the 10 cost effective ways of landing deals
okay guys, as promised, here are the best (in my opinion) 10 cost effective ways of landing deals.
1. Technique
- Technique is extraordinarily influential on a sale, personally i consider myself to be a spin seller, so ill give you a small insight in what spin selling involves and where you can learn a lot about it.
~SPIN stands for situation, problem, implications, needs.
Essentially you are firstly assessing someones situation at the moment, for example, are they doing things that you are trying to sell them all ready?
Having assessed the situation you then need to see if there is a problem you can then help them with. For example, "although you are currently using an agency to manage your adverts, they are not targeted correctly and you have no way of reporting back on them"
So now you will want to make VERY clear to your prospect the implications it is having on their business (preferably financial implications). For example, "due to the adverts not being targeted and you not being able to report on them your leads are becoming people who you will find it hard to sell to and you are just banking on inquiries rather than making follow ups".
having pointed out all of these things, its easy to say that your prospect needs to let you help them out. For example "I think we can both agree this is straining many areas of your business and there are some things i can do to help".
now granted, this is spin selling at its most basic, and it wont all ways be this easy, but you get the jist of it.
2. Credibility
-as i mentioned before, credibility plays a huge part in sales, before selling anything you first have to sell yourself.
~Now credibility can be sold through a number of different ways, my idol ( the one previously mentioned brad gosse ) sells his credibility through raising his profile. He shows his knowledge in all of his books and webinars. Personally, i believe that appearance is everything, people judge books by their covers weather you like it or not, its just how it works.
really anyone can sell their credibility, all you have to do is (carefully) think your the shit, and anyone you meet will think you are too, or if you over do it think your a douché bag.
3. initiative
-not really much to say about this one, just allways remind yourself to use your initiative.
~people like to see people come up with ideas nobody has thought of before, or even problems that can be fixed, like when your a kid, if you lose something, you ask someone if they have seen it normally before looking for it. When you grow up a little first you try to retrace your footsteps. Its little changes in the way you do things that make it that much easier to land deals.
4. targeting the right markets.
-its important that you are going after the right people, otherwise its crazy hard to sell to them.
~it can take a while to find your target market, and really there's no sure fire way of doing it, you just have to establish what you have to offer people and find people with those things in place.
5. showing past success.
-i know not everyone has examples of past success, and if you don't that's fine, everyone starts somewhere.
~this step is especially important f you are using the spin selling technique, its all good and well finding problems and saying you can solve them, but how can you expect someone to spend money if they arent sure that you can, even if they find you credible, past experiences are often a complication in spin selling and often selling in general.
thank you so much for reading, i will edit this with 5 more steps tomorrow.