KNOWING WHAT YOUR POTENTIAL CLIENTS WANT AND NEED IS CRUCIAL IN ACCRUING SALES FOR YOUR HOME BASED SALES BUSINESS
Your ability to sell consumer goods and services will factor into the success of your business.
If you have a home based sales business, you need to define your target market. More importantly, you need to address their wants.
This is crucial to making both large and small sales.
IT IS IMPERATIVE TO RESEARCH THE POPULATION OF POSSIBLE CONSUMERS FOR YOUR PRODUCT OR SERVICE
Your target market is your potential customers of your home based sales business.
They are the ones who will be inclined to purchase your offered goods or services.
Defining your target market will require work on your part.
You need to know information regarding your target market, such as:
After collecting your data, you may have more than one group that will be your potential clients. This is usually the case.
Only after pinpointing your target client base can you address their wants.
DO NOT FIGHT A LOSING BATTLE
It would be a colossal waste of time to make a sales pitch to those who have no need of your product or service. This is just good business sense.
HOW WILL YOUR PRODUCT OR SERVICE BENEFIT YOUR CLIENT?
Once you have determined your target market, you need to conceptualize how your product or service will fulfill their wants and needs.
It is not enough to elaborate on your products outstanding features. It might be new, revolutionary; or the best thing since sliced bread, but how will it benefit your prospective client?
By focusing on the benefits of your product or service, you are answering the potential clients question;
IT IS IMPERATIVE TO TRANSFORM YOUR POTENTIAL BUYERS NEEDS INTO WANTS
Wants and needs are often similar. So, zeroing in on them can be difficult, but not impossible.
You, as the owner of your home based sales business, must be adept at uncovering the slight nuances between wants and needs to assure the best possibility of a sale.
You may know your target market - such as, Stay at Home Moms - need time management tools.
Your provided service will help to meet that need.
However, is it a service Stay at Home Moms want?
As the owner of a home based sales business, it is imperative to transform your potential buyers needs into wants.
CLEARLY AND CORRECTLY IDENTIFY YOUR POTENTIAL CLIENTS
If you research does not clearly or correctly identify who will buy your product/service - then you have "missed the mark".
Depending on when you realize your error will determine how much time and money you have wasted chasing potential clients who are never going to result in a sale.
It is worth putting a lot of effort into understanding your potential clients, rather than wasting effort on those who will not result in business sales.
An acquaintance of mine set out on a new venture.
She had identified a clear need: natural health practitioners who worked from home and were not able to attract enough clients.
She knew that there were many natural health practitioners around. And that they also shared their problems freely.
So, she developed a solution for their needs. It was clear to her that she had a winner.
After six months, she realized that somehow she had missed the mark.
Lots of health practitioners came to her website. They also downloaded the free report. They even thanked her for the great information.
Very few bought the training.
Put simply, she had misjudged what they wanted. She knew their needs, but failed to deliver what they wanted.
Clearly and correctly identifying your potential clients is crucial to ensuring you spend your time offering potential clients exactly what they want.
GET TO KNOW YOUR CLIENTS
Whether you have a few large clients or many small clients, the approach is still the same.
The trick is to get to know the group of your customers as individuals, and build personal relationships.
Get to know them well enough so that you understand exactly what they want.
Once you see a pattern of what they want, you start to grow your marketing investments.
WHAT HAVE YOU LEARNED?
MY PERSONAL VIEWPOINT
The very basis of my sales and customer service technique is to treat people well - at all times.
Whether things are going good or bad, for your or your client, always remain calm, pleasant and easy for them to deal with.
Nobody likes to be faced with confrontation and conflict.
This does not mean that you shy away from necessary difficult conversations, but you need to make sure your customer still feels happy to talk to you.
While you are working on perfecting your sales and marketing techniques, you will do yourself a huge favour by keeping all successful and unsuccessful business relationships on good terms.