Wednesday we talked about how the world is changing in terms of what is required to convince consumers that your product is worth spending their hard earned cash on. Gone are the days when a smile and a good slogan would earn the trust over millions of eager customers. Today’s consumers have done their research long before ever shaking your hand for the first time and if not then thanks to the invention of the smart phone all they need is a few minutes on the web to know all there is about your offer. Product demonstrations are definitely the way to go in terms of winning people over simply because they allow consumers to touch, taste, and feel what an item is all about. Demos take a product and put into the lives of those that will be using it and help them learn how it will make things easier for them on a day to day basis. While a good demonstration combined with a custom designed display will get you far, if presented by an individual that has a less than friendly personality or that chooses some very unbecoming tactics; all the demonstrating in the world is going to get you nowhere.
Sales Pitch Do’s and Don’ts
*Don’t be a shark- They see you long before you even know they are around. The moment a prospect steps foot into their turf, their instincts kick in as they begin to circle. By the time you realize they are there it’s already too late. Nobody wants to be the victim of a shark attack by an over eager salesperson. If you are the salesperson it’s okay to approach a potential customer, but be aware of their body cues and if they are giving off that don’t bother me look; don’t be afraid to back off. Let them know where they can find you should they have any questions and make sure you are available when they do.
*Don’t go for the throat- For every salesperson giving a demonstration at some point there comes a moment when it’s time to close the deal. With any close there is always the risk of coming on strong. Of course the worry is that not coming on strong enough will lose you just as many sales as well. That’s why it’s important to find the best mix of pushy yet subtle. Don’t be afraid to ask the customer if they are interested in purchasing today or what you can do to get them interested in buying
*Do know when to cut and run- Sometimes no matter how good your pitch is or how much the customer seems willing to purchase, the sale just isn’t going to happen. The fact is that there are some consumers that simply won’t buy right away. The result is hours wasted talking to somebody who very well may purchase your product weeks or months from now(if you’re lucky), but in the immediate future actually costs you sales which could be made to people who are there to purchase your product right away.