SALES & MARKETING: 10 Sales Improvement Tips

10 Sales Improvement Tips...

1. Listen. Good salespeople get to the root of the problem and/or need. Many times, if you listen well to your client and encourage them to tell you more or to tell you everything they don't like about their landscape, you can uncover all kinds of other potential jobs to perform.

2. Sell the result, not the feature. For a lawn care company, the fact that your fertilizer ratio is 32-5-10 means little or nothing to most clients. But an incredible, healthy weed-free lawn does appeal to the prospect.

3. Take the prospect's point of view. Put yourself in the client's shoes and speak to their needs. It doesn't matter what you think; that matters what your client thinks.

4. Keep in contact with "old" clients. They bought from you in the past and will buy from you again if you ask. Ways to keep in contact: Do a newsletter, call them, e-mail them, stop by and inspect their landscape or send them a note.

5. Deliver as promised. Good salespeople don't stop selling once the sale is made. They stay on top of things to make sure they are done exactly as promised.

6. Take the consultative approach. Sales professionals who always have their clients' best interests in mind will do better than those who don't.

7. Show your clients what's possible. Even though your client might have said they only want to spend $5,000 on new landscaping, show them what they can do for $10,000. Always be respectful of their budgets, but there's nothing wrong with showing them the landscaping for $5,000 and some night lighting, and a water garden for another $5,000. How many french fries do you think fast food restaurants sell just by asking? This is frequently referred to as suggestive selling and it works.

8. Ask your clients for referrals. People who were good clients for you probably have friends, family and neighbors who could also be clients. Tell your clients this: "We consider a referral the ultimate compliment. If you ever know someone who could benefit from our services, would you please send them our way?" Then, if they do send you someone, make sure you send the a thank-you note or a small, special gift, if that's appropriate.

9. Send clients unsolicited proposals. This one really works well for most companies. If your staff is slow, instruct them to go through their "proposal pending" files. These are the files every salesperson should keep that have copies of proposals you did not sell. Take them out, put a fresh date on them and resend them to your prospects and clients with a note that reminds them you'd still like to work with them.

10. Lastly, don't try any tricks or high-pressure tactics. There's nothing wrong with creating a sense of urgency or by reminding clients spring is your busiest time of the year and if they want their work done before July, they'd better let you know. However, telling them they have to sign a contract right there on the spot or the price goes up tomorrow is silly and will cost you sales in the long run.