Melvin Feller MA Illustrates Secrets in Increasing Your Sales
Melvin Feller MA Illustrates Secrets in Increasing Your Sales
Melvin Feller is known as “The Entrepreneur’s Mentor” because Melvin walks his talk. Melvin Feller has been there and done that and more importantly, Melvin Feller knows how to transfer the skill set for success. This is main reason that he has been the sought after coach to hundreds of small business owners, entrepreneurs, Realtors, Real estate investors and service professional internationally. Melvin Feller’s main talent is to show you how the step by step process to build and enjoy a successful 6-figure plus business while having a balanced life. Melvin Feller maintains an office in Texas. Melvin Feller is currently pursuing another graduate degree as an MBA.
I am illustrating how to increase your sales. How you go about increasing sales depends on your circumstances and how your business is performing. You might choose to focus on customers who’ve already bought from you, or you could try to win new customers in your local area, nationally or overseas.
The simplest way to increase your sales is to sell more of the products or services you’re selling at the moment to the customers who are already buying them. For most businesses this involves:
persuading one-off customers to become repeat customers
finding customers who’ve stopped buying from you and trying to win them back
selling more of the same products or services to your regular customers
By keeping a record of who your customers are and what you sold to them, you can work out who’s stopped buying from you, and who might consider buying more. Targeting these customers is often a cheaper and more effective way to increase sales than trying to find new ones.
All that time you’re spending learning sales techniques, rehearsing what you’re going to say during sales conversations and tweaking elevator pitches isn’t going to help you get better at selling.
Therefore, if you really want to increase sales? All you have to do is learn to listen more carefully.
Look, I’ll be honest. I used to hate sales conversations.
I would get flushed, sweat profusely and speak inaudibly. Then, I would majorly undercharge for my services because it seemed the people with whom I was speaking couldn’t afford them.
Part of the problem was that I was trying to sell to less-than-ideal clients.
But not listening attentively enough to my ideal prospective clients was also playing a major role in my inability to increase sales.
You don’t have to go through what I went through!
I Have Learned the Four Secret Ingredients for Increasing Sales
After I realized what was going on, I spent a great deal of time creating the right recipes for more successful sales conversations and then systematizing the underlying process.
The fact of the matter is that there’s no one-size-fits-all formula for selling.
Selling is a lot like cooking.
You’ve got to have the necessary ingredients and be willing to adapt them to the needs — the appetites — of your potential clients.
I am sharing these key ingredients so you can increase your sales — the easy way!
1. Listen Closely
You know the benefits clients get when teaming up with you, but to tip sales conversations in your favor, make sure you listen carefully to how prospects describe their needs and goals. Use their language when describing how you can satisfy these needs and achieve their objectives.
For instance, if you’re a copywriter, listen to how potential clients explain why they need help creating their sales pages. Then, when you’re closing the sale, incorporate some of these key words into your description of your services.
The great thing about this approach is that you don’t have to rely on formulaic scripts that make everyone feel awkward.
The conversation will flow — and your services will sound even more appealing — because you’re helping potential clients feel aligned with you and your expertise.
2. Demonstrate Value
One of the easiest ways to get people to say “yes” is to demonstrate how the value you create for them exceeds the cost of your services.
My best advice?
Focus on providing a solution — on being of service — instead of on selling yourself and your products.
Showing prospective clients how working with you helps them meet important business objectives makes it much easier for them to say “yes.”
Unfortunately, clients aren’t always clear what problems they want to be solved or what their objectives are. Your job is to help them get this clarity and understand the benefits of resolving these challenges and meeting these goals.
Only when you start asking questions and listening for bigger goals and objectives, can you see the bigger picture and demonstrate the value of your contribution.
Let’s say that a potential client told you that she wants to generate $10,000 from an online course and needs you to write a sales page for it.
Snap up this new customer by helping her see how investing just $1,000 in your copy writing services can quickly help her achieve this goal.
Have stats from previous clients? Share them!
3. Establish Trust
Listening also builds the trust necessary for closing sales.
Before they see you in action delivering the results you promised, all that new prospects have to rely on is your word. They buy your confidence and certainty that you are the one person who can help them.
To demonstrate your expertise, ask insightful questions.
Good questions make prospects feel that you know what you are talking about, show you’re interested in understanding their unique problems, and reveal your ability to design solutions to these exact challenges.
Listen attentively to the answers prospects give you and make perceptive observations to build trust and reassure them you are the one they need.
Share relevant client success stories to provide social proof of your expertise.
If, for example, a prospect tells you that brand consistency is important to her, show her how you will ensure that the language on the sales page is consistent with the language of the entire site. Then, give an example of a former client who couldn’t tell the difference between the pieces she had written herself and the ones you created.
4. Tap Into Your Desire to Serve
Before entering into any sales conversation, allow yourself to make a subtle shift from selling to service.
Going into the situation with the desire to serve your prospects allows you to express more compassion about the challenges they’re facing, opens you up to listening even more attentively to their needs, helps you explain your services and benefits in terms of what’s most valuable to them and makes it easier to recommend approaches that will help them quickly reach their goals.
Maybe you can create two versions of the sales page, so the client can do a split test to see which page converts better. Perhaps you can recommend that she format testimonials in such a way that they address every possible objection and minimize the number of questions people will have. Once the content is approved, you could even suggest that you collaborate with the web person to work on the layout of the sales page and thus save the client time.
As a small business owner, you know that there are only so many hours in each day, and each of one of these hours is precious. So take some time, choose one or two tactics to begin with. Implement these tactics, evaluate the outcome of each, then rinse and repeat. When you have time, implement a few more. But regardless of where you are in your business, know that these tactics are there to fall back on. Applied correctly, they can be your key to a healthier and more prosperous business.
Melvin Feller MA is in Texas and in Oklahoma. Melvin Feller founded Melvin Feller Business Group and Melvin Feller Ministries in the 1970s to help individuals and organizations achieve their specific Victory. Victory as defined by the individual or organization are achieving strategic objectives, exceeding goals, getting results or desired outcomes and a positive outreach with grace and as a ministries. He has extensive experience assisting businesses achieve top and bottom line results. He has broad practical experience creating WINNERS in many organizations and industries. He has hands-on experience in executive leadership, operations, logistics, sales, program management, organizational development, training, and customer service. He has coached teams to achieve results in strategic planning, business development, organizational design, sales, and customer response and business process improvement. He has prepared and presented many workshops nationally and internationally.
