How many home based entrepreneurs do you know, and not only home business owners, but actually any business owner that would like to increase their sales, but they are stuck and don’t know what to do to be able to do that?
In this short blog post you will learn how to find out who your perfect audience is and how to sell more to them without any scripts or magic.
There are many different ways to increase sales in your home business. These two, in my opinion, are just very simple but important at the same time, and they should be mandatory to follow for everyone who is stuck and still looking for any ways in general to increase sales.
1. Know Your Audience
The one of the most important thing when you are marketing your business is that you know exactly who your audience is. Who is that specific person in that specific market that is already looking for and want exactly what you have.
Many people they have figured out that they need to build an email list, and many of them have been shown how to build a list. But a lot of email marketers still struggle because they don’t know who their audience is and even what market they should be making offers and selling to.
There is a saying that, “You can’t sell a steak to a vegetarian” and it is true. You can have most amazing product or offer in the world but if you’re trying to present it or sell it to somebody who doesn’t care about it or doesn’t need it, you will never make a sale.
When you’re identifying your perfect audience for your specific product or service, try to focus on just one person and don’t worry about the big group that will eventually be buying from you. This is very important. Try to picture just one persona, male or female, with specific name, age, job title, etc. Go as deep as you can, the more specific the better.
In the marketing world, we refer to this process as creating your Avatar. I’m not going to go to specific details here in this training about how to create your avatar, but what I’m getting at is that you need to know your perfect audience member.
Once you know your target audience and you know exactly who to market your product or service to, you need to find out what your customer’s needs, desires, pain and frustrations are. Which brings me to point number 2 for this training.
2. Understand Your Customer’s Needs And Desires
I read this book last year called “The Entrepreneur Rollercoaster” by Darren Hardy, and if you haven’t read it yet I highly recommend it. It’s a truly amazing book with lots of value. As a home business owner or if you would like start your own business, like Darren Hardy says on the front page of this book; “Think you don’t have the time, money or experience to start your own business? Then read this book”.
Anyway, there’s a section in one chapter which is called, “Sell like John Lennon”. This talks about a real estate agent that was selling apartments in a luxury high rise community in South Beach, Miami. There were 300 other agents selling in the same area, and he was outselling all of them by many many times.
When he started out he was sharing his office with 4 other real estate agents, and they juts took turns with customers coming in. So basically they all had the same amount of prospects to work with. Each one of the other four agents would close a deal once every three to four months, and these were big sales meaning that they do not happen every day.
But John Lennon was closing a deal every single day, meaning he was closing about 30 multi-million dollar deals every month. Imagine that. So when John was asked how is this possible when everyone has the same amount of leads, the same territory, and even the same apartment units and the results are completely different, he said; “I don’t sell what they sell”. He admitted that they all sell same buildings and units, but at the same time he said, “I sell something different for every different person”.
He shared that one day he sold $4 million dollar parking space, $2.8 million dollar spa and gym access, and a $6 million dollar closet… and they each came with an apartment included. He went on to explain that in each case he discovered what was most important thing to each client. The parking space for example; the buyer had vintage cars and a bad experience with a previous building. John spent an hour explaining the security, safety, and cleanliness of the underground parking and the buyer, he said, “The buyer could not write a check fast enough”.
The point here is that, you can ask the right questions, listen to the answers and find out what is your customer’s uppermost desire, need, pain or frustration. Then you can connect them to the solution, help them with whatever they need, and give them whatever they want by providing this solution to them. By the time it comes to selling anything, the actual sale already happened and they already bought whatever you are selling, because you have provided that value to them. Meaning you will succeed!
If you take this approach and use these 2 ways to increase sales in your business that I’ve just shared with you (and you don’t even have to be an expert sales person to do that), you should see a big increase in your sales success. So there you go; 2 ways to increase sales in your home business.
Thanks to Dalibor Taticek for his video below, being the source material for this article.