How to sell services or products? It is the first question that companies, regardless of turn or size, ask themselves when they think about marketing.
There are definitely as many methods as creativity, but I would like to be able to provide you with a list of the 10 tactics to sell services or products, which in my experience, are usually the most forceful to increase prospects and customers in any business, no matter how small or large.
Here we will talk about tactics and means, the strategy you use to mix, activate, and operate them is another story, right?
Just remember that any marketing action must be based on a deep knowledge of who your ideal customer is, your product, and your competition. It must also be based on clear and specific objectives.
10 tactics to sell products or services that never fail
1. Qualified Database. I always start here, in the development of a database of potential clients, but let them be the ideal ones, don’t waste time on the ones that are not. Invest time in developing it yourself through your contacts or the contacts of your contacts, but make sure you have it of 10. From there, you will be able to work effectively with almost all the following tactics that I will recommend.
2. Public Relations. They are all those strategies that help you communicate the message of your company with all the audiences with which it interacts. This is where the press conferences come in, your relationship with the mass media and social media, your channels and tools, social programs, etc.
Define very well the way you communicate who you are, define your audiences very well, and be coherent and congruent, so you can expand your brand evenly, faster and better. Also, doing well PR helps you get free publicity: Publicity.
3. Networking. My favorite, since I really believe that no matter what the line of business or size of your business is, without contacts and good offline and online relationships with key people, your business will not take off. Spend time dealing with the right people. Remember that Networking is the art of effectively managing a network of contacts.
4. Strategic Alliances. Don’t waste yourself looking for clients when maybe someone else has already done it. Look for allied companies whose business is not your competition, but who share the same market.
Generate synergy with companies that have already traveled the path and have a good portfolio of clients that you could access. It’s a great way to attract new customers. Clear! An alliance implies a WIN-WIN relationship, so you must establish fair and equitable deals.
- Effective Advertising Off and Online. It is very important that you use a means to make yourself known, but even more so choose the right one. And you can only do this if you know your ideal client very well. The important thing is not to hire the magazine, station, or channel that has the most audience or circulation, the important thing is to choose the one that uses your market the most, period.
Try not to be the one that you like, it is the one that your client likes. And as for online advertising, the same principle applies, the most recommended are campaigns on Google AdWords, Facebook Ads, and YouTube, but I repeat, make sure that this is where your market is.
6. Website. Nowadays, those who are not on the internet miss endless opportunities, which is not your case. Make a website for your company, the size of it is no pretext. If your competition does not have it, today that is an advantage since you will be the first to be present. Remember to develop it thinking of your market, not your tastes.
7. Become a recognized authority. Of course, you must first be an expert in what you do. Now, what you should do is let everyone else know about it, share knowledge and experiences, through different means both offline and online.
Some of them can be: conferences, workshops, and webinars; Social networks are essential at this point, the best today: LinkedIn, Twitter, Facebook, Pinterest, YouTube, and Google Plus, you must choose those that meet the objectives you are looking for your business and in which your target market is.
8. Call to Action. (Calls for Action) These should not be missing in any promotional activity you do offline and online. And they refer to openly motivating the execution of a certain action either on your website, social networks, emails, or even in your flyers or advertisements. It is the famous “click here”, “Buy now”, “Download”, “Call and Reserve”, etc.
There are many and with different objectives, but all of them send you, in the case of being online, to a landing page where you collect their data. And in the case that they are traditional tools, they motivate more to call or visit in exchange for a discount or immediate promotion.
Don’t be afraid to use this tool, define the objective you are looking for and give it the style that your business requires, but don’t stop using them.
9. Subscriptions and Email Marketing. A website that is not prepared to collect leads, that is, emails, from its visitors, makes a nice electronic brochure. Your site must invite the subscription, be it a blog, a newsletter, or to download a certain incentive such as an ebook, course, video, etc. What you need is a strategy to obtain the email of your visitors.
Once you obtain it, the next step is to work with that Database and generate segmented pre-sale and sale campaigns. And the keyword here is “segmented “, it is not about sending information massively, it is about studying and analyzing your base, determining what type of prospects you have, who they really are, where they are in the buying process, etc. And to develop a different campaign for each niche.
The email marketing is a powerful strategy that generates many results when used correctly, ie with a database opt-in (permission) and when we personalize our campaigns
10. Telemarketing. Finally a traditional tactic, but no less efficient when we know how to use it. First of all … cold calls are fatal, don’t do them. With so much sales information from large companies and the increase in criminal incidents, people are a little fearful and suspicious, right? So an effective telemarketing campaign must start after a previous contact, either via email, post, or personal. There must be a precedent to any call, a solid pretext for making it.
The next important point in an effective telemarketing campaign is that your database is optimized, that is, that the data is correct, current and already validated. Do not waste time.
Finally, a good script is always essential to do a good telemarketing job.
Don’t be embarrassed by calling to sell, what a shame to call without a compelling reason, without an action that precedes the call.