Sell before you sell

A big part of selling your products or services is what happens before you even meet the customer or client. Here are 2 tips for selling.

Don’t sell.

That’s right. # 1: Talk with your customer and establish exactly what their problems are. Then, using whatever the expertise is that you have, provide solutions. That’s not selling. That’s providing solutions.

# 2 is this. Pre-sell. By that I mean before you get to the selling part of the relationship, your customer should have already made up their mind. Depending on your industry, the way you could pre-sell could be different. Here’s an example:

Let’s say you are an Accountant – presell by having happy clients who refer you clients, presell by establishing yourself as the industry expert via magazine articles, presell by providing your prospect with quality information even before you have met.

Preselling can be as simple as having a great brochure that really connects with your prospects. Or it could be an ad that says just the right thing. Whatever it is, develop your marketing collateral to presell if possible – because then your customers get the best possible deal.