Marketing Strategies for Personal Selling

Topics: Marketing, Sales, Target market Pages: 8 (2542 words) Published: August 5, 2010
Marketing Strategies for Personal Selling
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ShareEmaiSPersonal selling is the act of orally communicating with a potential customer with the intention of closing a sale. Unlike Internet selling, you have to develop a strong personal relationship with the client or customer in order to be successful. Personal selling requires a special skill that not all people have: charisma. You must also have a voice and face that people can trust, or else they will be wary about spending money with you. Identify and Understand Your Customer

1. Determine what segments of people are most likely to respond well to your products. Narrow the group down as far as possible. For example, if you are selling mini-laptop books, "folks who like to hang out at Starbucks" is a good general category, but you can narrow this down even further to "people who hang out at Starbucks, trade stocks and options for a living, and are constantly on the look out for the newest technology available." A customer from this group won't mind a small keyboard if it is cool, new and easily displays her stock charts. Remember that customers want the answer to this question: What is in it for me? A customer will not buy from you just because he likes you and you have a great smile (though these are important factors). You have to identify exactly what the customer needs and wants through your communications with him. Demonstrate exactly how your product or service will benefit him. Know Your Product and Tell Your Story

2. Many personal selling efforts fail because the seller does not really know much or anything about the product. How can you sell something to another person face-to-face if you never even tried or experienced the results yourself? Test the product to determine results before trying to sell it to another person. Your pitch will be much more believable and trustworthy. People like to hear how the product or service has affected your life. Describe in detail how the product or service has helped you, saved you money, or made your life more enjoyable. Help the customer envision how the product can do the same thing in her life.

Start Close to Home
3. The best way to learn personal selling techniques is to start small and close to home. Test your selling techniques on your friends and family. Ask your loved ones for opinions about your sales pitch and what they honestly think of products. Listen. Don't be annoying and persistent with your loved ones---you don't want to cause your family and friends to avoid you. Just look at this strategy as more of a learning experience to teach you what does and does not work when selling. It will also show you what benefits you should push regarding the product or service. Personal Selling Online

4. Though personal selling is usually considered to be a face-to-face transaction, such as selling cosmetics in a customer's home, you can also use this selling method with online relationship marketing. Relationship marketing can be done online using personal emails, small online seminars, forums, blogs, and other tools. The point is to maintain a strong connection with your customers online, provide information about new products, and educate on new developments regarding your industry. Build trust in your sales contacts with your written words and your voice through podcasts. Encourage your online customers to refer you to other interested parties.

Top 100 Creative Marketing Ideas and Selling Tips
for Small Business Marketing in the USA and Canada

Never let a day pass without engaging in at least one marketing activity. Determine a percentage of gross income to spend annually on marketing. Set specific marketing goals every year; review and adjust quarterly. Maintain a tickler file of ideas for later use.

Carry business cards with you (all day, every day)....
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