1. Word-of-Mouth Works Wonders
If existing customers recommend your service to friends, colleagues and associates, you stand a great chance of getting new business. This is a great way of marketing, as it involves no cost to you and the new business you get is likely to be a warm and long-lasting relationship. Consider offering incentives to existing customers if they can drum up new business.
2. Put yourself in your customers’ shoes
Focus all of your efforts on emphasizing the benefits of your product, (for example, if you make tennis rackets, highlight how yours can help hit the ball harder), rather than highlighting obvious points, such as product features.
3. Be Crystal Clear
You should be able to get any benefits across about your product in 30 seconds or less, so think carefully about your choice of words and how to deliver them with the most impact.
4. ‘New’ and ‘Free’ Are Words That Sell
Include these as often as possible, within reason. People are often wary when it comes to new products or services, so offering a trial period or money-back guarantees can help to reassure potential customers.
5. Track It
If you can track your responses to each marketing effort, you can judge a campaign’s effectiveness. Keep track of the number of callers (using a unique phone number is a good way to do this), hits to your website (landing pages are another good way to track results), and your close ratio on those leads.
6. Testimonials Are Gold
Testimonials are like gold. Whenever anyone says anything positive about our product or service, ask if they would mind providing an endorsement for you. The more testimonials you put together, the more confident your prospective customers will be of the service you are delivering.
7. Say What Makes You Different
Define your unique selling points (USPs). This could be anything from price packages, hours, a secret sauce…you decide what makes you unique.
8. Attract Customers with Incentives
Too many businesses miss out on sales because the prospect has no reason to act immediately. Offer customers an incentive to sign up straight away, for example via a discount or free product. Whatever you’re selling, always remember to include a time-close or deadline, and state it clearly.
9. Act on Feedback
No one knows more about what your customers think than your customers themselves. Take on board as much feedback as possible about your product, and take every opportunity to ask customers what they think about your product. Make sure you act on feedback (both positive and negative).
10. Know When to Follow-up
Whenever a conversation takes place or you get a new lead, set a date for a follow-up, even if it’s six months away. If you’ve made the effort to make initial contact with a customer and even sent information, it’s criminal to miss out on the sale because you didn’t follow-up at the opportune time. The best salespeople are those that follow-up religiously.