Published on Monday 27 April 2015 in The Shoestring Marketing Blog
How you can sell without the hard sell – Dee Blick's 4 top tips
From our regular guest blogger, Dee Blick, the UK's #1 bestselling small business marketing author
I would imagine the thought of selling yourself is not one that fills you with joy. But whilst you're great at what you do, professional to a tee this isn't always enough to fill your pipeline. The good news is that selling your services doesn't have to be a slog if you follow my simple tips.
1. Do an audit of all your customers past and present.
I would imagine you'll have customers you've not contacted for some time; customers that still need your expertise and could well be thinking of picking up the phone but they need a gentle nudge. I'm always amazed when I do this simple exercise with my clients. We usually end up with a decent list and sales come flooding in on the back of it.
2. Decide how you're going to get in touch with these customers.
Some will warrant a friendly phone call to check all's well; others will appreciate a nice email or letter informing them of your new services and reminding them you're here to help them; some will appreciate a nice text. Regardless of the channels you choose, focus on creating a nice communication that's helpful, signposting them to your new website, encouraging them to ask for a quote or to contact you with their questions. Don't make it a hard sell but if you have any seasonal or monthly special offers highlight these to encourage a swift response and give you a clear reason for contacting them.
3. Give each customer an opportunity to comment on the service they've received from you on that day.
A "how did we do today" card irons out glitches and turns a happy customer into a raving fan if you're responsive and attentive. On this card add a 'Did you know?' section with a few lines on the other services you offer. Don't assume a customer is aware of your full range. They might need your other services but if they don't know you can help them you risk driving them to a competitor.
4. Focus on delivering a WOW experience to every customer every time.
What are the small low cost/ no cost things you can do that will make a customer respond with "WOW I didn't expect that!" "WOW that's fantastic!" I'm going to cover this in my next blog so keep your eyes peeled! Customers will return to you and recommend you if you're rewarding them with great feelings and great value.
I hope you've found these tips useful and are inspired to crack on with some simple but effective shoestring marketing. Tell us how you sell without the hard sell and if you're one of the first 5 you'll win a Vanarama t-shirt and mug.
About our guest blogger and marketing expert Dee Blick
Our guest blog writer is Dee Blick, a Chartered Marketer and Fellow of the Chartered Institute of Marketing. Fellowship is the highest status awarded by CIM, the World's largest marketing body.
With 30 years' marketing experience, Dee has extensive experience in new product development and marketing strategy, with a track record of planning and delivering exceptional campaigns on a shoestring budget.