Stop me if you've heard this one.
- Knock, knock.
- Who's there?
- It's 2020.
- It's 2020 who?
- It's 2020. We have cars that drive themselves and houses we can have conversations with. Why are you still using dusty, old sales tactics?
We're in the future, you guys. It's happening all around us and it's changing every aspect of our lives, both personal and professional. Our parents are Zooming. Our kids and our slightly more adventurous friends are Tikking and Tokking. Our dogs have cameras with speakers so we can talk to them when we're not home. The future is everywhere and it's time to make sure you're bringing it into your sales game.
That means abandoning the sales techniques of the Mad Men. Your father's and your grandfather's tried and true sales tactics worked for them in their time and place, which means you've got to have your own strategies for the here and now. Here are 6 sales tactics that we suggest leaving in the past if you want your business to stay relevant.
1. GET IN LOSERS, WE'RE GOING VIRTUAL
The days of knocking on doors and shaking hands to make first contact are gone. Of course there's nothing wrong with that personal connection, in fact, every client demands and deserves personal connection, but we've taken sales calls to the virtual level, and it's not just because of COVID. Making virtual first contact with a potential clients eliminates the cost and time constraints of travel and gives you endless opportunities that face-to-face meetings could never compete with.
2. ONE SIZE FITS ALL SALES APPROACH
Customization sells. PERIOD. Clients want a sales approach specific to their business and their brand. Back in the day, most companies had a hard and fast pitch that they wouldn't stray from. And we get it. Your business and your products are amazing, but make sure when you're pitching, you're highlighting exactly why they'd be amazing for each specific client. Prospects can smell a canned pitch from a mile away now. You need to work every call to fit the clients brand or you're out.
3. SEE BEYOND LANDING THE CLIENT
You want to pay individualized attention to each client, but don't underestimate the power of the network because your reputation is your calling card and it lasts for a long time. Every client becomes a contact, with contacts. This means you're continually bringing your A game because a sale can lead to more sales. Each client should be treated like a delicate seed, who, when planted and growing, can give you fruit to eat from for the long term.
4. LISTEN TO ME, DON'T TELL ME
You can't roll in to a boardroom ready to tell people what to think and feel anymore. That's the quickest way to dry up a sale. People want you to let them make their own decision about you and your product. So instead of going in like a wrecking ball and f*cking sh*t up, you need to float in like a sponge and soak up your clients questions, needs, comments and concerns in order to really seal the deal.
5. SOCIAL ONLY WORKS WHEN YOU DO
Up until the last decade or so, people weren't using social media as a way to do business and although it's proven to be an incredibly effective way to market, you have to be really be in it to win it. You have to do more than just exist on your platforms. Simply having a profile with your website link isn't going to get you anywhere. You need to stay on the pulse of what's happening and continually create relevant content that brings added value to your followers or you may as well go back to MySpace.
6. THINKING AN OLD DOG CAN'T LEARN NEW TRICKS
The future is scary. Technology is overwhelming. We're right there with you on this one. But if you want to ride the wave, you need a board. You can't stay on top if you're using outdated processes and services that can no longer compete with what's dominating the industry. Like Career Agent Concepts teaches insurance agents how to target market their agency to get leads on social media, there are tons of other platforms available to keep you up on your board and riding that wave to shore.
The world is changing and so are the people in it. There is plenty to be said for the "if it ain't broke, don't fix it" mode of selling. But you have to be willing to adapt to the changes and advances surrounding sales opportunities if you're going to be able to compete with the masses.