To be successful in sales, you need to separate yourself from the pack. What I mean by this is that you’re going to need to do something unique and different to get an edge on your competition. If you do what everyone else is doing, and you don’t push the limits, you’re going to get the same standard results that everyone else in the same pack is getting. What you want to have is superior results.
Below are some suggestions that will help you out in regards to separating yourself from the pack. Like with everything that I share, you need to take action on it if you want to have results. Digest the information shared below, learn from it, and piece together your own recipe to separate yourself from the pack in business.
Know your markets.
Find an underserved market and deliver a superior product or service to them. Know the individual needs of the market segment you’re selling into, and speak specifically to them. Be as personable as possible. Know the demographic you serve. Clearly define who you are, what you do, and why it’s important that a person and/or company selects, you, to work with. Get plugged into your local Chamber of Commerce, as well as other non-profit agencies within your demographic. Give your time, share your knowledge, and make it a point to get people talking about what your business provides. Join a larger global market segment group and become the local outreach person in your demographic. Solve a direct problem for your customers i.e. maybe a law changed or new requirement came out, address it directly and show customers how your product or service is going to make them compliant. Make it easy for customers to say, yes, to what you’re selling.
Always be building new relationships, while taking excellent care of your current relationships. Connect with influencers in the market segments you serve. Publish content i.e. articles, white papers, videos, infographics, etc., so that you can become the authoritative resource in the market segment you serve. Use SEO, social media marketing, online advertising, news outlets, text marketing, and email marketing, to get your message out in front of your target audience. Tell your story and make it personable. Put everything you do on a human level and put your customers first. Get face-to-face with your largest prospects and customers. Nothing beats an in-person meeting. Always follow up on every interaction. The fortune is in the follow up. Be early to appointments. Genuinely care about every customer interaction. Be a good person, smile, laugh, and show emotions. People love people.
Provide high value.
Make your product or service the absolute best quality, and back it up with excellent customer support. Be unique, be different, be the company that people rave about to their friends. Be authentic in everything you do. Strive for excellence in every aspect of your business, regardless of how small you think it is, it may make a huge difference to a customer. Live and love what you do. If you don’t love it, it will show through. No matter what, be consistent, persistent, and insistent, regardless of the circumstances. Give the wow factor in every interaction you have with prospects and customers. Passion is tough to hide, let it shine through. Provide remarkable customer service.
Take the hands-on approach.
Don’t be afraid to jump in and really get a feel for exactly what’s going on. Focus on building long-term relationships. The single sale is great, but multiple sales is what will separate you from your peers. Use KPI’s to set goals and measure your results. If you can’t measure it, you’re not going to be able to gauge how well you’re doing. Build trust with your customers. Be empathetic and listen to them when they want to be listened to. Always make it about them. Quality over quantity all day long. Surround yourself with people that are hungry to succeed. You are who you hang around. Hang around lazy people that just want to get by in life, and that’s what you’ll get in your life. Always be prospecting. I’m not talking about directly selling at a family party, but keep your ears open for opportunities and circle back with that person in a few days and see if you can be of any assistance to them.
It’s tough to be the authoritative resource when you specialize in everything under the sun. Specialize instead of generalizing. Deepen relationships by showing up when asked. Holidays are a great time to go out of your way and share you appreciation. If you feel strongly about something that’s going to help a customer, share it with them, and let them know why you feel strongly about it. Relate to the customer your speaking with by sharing stories that point out similarities. If you work and/or run a big company, then talk about big company stuff, but if you work and/or run a small business, talk about small business stuff. You just want to be on the same page with the person you’re speaking with. Look to form partnerships with large organizations that can make large purchases. It’s easier to sell ten cupcakes to the same company, instead of ten cupcakes to ten different companies. It’s also easier to support.
Now that you have some suggested steps of action to separate yourself from the pack in sales, go out, take action, blend up your own recipe for success, and do it. Separating yourself from the pack takes daily effort, it’s not a once-and-done type activity. You’re only going to be as good as the daily effort you put in.