Develop a Direct Selling Strategy

Develop a Direct Selling Strategy

STRATEGY SALES

The success of a sale is a process that involves strategy, felling and momentum.

Momentum is an opportunity or a very good time to do something, so sales momentum is a good time to conduct sales, offering, presentation, closing and so on.

Felling, relating to feelings, beliefs, and some people associating felling with luck, may be true.

But I personally think felling is not luck, but the ability to feel who is sharpened and influenced by long experience.

Someone who already has a long experience in fishing, will be able to see which river or lake water has a lot of fish and which does not.

Likewise with sales, experience is a difficult subject to buy, and is usually directly proportional to time (learning and activity).

Strategy, is a method used to achieve something, where this strategy has a lot to do with relevant skills, knowledge, and experience.

In sales activities there are several targets, but the main goal is the maximum closing sales, in addition to other goals.

Strategies were created to facilitate and accelerate the achievement of goals and objectives maximally through a series of effective and efficient processes.

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In the following article, we will discuss about sales strategies, more to how to arrange a sales strategy in a simple, but quite powerful, namely:

Determine Our Target Market
Determine How to Contact Our Target Market
Prepare a Question List (Sales Script)
Build Relationships
Make a Presentation
Monitoring of Progress


Step # 1: Determine Our Target Market
Determining our target market, is the first thing we must do, without having a clear target market, then our next activity will not be directed.

In business and sales, we will not work on all markets, even in one segment, so clear our target market.

But we must remember, the target market must not make our views narrow, because this will reduce our ability to see opportunities and other possibilities.

The target is not too small, but also not too big, we must be able to measure our coverage capabilities.

To get a list of potential target markets, we must make a list first, then arrange any components that are prerequisites that the target potential.

After that, do filtering and sort by level of potential, so we will have a list of target markets sorted by potential.

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Potential target market, not only measured from the potential buying / selling of the target, but also must be measured from, the level of difficulty to make calls / visits to the target market



Step # 2: Determine How to Contact Our Target Market
The second step, we must determine, how to contact the target market, how to reach them, how to meet them.

We must know, where is the target market, when they can be met, when is the best time to meet them, and how to contact them.

The target market can be diverse, have different activities, so the time to meet with them can vary.

So add a column in the list of target markets, fill in various matters related to how we can reach, contact and meet the target market.



Step # 3: Prepare the Question List (Sales Script)
Next that must be prepared is compiling a list of questions (sales script) that are tailored to the background, hobbies or things they like, which can be linked to the product we want to offer.

This list of questions is to find out the target market / prospect in more detail, deeper and to know, what they like or their opinions related to the products or services that we want to offer.

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The list of questions must be flexible, meaning that they must be able to follow and bring the target market back to the original conversation.

But the main purpose of the series of questions that we compile is to find out their activities, how potential the target market is, and how likely it is to be followed up further.

The end of this session will be a list of prospects, which are sequentially based on their potential level and level of interest in the product or service that we want to provide.



Step # 4: Build Relationships
After we know a lot about our prospect, the next activity that must be done is to build good relationships or relationships with our prospective clients.

Do not expect all prospects will become our consumers, in the sense of using our services or products, if we do not build a good relationship with them.

Do not expect, the target market / prospect will remember us, will contact us, but it is we who have to actively communicate, start greeting for small things, up to some of their main activities, at least until the time to make a presentation or offering.



Step # 5: Presentation
This is the main moment of all the processes we have done, all of our previous activities are to wait now, to wait for when the prospect allows us to make presentations, to make offers.

The presentation must explain the details of our products and services, and emphasize the competitive advantages that we have, which relate to solutions to prospect problems or what we can provide to prospects.

The key to the presentation is to provide what the prospect needs, what the prospect needs is the solution to one or more of their problems, which we have explored in the question / sales script session.

An offer, will succeed when the product or service we provide has benefits for the prospect, and the prospect does need it, and has the ability to buy it.




Step # 6: Monitoring Progress
After offering through a presentation, our work has not been completed, because it is rare for the prospect to give the answers we need, to the offer / presentation.

Often they will answer at the next meeting, after they have done so many considerations for our presentation.

If the prospect is a company, and our products are for the industry (B2B), surely it will take quite a long time to make a decision.

If the prospect is an individual, with personal items, decision making will be done relatively quickly, but there will still be a session to consider, especially if the offer isn't just us.

That is why, monitoring is needed to what extent the progress of the offer, relationships building that we are working on.

We may not repeat the presentation, but we must build good relations so that prospects can get to know us and our business and the competitive advantages we have, hoping that they will make choices on our products or services.

In addition, by monitoring, we can find out which stages are successful, how successful, and which stages are less successful or fail.

Thus we can change the next process, or repeat the next process, the process for the next prospect.



Thus was our brief discussion of 6 tips on direct selling strategies, consisting of:

Determination of the target market
How to contact the target market
Preparation of sales script
Build a good relationship
Make an offer or presentation
And monitoring the progress of the sales activity.
The sales process is an iterative process, but with different situations and conditions, with a target market that has a different background, so the more we do the repetition, our experience will increase.