The traditional sales strategy boils down to the need to act persistently and assertively, motivating the client to close the deal as soon as possible, sometimes even forgetting about humanity. However, sometimes you need to abandon this type of behavior. Vice President, Influence & Co. Matt Kamp argues that by acting slowly and steadily, you can make the biggest deals. Matt shared 4 strategies that allow him to do this.
The key to big deals
As a novice entrepreneur, you will have to fulfill the functions of the entire team consisting of sales specialists. Even artificial intelligence tools that are distributed to increase efficiency and productivity cannot solve all problems. About forty percent of the sales professionals surveyed say they have trouble getting answers from potential customers.
Modern automated tools can be a huge asset, helping us more effectively close sales. However, as a rule, they are focused on the short term. This tactic is suitable for small deals, but what if it’s a big deal that can permanently change your business?
It turns out that closing a big deal is easier if you think of sales as advising and training another person. To win regular customers, you need to show them that you always take their interests to heart and that you have made efforts to find a solution to their problems.
4 strategies for big deals
Long-term sales are significantly different from the fast deals that are happening here and now.
Here are 4 strategies that Vice President Matt Kamp uses to make the biggest deals.
- To be more human.
- Offer assistance.
- Find new opportunities.
- Use content for consultation and training.
Each of the points listed above needs further clarification.
1. To be more human
This is a very unexpected but effective piece of advice. Instead of insisting on sales, become a reliable source of knowledge for others to build lasting relationships.
To discover great opportunities, you need a lot of preparation and expectation, as well as a bit of luck. You must be willing to turn mountains to build long-term relationships with potential customers and move to the next level of sales.
How to use it?
Any theory is better remembered by examples. Imagine that you are participating in a business conference that brings together your partners, competitors and potential customers. You should not stay away. Be prepared to take the initiative and start a conversation. You can ask what a person or his company is doing and exchange contacts. From time to time, remember to keep in touch.
Using the rule “be more human”, you can put into practice another strategy, which is giving gifts. You can present something inexpensive, because in this case, attention is more important. You can treat a colleague with coffee if you know that he had a hard day. If you combine giving gifts and keeping in touch, you can build a long-term relationship that will one day allow you to close a big deal.
Building customer relationships can take years.You must understand that this is not the easiest and not the fastest way to attract customers to your business. However, this strategy does not lose relevance for those who think in the future.
2. Offer help
When possible, offer help. This will increase their own value, which is far from always an easy task. This is a truly effective tactic that many of the most successful entrepreneurs use more often than you think.
How to use it in practice?
The cornerstone of any real relationship is generosity. That’s why you need to learn how to give without waiting for a return.
Imagine that a person has come to you who needs advice in that area in which you are well versed. By agreeing to help someone, without expecting anything in return, you will be able to win the favor of the person whom you will help.
You do not need to always be closed. On the contrary, look for an opportunity to benefit other people. Use opportunities that can lay the foundation for long-term business relationships. If you hear a partner mentioning that he or she is struggling to find a solution, try to give expert advice if you understand the issue. Help a friend by not expecting you to get paid. Keep in touch with other people.
All this can lead to a powerful result that will benefit not only you, but your entire company. These seemingly insignificant interactions become crucial for long-term success.
3. Find new opportunities
In order to increase your audience, increase credibility and create valuable relationships, you will need to attract attention. By joining forces with partners, you can find unique opportunities that will benefit both brands. This method of interaction has long been known in the market, so many companies have successfully used it.
An example of such a partnership is the collaboration of Uber and Spotify. Uber users can enhance their trip by listening to their favorite tunes along the way, while Spotify has got an additional point of sale to increase its customer base.
Creating such an alliance in business is a great way to give customers new experience and increase sales. You should constantly reflect on how you can put this into practice.
How to apply it?
If you are offered cooperation, do not refuse. Consider all the opportunities you can get through this interaction. If in doubt, you can start a small experiment, and after receiving good results, continue cooperation.
You can not wait for offers from business partners, but take the initiative. Do what you usually don’t do. It never hurts to expand your comfort zone and start working with new people who will allow you to share your knowledge and experience with a new audience.
4. Use content for consultation and training
The ultimate goal of sales should ultimately be to advise and train your potential customers. When you place value and training on others, rather than sales, at the forefront, you become the trusted partner you think of more often. One of the main ways to use this interaction channel is to provide high-quality content that answers the questions of your potential client.
Some companies share useful information on their blogs and email newsletters, publish in industry publications, etc. When it comes to using content, it’s important to keep track of user statistics and reactions in order to draw the right conclusions and find the most effective communication channels.
If you are a sales person, think of yourself as someone who can provide value without worrying about what you can get in return. Unforeseen opportunities that develop from this approach will amaze you.