photo credit: mellomango

When you decide to make a purchase whether that purchase is for a product or service in most cases something triggers you to make that decision.  I’ll bet you’ve never thought about that in relation to how you sell your services, but you should.  Let’s work through how you can increase your sales based on how your potential clients buy.

A buyer will not buy until they’re ready to buy.  The larger the investment the more important buyer readiness becomes.  No amount of intense pressure from a sales person, manipulative language, or coercion is going to get you to make an important investment you aren’t ready to make.  In fact, the more you experience these sleazy sales practices the more likely you are to walk away.

Have you ever noticed how when you have a particular problem or challenge all of a sudden you begin receiving communications about those problems and challenges?  You never noticed them before, but now they seem to be everywhere.  And because you have that problem or challenge you start paying attention.  Did you ever wonder how those smart marketers managed to be in the right place at the right time?  What if you could be one of those smart marketers?

What events or situations lead to the problem or challenge that triggers your potential clients to need your services?  Have you noticed when you first become aware of a problem or challenge it’s the warning symptoms that get your attention first?  What are the warning symptoms a potential client might experience before they become fully aware of their need for your services?

When a potential client has a problem that requires your services is there another problem that comes before, after, or with it?  What is that problem, and what are the warning signals associated with it.

Who would they turn to for help with that problem?  Is there a way to partner with the other business and share leads between you?

How can you use your knowledge and understanding of the problem to position yourself in front of the people who need you the most at the right time?  Go through the buying thought process.

• I wonder if this is a problem

• Who should I go to with this problem

• Is this the real problem or a symptom of something bigger

• Who can I trust to help me with this problem

• Where do I find them

• How do I contact them

And position yourself to be in the right place at the right time to increase sales and help the right people find you.

This entry was posted on Friday, May 30th, 2008 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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