Every entrepreneur knows that the key to a thriving business is sales. Without it, cash flow dries up, checks turn to rubber, and heads roll. With it, few things are impossible. The challenge for most entrepreneurs is understanding how to sell what they offer.
Throughout the years, the sales gurus of our parents’ generation have offered their conventional wisdom about “building rapport” and “explaining the features”. In the new economy, this advice just doesn’t cut it anymore.
The new wave of Generation X and Y buyers wants more. As far as we’re concerned, the earth revolves around us – we want everything in our own size, color, design, and layout complete with our photos, our favorite team, and our iPod picks playing in the background. With this “first me, then me” mentality, the science of selling has changed.
Check out these 3 simple rules for selling in the new economy:
Rule #1: It’s not about you – it’s always about them.
How narcissistic we Gen Y entrepreneurs can be at times! We get our degrees and have the epiphany that we’re more focused and awesome than most other 20-somethings. We start our businesses and offer our glorious services, but when sales lag, we’re confused. How could anyone not want what we have? It’s not about you. It’s all about your clients. Your average prospect sees 3,000 advertisements and sales messages each day – that’s more than 20,000 a week! If you’re not focused on your client – what they need, what they want, what their buying triggers are – you’ll find yourself lost in a sea of commercials, tweets, posts, blogs, and banners. You must communicate with a client-centric attitude. What does your client need? What do they really want right now? What are their thoughts about you and your competitors? Learning to see everything through the eyes of your current and future clients will put you head and shoulders above the competition and help you stay relevant, even in a tough economy.