As a business owner, it’s important to develop a sales presentation to sell your product or services. When people tend to think about salespeople, the general idea evokes feelings of being pushed or manipulated to buy excessively. There is a negative connotation associated with sales, but it’s something we must do to generate income for our businesses. People, including you and I, want to make our own decisions and not end up feeling taken advantage of. And that’s where the sales alternative method comes in.
Technique 1: The Elevator Pitch
This is where you basically have anywhere from 30 to 45 seconds to capture a potential customer’s attention by giving a brief overview of what your company does in a way that is relevant to their needs and causes them to take action.
Action: Create an ideal customer in mind and know exactly what it is you have to offer them.
Technique 2: Educate Others on Your Product or Service
Know your product or service inside and out. You should be able to educate potential customers on what your product or service is, and what it does or does not do. When you buy detergent, are you expecting it to wash your hair or your clothes? The manufacturer is specific with its labeling and instructions to avoid costly mistakes and provide the consumer with knowledge about the product.
Action: Be specific as possible on what your product or service offers.
Technique 3: Provide Valuable Information
As a business owner, you have to think from the customer’s perspective on how your product or service will benefit them. One thing to remember is that although you have a product or service to offer, your main business is people. And people are only interested in what’s in it for them. So when you provide valuable information about your product or service, let them know that you understand their needs by explaining how your product or service will help them.
Action: List out the benefits of your product or service.
Technique 4: Solve the Customer’s Problem
You may have held a potential customer’s attention during your elevator pitch, kudos to you. But you will have to go beyond that and actually capture a sale. The simplest way is to let the prospect know how your product or service will solve their particular problem. Once you get that across, you can ask for their business.
Action: List out potential problems your product or service will solve and give testimonials if you have them.
As you see, the methods to landing customers are by being able to articulate what it is you have to offer. Use proven alternative methods to sales: Be knowledgeable about your product or service, share information that is beneficial, and explain how your business can help solve prospects problems.