Do you ever worry that you sound too pushy or salesy when trying to convert a potential client into a paying client?
Don’t be afraid to admit it …
It’s one of the biggest fears that many small business owners share so if this is you, you’re certainly not alone.
The fear of sounding salesy and pushy is very real. However, there are many ways that you can gain new clients and customers without being pushy.
Nobody wants to buy from an annoying salesperson, so you want to make sure you are approaching your potential clients with a connection. You want them to connect to you, your services, or your products.
The following are 5 top ways to get more customers without being pushy.
1. Focus on solving your potential customer’s problems rather than on you and your product/service.
Unless you are the owner, nobody cares about your company. Perhaps not nobody, but pretty close to it. This may sound harsh, but it is true. At least when it comes to your customers. If they are coming to your business it is generally because of what it can offer them.
People care about finding answers to their problems. They will find a company that shows they can do this. Unfortunately, most small business owners make this mistake over and over again. They are so excited about the potential new customer that they jump right in with the sales pitch.
Instead, take time to find out what pain points and problems your potential customer is facing. This approach may take a bit more time than simply making a sales pitch, but you will be able to explain your product or service in a way that shows it solves that person’s problem.
They will be much more likely to purchase from you if they know what they are spending their money on will really help them.
2. Tell a story.
Everyone likes a good story. You can truly make an impact with your potential customer by telling your story. You are most likely in the business you are because you once had a need, desire, or interest in the services and products you are now selling. (You may even still have those needs, desires and interests…if not, you may want to rekindle that flame.)
Telling a story also allows your potential client to make a connection with you or your service. They will get to know more about you and see how your service or product can really help them solve their problem.
3. Connect with your audience and show that you genuinely care about them and in helping them.
People buy from people they can trust. Building a connection with your potential customer will help them trust you more and believe that you genuinely care about helping them.
There are many ways to connect with your potential customer – you can share your story, ask them questions, and allow them to feel as though they are the only one in the world at the moment they are speaking or working with you.
Finding out what will help them the best will show that you care about them and are not going to simply offer your newest, shiniest product or service.
4. Where possible, let your potential customers talk more than you do.
You can cut back on a lot of the pushiness by letting your potential customer do the talking. You will find that this approach is much easier for both you and your prospect.
As they talk, ask them questions. You will find out more information about them so you can honestly offer them the best solution You will have more wins for you.
You do want to be careful about the questions you ask, though. Make sure you are asking open ended questions so they can give you a complete response rather than a quick and simple yes or no.
Getting your prospect to talk more will also let you know if you and your product/service are the best option for them. If not, tell them. They’ll appreciate your honesty and possibly become a potential reference for their friends who do fit your service.
5. Give great service, focus on building relationships with your customers (yes, even after the sale) and then to recommend you to their friends.
Always provide what you promised and a little more. That little bit more can be a huge difference between a good service and a great service. The little more can simply be showing that you want to build a relationship with them.
Having a client who feels they can trust you to solve their problems will help you serve them better and get even more customers. After you have solved the problem for your customer, ask them to recommend you and write a testimonial. Then, continue the relationship. You can help them find the next product for their next problem or keep updated on their success after they have used your product.
Building a genuine connection with your client will help prevent you coming across as pushy. You want them to have a connection with you or your product/service. Using the five methods above will give you ultimate selling power without being salesy.