize their life in their new home using your solution, and you have just completed your first trial. You get them used to saying yes.
2. Use a video in your technology offer to tell your story WHY.
People buy from people they like. A mistake that many traders make is not taking the time to sell themselves and their company.
They focus too much on the product or brand name to complete the sale. There is an old saying: sell yourself, your company, then your product. I prefer a slight modification of this saying: sell yourself, your company and your decision for the benefit of the customer. Develop your story about who you are and why you do what you do. Explain your company’s mission and why this is the best thing after sliced bread for your customers.
The power of video cannot be underestimated. As part of the bidding process, record this in a one to two minute video. When using a modern suggestion tool, you can add this video before your scope and body (product and service details).
This video can be from the seller or business owner. This can be a standard video for all potential customers or for large projects, you can choose to record an additional end of the video describing how their particular home will work with your installed solution. This can help personalize the prospect’s experience and help them get to know you better.
3. Use the prescription method and provide a technological solution. Providing many options slows down decisions. That is what the orders for change are. Close the sale.
When you go to the doctor, he asks you questions and conducts tests to diagnose your problem and recommend a solution. Prescription sales are based on the same methodology.
During the qualification you gather facts, reveal painful points and develop a budget. After completing the qualification, the seller will take on the task of creating an offer that meets the needs and desires of potential customers and fits into the agreed budget range.
The days of the “custom installation” business are over. The industry has become a system integration business. Most successful integrators choose a limited set of brands they know to work well together, provide a good margin, and address their design needs. This is scalable and repeatable.
Some integrators provide many options for potential customers. Is the doctor doing this? Usually not. They usually say that this is a prescription or we will recommend that we perform a specific operation. After all, they are the experts, right? Well, you too.
You are a professional and you know best which solution is right for the project. Make your recommendation and close the sale. You can always upgrade and provide additional choices once the original contract is signed and the deposit is accepted. That is what the orders for change are.
This article first appeared on the sister site of SSI CEPro.com.
Tom Coffin is President and CEO of Simply Reliable.