In order to ensure long term viability in your business, you have to always be increasing your sales. And to keep making that literal or proverbial cash register ring, you need to have your nose to the ground keeping up with what makes a prospect turn into a paying customer.
Whether it be in retail, ecommerce, or services; customers across all industries inherently make their buying decisions using similar base criterion.
Here are 3 of my top trends that will drive customers in (or out) your door for the rest of this year:
1. Recognize that when a customer contacts you, they’re already close to buying
They rarely need to be pressure-pitched about the product (features/benefits) because they’ve done their research already. Old-school sales tactics are all but gone in the information era, circa 2015. Take a look at this study on B2B sales as they relate to a customer’s buying mindset when contacting a company sales rep.
Outside the B2B world, well over 50% of consumers will research a product or service online before they enter a store or call your purchase hotline (side note: in ecommerce, many prospects will return to your landing and checkout page several times before deciding to pull the trigger.)
When they finally contact you, they already have their mind mostly made up. It’s not time to use out-dated pushy sales tactics and relentlessly hammer the features/benefits home them. What most customers are looking for is a friendly and informative ear, to get a sense of your after-sales service potential. Answer their questions, be nice – and leave the aggression/progression model to Wall Street investment bankers! Continue reading
Source: http://www.noobpreneur.com/ Retrieved from (http://www.noobpreneur.com/2015/05/27/top-marketing-and-sales-trends-to-watch-out-for-the-rest-of-this-year/)