Utopia Creations is an outsourced sales and marketing firm based in Leeds. The firm specialises in a personalised form of marketing which allows them to connect with consumers on a one-to-one basis via face-to-face methods of communication. This unique marketing method helps the firm to drive long-lasting and personal business relationships between brand and consumer. In turn, this often leads to increased customer acquisition, brand awareness and brand loyalty for their clients.
Visit the company website here: http://www.weareutopia.co.uk
Utopia Creations, managing director Rebecca Haigh, discusses the top tips shared by self-made millionaires in the sales and marketing industry. At Utopia Creations they are passionate about face-to-face marketing and sales, they thoroughly believe great results are born from personalisation and positivity.
If you are selling or marketing a product or service, then you are going to have to present things - there's no beating around the bush. The client's customers will want to see what it is that you’re representing and how the product or service is going to benefit them. The firm uses the following points to help their contractors better serve the clients in the field in order to boost sales.
1.) Imperative to close all gaps in product knowledge and avoid mistakes
It is incredibly essential to be an expert on the product or service you’re representing. Being able to convey the advantages and benefits it will have to anyone will go a long way from converting a potential consumer into a customer. Also become an expert on the competition, if you understand what else is out there yet are able to talk about your product/service with conviction, confidence and have an element of charisma the individuals being presented to will stop thinking about the competition.
You can never know too much but you can defiantly talk too much, and this can put off any potential buyer as they feel might feel it’s all a tad disingenuous.
2.) Be in control of how you present
The way you become in control when pitching is by getting the buyers full attention, position the product or service away from the competition so that they don't become distracted and the individual presenting is still in full control. It's a good task to project future ownership, how are the customers going to use the product etc.
3.) Understand what the buyer’s values are
Tell your customer exactly what It is you’re going to do for example using questions such as if you’re selling a laptop/computer “Sir/Madame, what’s the most important thing you want to get out of the product? Speed? Ok, let's start there is that ok with you?”.
Break your presentation down into parts, know where the start is and how you’re going to round off your pitch. It’s also imperative to get the customers permission and let them know how long it should take, invite any and all queries that they have, make sure you start in the same place every time in order to ensure stability and consistency.
4.) Don’t be lazy and avoid careless mistakes
Simple and obvious sales actions like providing a demonstration can often be forgotten the customer will obviously want to see how it all works in order to form an opinion. In addition to that, you have to always remember the potential customer might be a complete novice, using slang words that they don’t understand can often put them off.
Areas where it can go wrong:
- Demonstrating the product/service without stating the advantages nor benefits to feature
- No enthusiasm in the pitch, Salesperson doesn’t go through the motions
- A failure to understand the product and the real reason why they would want the product
- A failure to build mental ownership
Utopia Creations teach all of their contractors the correct sales and marketing techniques before they are put into practice. The firm understands that nobody is born a great salesperson, and it takes training and time for every individual to perfect the right pitch. The firm offers all with one-to-one mentoring with industry professionals, regular workshops, and a personal development plan to ensure that everyone can become the best they can be!