Crossing the Finish Line
If you cringe at the sound of the words, "closing the sale," you are not alone. Many small business owners or solo-preneurs don't like to think about closing the sale because they don't like to think of themselves as salespeople.
Sales has earned a tarnished reputation due to the snake oil sales tactics of a small percentage of the selling population. As a result, the minority has managed to ruin a perfectly good, and highly lucrative, profession in the minds of the majority.
So whether you like to think of yourself as being in sales or not, the truth is that everyone is in sales. Allow me to illustrate: Ever been out on a date? Ever been married? These are two of the greatest sales pitches of all time. Rather than fight or deny the notion that you are in sales, you'll do well to find a way to get comfortable with it.
In fact, it seems that we are hard wired with the gift of persuasion and begin putting the skill to use at a very early age. If you are a parent who has ever spent the day at a theme park, zoo, beach, playground or restaurant with an overgrown rodent for a mascot, against your will and better judgment, then you know exactly what I mean.
From a business owner's perspective, closing the sale is part of the marketing cycle. It is the final step and the only part of the process that causes money to flow into instead of out of your checkbook. A truly effective and well constructed marketing cycle will set the stage for a natural flow to the finish.
If your marketing efforts aren't yielding the rate of conversion from prospect to client that you'd like, then you may want to revisit the steps of your marketing process to see what's missing.
1. Are you taking the time to build a relationship before asking for the sale? People buy from people or companies they like (possible exception being Wal~Mart.)
- Do your prospects know you?
- Do you know them?
- Do you show them as well as tell them that you care about what is important to them?
2. Are you giving before you ask to receive?
- Do you publish a complimentary e-zine or newsletter with helpful tips and information?
- Do you offer incentives for loyalty or referrals?
3. How's your follow up?
- Do you keep in touch with past clients?
- Are you sporadic with your communication? Consistency communicates stability and reliability and is comforting. That's part of why franchise and chain restaurants do so well. People know exactly what to expect.
So, if you want to enjoy more closed sales without feeling like a salesperson; take a fearless inventory of your marketing cycle. Chances are you'll uncover one or two places where you could improve the process and enrich both your business and the lives of those you serve.
Gaps sales slump again - Bizjournals.com
RTT News Gaps sales slump again Bizjournals.com, NC - Clothing seller Gap Inc. reported a 5 percent drop in sales in August, and an 8 percent drop in same store sales . Same store sales , an important measure of ... Gap August comparable sales down 8%; total sales down 5% Gap Inc. Reports August Sales Down 5 Percent; Comparable Store ... MOST E-MAILEDSector Snap: Automakers dip after sales report - Forbes
Washington Post Sector Snap: Automakers dip after sales report Forbes, NY - Overall, US sales fell 15.5 percent compared with August of last year but rose 10 percent from July's dismal figures, according to Autodata Corp. ... Sales Decline 20%, but GM Sees a Bright Spot US Aug. auto sales fall; some say worst may be over Canadian car, light truck sales fall -Many US retailers report sluggish back-to-school sales - The Canadian Press
The Associated Press Many US retailers report sluggish back-to-school sales The Canadian Press, NEW YORK - NEW YORK Many of the America's retailers struggled with a sluggish back-to-school season, though Wal-Mart posted higher August sales Thursday as shoppers ... Wal-Mart, Discounters Lead Way In Tepid Month of Same-Store Sales Wal-Mart sales beat expectations Wal-Mart same-store sales better than expected -