There are three factors that help you stand a chance of making a sale in your business. The three musketeers of sales are Know, Like and Trust factor. If you don’t know what they are, chances are you cant sell life to a dying man.
Most emerging businesses are started by people expert in their fields. They are often experts no doubt but they are often starving never the less. What good is an expert who can’t feed off his or her expertise. One principle I teach all the time to emerging businesses is, no matter how good you are at what you do be doubly good at marketing.
So lets get back to business. The know factor is simple. Every business that sells anything to anyone has to be known. If you are not known, you are half dead. There is no prizes for being the best kept secret in the world. It doesn’t help your business, it doesn’t help your prospects that you serve. Whatever you do don’t remain undercover. In fact in business a blown cover is better than undercover. I hope you catch my drift, you can’t be a business undercover, for what? If they don’t know you they may not find you. If they cant find you they will not do business with you. So my advice is simple, if you got to survive be known everywhere for what you do.
The like factor is not so obvious. Be likable. Its not an option. People buy from people they like. Remember my marriage analogy. Sales is like marriage. People except on Tv don’t marry people they don’t like. Its not just about your product or service. Sell yourself as well. Half the time it’s all about you. Half about your organisation and your product. There are many things you can do to charm and be likable to your prospects. For starters you could start by being professional and courteous. Say what you mean and mean what you say. Honour your word. Most people like honest sales man and despise liers.
The trust factor is a deal winner or deal breaker. Some few people may buy from you if they don’t like you, a few even if they don’t like you but no one will part with their money in an act of buying from people they don’t trust. Trust is everything. In some cases sales is a big decision, B2C buyers won’t buy from people they don’t trust. B2b buyers as well they have to make a purchase decision that makes them look good in front of their bosses’s eyes. No one wants to be ridiculed or under valued. We all love to be good in other’s eyes. In B2C the decision we make often needs approval and acknowledgement from our peers.
So in short these are the three sales musketeer, Know, Like and Trust.
Written by Aubrey Mavhuli Direct Response and B2b Copywriter @ Supervaluecopy.com
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