Having clear customer targets will help you win.
Step 4: Enhancing Sales Revenue within 90 Days
Know your customers better than they know themselves.
Hi, friends,
This is our Step 4. Our topic is: Understanding your prospects better than they understand themselves!
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Let me emphasize this once again: this article is specifically designed for sales professionals who are eager to enhance their in-person selling abilities, build immediate connections with clients, and foster sales relationships based on trust. By following the tips outlined here, you can greatly elevate your sales performance and achieve remarkable results. If you’re looking for a convenient way to access all 30 steps in one PDF file, you’ve come to the perfect place. By subscribing now, you can receive the PDF directly in your inbox.
Let’s look at Step 4 and find out what you need to focus on.
- Find out your customer profile. Are they middle-class working families, high-income bracket single professionals, or retirees? You are actually finding the “WHO” as your customers. This task can be easily completed by reviewing your sales records. If you are a startup, you need to identify your potential target audience and treat them as your current clientele.
- What is the most frequent form of communication that you use to reach out to them? Do you primarily use text-based communication such as email and text messages, or do you prefer verbal-based communication like phone calls and video calls?
- What is your unique selling point? In other words, what sets you apart? For instance, being a mother who is also a marathon runner while working as a family physician. Another example is being a self-taught watercolor artist and a sales coach. Simply put, what sets you apart from the crowd? It’s that unique quality that makes you stand out and leaves a lasting impression on people.
DON’T for Step 4:
- What do my prospects and clients want? What do they dislike the most? For example, if your clientele consists of middle-class working families, they most likely want to purchase properties in affordable, safe, and clean neighborhoods. What they want to avoid the most is a dirty and unsafe environment, as it poses a threat to the upbringing of their children. Your job is to uncover their wishes and identify what they want to avoid. Focusing on these two aspects will be sufficient to achieve the desired outcome for now.
- Is your communication skills (both verbal and non-verbal) aligned with those of my clients? For instance, if your clients prefer to use tech slogans and you don’t incorporate any when speaking with them, it may be necessary to reassess your approach. It’s important to keep track of all interactions and progress made with your clients, ensuring you stay organized and maintain a clear understanding of the steps taken. What is their preferred style of communication? Do they use a casual tone and prefer to use short forms while texting, or do they prefer to use full words? It is important to find this out and keep a record of it for future reference.
- Back to Step 2: Are you spending time on non-goal-related activities? What can you do to minimize it? Once again, we need to be laser-focused at this stage. Keep track of and identify your time-spending habits. Make modifications and implement them.
DO’s for Step 4:
- Clearly define your customer profile, also known as your target audience (WHO). As mentioned earlier, it is important to identify the majority of your clients’ backgrounds, especially if you already have existing clients. Focus on one particular group to better cater to their needs. For example, a middle-class family with dual incomes. It is important to be as specific as possible to avoid potential problems in the future. Being too general can create complications down the line. We need to keep it at bay.
- List your soft and technical skills. What are my top soft and technical skills? It can be a way to establish rapport and my proficiency in using Microsoft Office. Please think about it. Make a list and prioritize it. If you can’t think of everything, just write down what you believe is the most appropriate. We will fine-tune it.
- In one sentence, summarize your WHO and skills as clearly and concisely as possible, similar to a book title that captures your unique selling point. For example, I am a sales coach who specializes in helping sales professionals revive their sales revenue in just 180 days.
Just a friendly reminder: when you subscribe today, you will receive a free training kit. It consists of 30 steps and is in PDF format, making it convenient for you to carry it anywhere. The training kit covers three major elements: (1) In-Person Communication Do’s and Don’ts (2) Why do the same strategies fail to work on different people?(3) Do you have an Unique Selling Proposition (USP)? Take action now and subscribe to stay one step ahead of the game!
Thank you for reading and subscribing.
Your trusted sales coach, Eyleen Lee.
