I have been doing door to door sales for the business I started. I get interested customers but they don’t buy from me. My pricing is fair and I am aware of the competition. What can I do?
Well, you are not doing anything wrong. I appreciate you have a sales plan as well as the pricing you have set, knowing the competition and not pricing yourself too low. If you are getting interested customers, but not getting sales, that means you are missing a final touch, closing. How do you close a deal with an interested customer?
The first step in deciding the strategy for sales is to identify the customers and anticipate customer behavior. Customer behavior is a broad term that includes the study of the psychology of a customer, his reaction when you approach him for sales, and similar traits, particularly objections to buying. If you get a hold on that, it would be more likely that your interested customers make a final purchase. For that, there are three ways:
1) You would gain an understanding of that over time, such as through interviewing past customers.
2) You analyze the customer building and sales cycle strategies of your competitors, and then implement them for your business. A bitter truth to that is, while a part of those strategies may be visible, the rest is obviously a secret in most cases.
3) You seek the advice of an industry expert. Which, with this question, is what you’re doing now.
Here are a few tips that may help you increase sales.
1) Promise less, deliver more. Don’t take all the air out of your claims, but keep them realistic.
2) If possible, initially offer something as a sample for free, as a lead-in.
3) Make the customer feel special. That doesn’t just mean being nice, but also showing you understand their concerns and objections to buying and will take them seriously.
4) Relate the product to them, and focus the conversation on problems of theirs that the product will fix.
Anyone can learn to sell, to describe the benefits of buying a product. The stuff above falls under closing, the psychological tools and mental frame running beneath the logical, selling portion. It’s the human touch of closing that makes the customer feel 100% at ease with buying from you.
Depending upon your business and product, I can suggest more. I would appreciate it if you would leave me a reply for more information on that. Since sales is a number game, and you can make the numbers work in your favor by going after the right kind of people for your offer, and being a friendly and effective salesperson.
My post: “5 Deep-Seated Customer Doubts That Kill Your Sales (And How to Erase Them)“, would give you more information relevant to #3, I have discussed above. As this answer is getting long, I would recommend you read that.
To conclude, here’s a quote for you: “It is not your customer’s job to remember you. It is your responsibility to be memorable.”