From Prospect To Client

Written by businessideas.info

Approaching a prospect you have never met before can seem intimidating. They may not know anything about your product or service, and they certainly have not developed any trust with you yet. Convincing someone to trust you and buy your product is a process that can take anywhere from a day to a year, depending on the magnitude and price of the product.

There is one important benefit of not knowing someone that salespeople often overlook. If things do not work out, you have nothing to lose; you are just back at where you started. While you still have to be conservative in your selling efforts, do not be afraid to be bold and confident. Often these are the qualities necessary to convert a lead to a customer, and if you overdo it every once in awhile, it is not a problem.

For a customer to cross the threshold in to wanting to buy your product, they must believe that it will be a good decision. In any purchase, there are benefits and costs, and if a prospect perceives that there is a high benefit and low cost, they will almost surely make the buy. As a salesman, it is your job to plant this perspective in their minds, by describing features and benefits and honestly presenting a solution.

To encourage trust, sincerely show an interest in the prospect's situation, and tell them how your product will fix a problem. If your product cannot, then that particular prospect is not suited to your product, and you should move on. It is not worth trying to sell something to someone who does not need it, and even if you do manage to do it, it will tarnish your reputation and your career in the long run.