The only true test of effective marketing is whether it produced a profit.
For many new business owners, the most trying and nerve-wracking part of producing a profit is convincing the Prospect to buy what you are offering. This process is made even more challenging by the existence of successful and experienced competitors.
Very few of us enjoy going out without any previous knowledge to knock on doors until someone says yes. This approach usually results in more no's than most of us can stand.
How do we avoid such mass rejection?
By carefully creating a plan to sell, just as we planned what legal form our business would take or where we would locate. We must focus first and foremost on the fact that selling is a game of numbers – even the best salespeople rarely exceed one sale for every five sales calls. The constant need to find, approach and persuade new sales prospects can wear you out if you have not developed a plan in advance.
Become A Problem Solver
The difference between successful sellers and mediocre sellers is often not a major difference in approach but instead a significant difference in attitude. The best salespeople see themselves not as hucksters but as problem-solvers. Their challenge on each sales call is to determine the customer’s problem or need and convincingly offer a solution. You really won’t convince most people to buy anything that doesn’t present a clear benefit to them.
Author: Jeff Williams
Copyright 2009 StartupNation, LLC
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