People say to me, Maria, I am creating brochures and I am meeting people. I am telling people about my business and I just don't seem to be getting anywhere. Do you have any suggestions? When I say to them, "have you asked them to buy your product or service?" I quite often get a blank stare back at me. "Ask " You mean I should ask. Yes, this is a very important part of doing business, and many people have lost sales that they would have received if they had only asked for the sale. This is called, the close. Some people have said, "But what if they say no?" So what, the odds are in business that you will have more no's than yes's. You see, the more that I have studied marketing, the more I see how true that is. Just consider the no's practice on your way to a yes. Some of the most successful marketers out there state that a 10% conversion is good. That means 90% were either not interested or were unable to purchase at this time due to a large variety of reasons. A no doesn't mean the end of the world or the end of your business, it just means at this moment they are not interested. And, ask yourself, how many sales do you believe that you will get if you don't ask. Not asking is considered the same as leaving money on the table. Sometimes it means, you just haven't shown them a benefit that they can relate to. I have seen examples of people who have changed just a word or two on their web copy and then the sales started pouring in. If you need to learn how to ask for the sale, there are many books written on the importance of asking and many considered it one of the success secrets in business. There are countless articles, books and courses on closing a sale and if you havent read any of them, I would highly recommend that you do. They go into detail on the early close, the trial close and the final close. As well, I have seen different names given to different styles. Sadly, the reality is, many people have a sales phobia and would rather socialize at networking event and hope someone will come up and buy their product or service. And believe it or not, other people may think yes it is a good product but you are apparently just showing me today. So, if the word sales drives you into a frenzy then start by reading, "The Aladdin Factor" by Jack Canfield and Mark Victor Hansen. It is a book on how to ask for and get what you want in every area of your life. And, has in it a formula for overcoming the seven most common "asking fears" It is important to remember that no matter what business you are in, you are always selling yourself, product and or service and knowing how to do it well will assist and help your clients. When you have a valuable product or service that improves people's lives, consider it your obligation to let them know that it exists. You will feel more confident than approaching them as though you are a pest. Just remember, it's your job to ask and it's ok if they say no. Smile and go on to the person just waiting for your arrival. |
