A first impression, whether you know it or not is as much a part of the sales process as signing a contract. It's important to have a strategic and effective sales strategy of course, but we get so caught up with the strategy that we forget the easiest ways to make a sale. Well, we are here to remind you. Here are the 5 simple ways to accelerate the sales process for your field service business.
Dress the part
As I've said, first impressions are of the utmost importance. Even though field service workers aren't dressed in a suit and tie, it doesn't mean that your sales team can't dress the part. The truth is that showing up is half the battle, but the other half is looking and acting professional, and both are equally important. This simple step can make a person feel comfortable with you right from the get-go, thus they will be more likely to buy from you.
Relax
The environment you create with your demeanor is just as important as anything else. If you're relaxed, your customer will be relaxed. If however you lunge at them like a car dealer, they probably will be less inclined to continue a conversation with you. If a client knows what they want, they will communicate that to you, no need to be pushy.
Pay Attention
Pay close attention to your customers' needs. Sometimes they don't know what they are looking for, in that case feel free to bombard them with options and suggestions; but don't get caught up. Listening is a skill that is far too often over looked; especially in business. Pay close attention to their body language as well, if they aren't interested it will show. The most important aspect of the sales process is that your customer feel comfortable and not overwhelmed.
Do your research
Taking time to do a little research will save you loads of time and headaches along the sales process. Know who you are selling to, the only way to do that is to research your audience and find out who they are. Research includes sitting and reading popular articles on your target demographic, joining peer groups and anything else that will educate you on your particular audience.
Listen to your team
I happen to believe that your employees are your most prized asset, you trust them with your business and your customers, so why not go to them for advice. depending on your company, there will be positions that touch your prospects and customers more than others, use these people as reference to both research and sell to your audience.
Find the right channels for your audience
If you know that only a small portion of your customers use Facebook, don't waste your time on it. Don't get me wrong, I think utilizing every platform to build your customer-base is great, but don't spend your time on Facebook if your customers are old school emailers. When producing content, pick your topics carefully to appeal to the different members of your audience and keep in mind their stage of the buying process.
The sales process is complicated enough, keep it simple with these 5 steps and grow your business!
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