When virtually every business in the world has the ability to reach virtually every customer in the world, you have to get creative to remain in the competition. Make your business stand out and give yourself an edge, by thinking outside of the box with your marketing campaigns.
1. Use Video Conferencing When You Can’t Meet Face-to-Face
While the majority of leads come from current customers and phone calls, most of the closing comes after quality face-time. Expanding your geographical reach expands the number of prospects, but it also vastly increases travel expenses unless you have a great service for video conferencing that allows you to interact as if you were right there with your clients in person.
Good video conferencing software is easy to use for everyone, and high-quality HD integration makes your calls smooth and clear every time. You can share screens and graphics, and have the opportunity to fully connect without spending money on plane tickets, hotels, or fuel and car repairs.
2. Take Advantage of the Four Learning Styles
A full 65 percent of the population remembers information best when it is visual. This means that you should always find a way to incorporate graphs, charts, pictures, and even memes into your sales material and presentations. Besides visual and auditory learning, some people learn best from reading and writing, and others need to have some sort of physical relationship with the information.
Give your prospects a chance to write answers to short, simple questions about what they are looking for in the products you offer. If you are running a conference or webinar, even asking your potential clients to get up and stretch, or demonstrating a concept by having them perform an easy gesture with their hands, can solidify your brand in their minds.
3. Genuinely Get to Know Your Individual Customer
In sales, it is easy to get caught up in generalizing the average customer and catering to that. We prepare our rebuttals on what a customer is likely to say, and we play up the features our customer is likely to want. The problem is that we are not taking the time to get to really know who our customers are.
This may not be as important with smaller, less expensive purchases, but large commodities and investments need to have a more personal touch. When you know your prospects well, you can appeal to their sense of values, trust, and reciprocity. Address exactly what they need from you, give them solutions that are specific to their situation, and even give them small gifts that reflect something unique that you know about them. It shows you are paying attention.
4. Tell Your Company’s Story and Tie it to Your Customer’s Story
Every company has a story. If it is not already a major part of your branding strategy, then you should find ways to incorporate it. Tell the story of your brand, product, or your own personal journey with your company.
Storytelling releases oxytocin, which triggers feelings of trust. Use. This. Technique. Get good at it. Once you know your customer’s story, find ways to connect the two. Even if you get a “no” for now, your prospects will not forget you.
5. Use Client Stories and Everyday Experiences to Paint a Picture
Sometimes prospective customers have a difficult time picturing what life with your product or service is like. You may know that once they start using it, they will have a hard time imagining life without it. In order to help them understand the value of doing business with your company, relate their needs to those of another customer who had similar problems and pain points. Tell their story, how they felt, and what they found in your products or services.
6. Offer Webinars or Conference Presentations
You can reach a larger audience all at once when you offer to share your expertise with a group through webinars or conference presentations. No one wants to come to an event for a sales pitch (time-shares come to mind here), but when you offer your unique perspective on how to solve problems, people will be interested in learning more about your business.
If you develop organizational software, for example, do a presentation about keeping your business, household, group, or family, organized without pushing your product. When people ask you about where they can find products to help them achieve superstar-level organization, that’s when you start your pitch.
7. Use Humor
Humor is not appropriate for every crowd or situation, but it is a popular technique many businesses overlook when trying to close a deal. Superbowl ads have focused on humor and other emotional messages for a long time, and most of us forever remember the commercials that make us laugh or the ones that make us cry.
Sometimes, their catch-phrases become part of popular culture, like Alka Seltzer’s “Plop plop, fizz fizz,” or Wendy’s “Where’s the beef?”. When trying to relate to your customer, ease tension, or drive a point home, sometimes laughter is the best medicine.