by Melanie Spring, Sisarina
Since I started my sales career almost 10 years ago by selling billboards, sales jobs have turned into marketing jobs. There are still a lot of 'sales representative' positions but most have converted to 'sales consultant' or 'marketing consultant' jobs that are setup to do exactly what they've always done but stop scaring people into feeling sold & allow them to feel helped.
Not everyone is built for a sales role and, as I've found in recent years, I was always trained to close the deal while it never fit my personality to do so. I'm a connector and a relationship builder. To me, it's not about the 'hurry up and close', it's about the longterm relationship I'm building. Once I found my style & honed it, I've realized that as much as I'm not a 'sales representative', I'm happily in a sales role that allows me to build lasting clients.
Based on everything I've learned in my 10+ years of sales and entrepreneurship, I've found these 5 truths in selling to fit your style.
1. Sell Yourself, Not Your Company
People buy from people, not companies. Your sales pitch will be totally different than someone else even if you're selling the same thing. Buying into the canned sales process will only lose potential customers. Find your own pitch and make sure it's yours. It should fit your personality, how you would speak and how you will take care of them. Making it about you instead of your company will allow them to connect with you & feel comfortable in the process.
2. Court Potential Clients
When a guy meets a girl, he doesn't just say "you're mine" and then it's happily ever after. He has to court her and show her that he's everything she needs. It's the same with sales. Find a way that you can show your potential client you are exactly what they need. Whatever you do, make it effortless on your part. Small steps, nothing overwhelming. My courting includes giving a potential client our internal Design Scope so they can start thinking about their project before they ever sign the contract. Giving a little gets you much more in the end.
3. Follow Up Uniquely
Sending a quick follow-up email is nice but everyone does that. This is still part of the courting process. If you really want a client, send them a postcard, thank you note, handwritten note on your stationery, anything that makes you stand out from the hundreds of emails they get every day. Can you send them a sample of something? Is there an article or conference you found out about that they might like? Show them you really care & stand out because of it.
4. Connect With Them Socially
This is where you do some leg work. Find your client on LinkedIn and/or Twitter and connect with them. Friending someone on Facebook should never be used in a sales capacity as that should be kept personal. Include a personal message on LinkedIn and thank them for the conversation. If you only follow them on Twitter, send them a public message thanking them for their time. Remember: Don't stalk your clients by connecting on everything.
5. Keep Them Hooked
Maybe you sold the client something, but maybe you didn't. Either way, use thank you cards and social media to keep them hooked. Go back to #3 and keep them on your list of people to send little notes to from time to time. If someone has a baby or gets married, send a card. Top-of-mind awareness is huge for relationship building. Keep it simple and easy but make sure to do it if you want their business or even their return business. Never just drop out of sight.
Sales isn't about selling anymore. Be real, be yourself and stop following everything sales trainers tell you to do. They're not you. Take the best tips you've ever learned and apply your personality for the best results. Happy selling!
