Hey there my fellow small business owner. How are you today? It’s no secret that you need to have selling skills in order to acquire new customers – a.k.a customer acquisition. Today you’re in luck as we’re going to discuss the selling skills used to engage with customers for small business – that means you!
How does that sound?
Let’s be honest as a small business owner the hardest thing you have to do is “sell” your products and services.
Hoes does that saying go?
[tweet_box design=”default” float=”none”]Your customers love to buy, but hate to be sold.[/tweet_box]
It’s so, so true.
You love to buy, I love to buy, but we hate to be sold!
So, how do you make your customers love to buy your product/service?
That is the million dollar question my friend, in which we’ll dive into shortly. Stay with me.
- Why the heck should you continue reading this editorial masterpiece?
Simple. You’ll learn selling skills that you can use to engage with your customers and grow your business.
You do want to grow your business right?
Of course. Absolutely!
Okay. Then let’s get after it shall we?
Selling skills used to engage with customers for small business.
What is the answer in getting your customers to love to buy your product/service?
Give them what they want!
That’s it. That’s all there is to it. So thanks for stopping by and reading this awesome blog post.
Wait. Wait. Wait
That is true, but if that was all there was to it, then everyone would start a small business and sell widgets and make money hand over fist.
And you and I both know that it not the case.
- As defined by wikipedia a sale is the exchange of a commodity or money as the price of a good or a service.
So, that’s it right?
According to the letter of the law absolutely.
But, selling is more than that.
It is part relationship, part need, part want, part desire, etc.
In translation it’s very complex.
Which is why those who own a small business make the big bucks.
Also, this is why those who sell professionally working in Corporate America are some of the highest paid in the country.
It’s hard as hell and takes a certain skill set and some intestinal fortitude, which very few have.
[tweet_box design=”default” float=”none”]If sales were easy, then everyone would do it.[/tweet_box]
So, what are the selling skills used to engage with customers?
I am glad you asked.
Before we continue I want to direct your attention to a different blog post that you know who recently wrote that fits in with what we’re talking about today. In this blog post you will read about the most important selling skills that are absolutely necessary for customer acquisition.
When you’re done, come right back and finish reading this work of art.
Hearing is a sense, listening is a skill.
Have you heard that before?
If, not read it a couple times and let it sink in.
Can you do that?
I know you can.
Listening is the most important selling skill hands down.
More important than:
- Asking questions?
- Supporting your claims with customer testimonials or scientific data if applicable?
Yes, yes, and yes.
If you don’t listen to what your customer is telling you then how the heck are you going to be able to help? Or solve their problem? Meet their needs? Satisfy their wants?
Answer – you can’t. It’s impossible.
So, here’s what you need to do.
When you ask a question, listen intently to what your customer says.
Do not and I mean do not be thinking about what you’re going to say next.
Why is that?
Because you’re going to be so pre-occupied by yourself that your customer is about to tell you their problem(s) and what they’re looking for to solve that problem and you’ll completely miss it.
It will go right over your head.
You know what happens now?
You start to sell them on your product/service because you think you know what they want, but you do not. You were too busy thinking about what to say next.
Be totally in-tune to every word that is coming out of your customer’s mouth.
If you do this one little thing your sales will go through the roof and quite possibly out of the atmosphere!
I am not kidding.
But like anything else you need to consistently work at listening in order to get better at it. You’re not going to roll out of bed one morning and all of a sudden be a phenomenal listener.
How are we doing?
You picking up what I am putting down?
I can’t tell you how important it is to ask your customers questions. Now you need to ask both open-ended and closed-ended questions.
We’re not going to get into each of those, but to learn more about them read this blog post I wrote a couple days ago which is a summary on selling for all business owners that will get you up to speed.
Here’s what we’re going to talk about as it relates to asking questions and is really, really, important.
What is that?
I did not stutter. I said pausing.
What do you mean by that?
After you ask your customer a question. Pause for half a second, before you even think about talking.
This gives your customer the ability to think about how they’re going to respond to your question.
And depending on your question their answer could be a make or break scenario for you in terms of finding out what their issues are and whether you can help them.
So, how do you know when to respond to them?
Pay close attention to their body language – especially their facial expressions. If after half a second your customer does not look like they’re going to say anything, then ask a follow-up question.
Do you follow?
Tell The Truth
What do you mean by tell the truth?
After you execute the above two selling skills to the best of your abilities and find out your product/service doesn’t exactly solve your customer’s problem, then you need to tell them so.
You need to walk away from that customer.
Be honest and say you’re sorry your product/service cannot help them.
Thank them for their time and go on to the next customer.
Do not try to put a square peg in a round hole. Don’t do it.
You end up looking foolish and quite possibly word of that may spread like wildfire (word of mouth can make or break you), and in this case it will break you.
You will get a “reputation for being slimy”
What would a reputation like that do for your small business?
It would hurt it. Possibly cripple it.
Do you follow?
To wrap this up the selling skills used to engage with customers for small business has 3 parts.
- Asking questions
- Telling the truth
If you develop and work on all 3 of those parts and use them consistently, your results will be out of this world.
Don’t believe me. Try it.
The proof is in the pudding my fellow small business owner.
Do you have a customer acquisition process in place for your business?
Is that process working?
Is that process efficient?
Is that process cost-effective for your business?
If you could improve that process would you?
Do you need help in figuring out which parts of your process should stay or go?
If you’re answering “Yes” to all of these questions then my hats off to you. Business must be awesome!
Otherwise you and I should talk. Let’s see how I can get you to where you want to be.