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Best Practices For Gaining New Business

Our team has outlined 10 tips, tricks, and best practices for sales and gaining new business.

  1. Don’t Hear; Listen: Most times, your prospective client will clue you in on exactly what they need.  It is important that you listen to what they are saying and look beyond your immediate scope to identify your prospective client’s true underlying needs.
  2. The Oversell: There is a fine line between being a good salesperson, and a pushy, obnoxious salesperson.  Ensure that you are providing exactly what your client needs, and not what YOU need. We understand the pressure that surrounds sales, but making a prospective client feel like they are not being heard can be the death of a sale.
  3. Preparation Is Key: Regardless of what you are trying to sell, make sure that you are 110% prepared.  Write down every question that you think your prospective client will ask, and then write down a few more.  Being able to coherently handle your customer’s questions and objections will create confidence in your product or service.
  4. Be A Resource: In any type of business, you need to establish a relationship. Become an information resource and educate your prospective clients. If you or your business is viewed as a viable resource, word will spread and networking opportunities will become available. The sales will come.
  5. Close The Sale: Once you have provided information to your prospective client, and have built a foundation of trust, the next logical step is to close the deal. Often times, a salesperson can appear overbearing or pushy during this step. While you don’t want the client to push your contract to the bottom of the pile, you also don’t want to get to the point of harassment. They are likely to walk away and not look back if this is the feeling you give.
  6. Stay On Topic: Don’t veer too far off the main objective.  While it is important to build a relationship with your prospective client, stay away from a lot of off-topic chatter.  Remember that you are there to fill a need, and the client is there to find a solution.
  7. Know Your Client: This will help foster a strong relationship and will generate confidence in your product or service.  If you effectively qualify your lead and know exactly what they are trying to achieve, you are more likely to close the sale.
  8. Never Judge A Book By Its Cover: Never prejudge a prospective client.  Often times your behavior and the way you speak can change based on predisposed misconceptions. The same holds true for selling to a business. If you make an assumption about their needs and goals, you may miss the mark completely.
  9. Push The Envelope: Often times a salesperson will hear something along the lines of it’s just not a good time right now. The key words here are “right now”. This indicates that there is possibility down the road. Don’t give them the opportunity to forget about you. Send a thank you card for their time with your business card.

10. New Business: Once you get “comfortable”, or feel there are enough clients to keep you afloat, that’s when you let down your guard and something happens. Maybe you lose a big account, and you don’t have any immediate prospects. Now what?

If you found this to be of use for your team, contact us today so that we can help further your strategy!

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Tags: Advertising, Auto, Automotive, Best, Business, Marketing, New, Practices, Strategy

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