Earlier, after discussing "7 Rules for Retaining a New Customer", we already talked about the importance of selling what people truly need. However, it is equally important to understand how to do it correctly. In today’s world, even unique services require a clear explanation of their value.
Focusing on the customer is the key action that can forever change your sales.
Today, we’ll talk about:
- - How to structure sentences when communicating with a customer to keep their attention.
- - What the gratitude trigger is and how to use it.
- - How to overcome the fear of sales.
- -Neuro-programmed phrases and offers.
- - How to shift the focus to your business partner.
- - Why taking responsibility for the deal is crucial.
- - How to create a sales system that runs on autopilot.
- - Mistakes that hinder your business growth.
Why It’s Important to Shift Focus to the Customer
We like to be seen and heard. It’s natural because people are inherently self-centered. But in sales, you need to change the focus: stop talking about yourself and start talking about the customer.
Mistake: "I am a good marketer."
Correct: "I will help you create effective advertising campaigns and increase your profits."
When we build communication around the customer’s needs, people perceive our product better and are more likely to make a purchase. The more attention you give the customer, the higher your sales.
The Gratitude Trigger
When you give someone something useful and valuable, they naturally feel the need to return the favor. People don’t like to be in debt – that’s how our psychology works.
- Key point – it’s important to give customers what they actually need, not what you think they need.
- How to find out? Talk to them, ask questions, and listen.
Fear of Sales and Impostor Syndrome
Are you already an expert in your field but feel uncomfortable offering your services? The fear of sales arises when you think you are “pushing” something onto others. But in reality, you are helping people solve their problems.
Instead of: I sell women’s lingerie.
Correct: I help women feel confident and comfortable.
When you realize that your product is truly useful, your fears will disappear.
Neuro-Programmed Phrases and Offers
The way you phrase your offer influences the customer’s decision.
Wrong: If you want to be beautiful, come to me for a manicure.
Correct: Want to look like a million dollars? Book an appointment—I’m waiting for you!
You must believe in your product and talk about it with confidence.
The "No-Choice Offer" Technique
Wrong: Would you like to book a consultation?
Correct: Should I book your consultation for Wednesday or Thursday?
Proper wording makes the decision-making process easier for the customer.
Taking Responsibility for the Sale
If a customer doesn’t buy, it’s your problem, not theirs. It’s essential to:
- - Clearly understand your target audience’s needs.
- - Create profitable products.
- - Analyze demand and plan sales.
- - Track key metrics and know what revenue goals you are aiming for.
Narrow Specialization
If you think all entrepreneurs are your clients, you will struggle to sell effectively. Focus on a specific niche. Analyze your competitors, identify their weaknesses, and capitalize on them.
Example: An SMM specialist can partner with a designer and a targeting expert to offer clients a full-service package.
Selling Visuals
A selling visual is not just a beautiful social media feed—it’s a user-friendly, clear presentation that helps the customer make a purchasing decision.
The difference between runway fashion and real sales: at fashion shows, they showcase artistic looks, but in stores, they sell practical, everyday clothing. The same applies to business—your visuals should work for sales, not just attract likes.
Content Plan and Sales Strategy
Content is not for competitors; it’s for your customers.
- - You need to create enough touchpoints with your audience—people take time to make purchasing decisions.
- - Use a sales funnel in posts and stories to guide customers from product awareness to purchase.
Automated Sales System
If you want to scale your business, you need to create an automated sales system. This could include:
- A sales funnel that leads the customer through a pre-planned journey.
- Automated messages and emails that engage and retain customers.
- A CRM system that helps track leads and build long-term relationships with clients.
At the initial stages of your business, even a simple Excel spreadsheet can be helpful.
Mistakes That Hinder Business Growth
- Lack of market and competitor analysis.
- Focusing only on the product instead of the customer.
- Failure to delegate, leading to stagnation.
- Lack of a clear marketing plan and content strategy.
Delegation
An entrepreneur cannot do everything alone; otherwise, the business will not grow. Delegate, hire people, and train them to free up time for strategic development.
Conclusion
Focusing on the customer is the key to successful sales. Take control of your business, analyze demand, create the right products, and help your customers. Then, sales will become a natural process, and your business will be stable and profitable.
Wishing you success and high sales!