By Frida Owinga
If you deal with people, you are a salesperson because at one time or the other you tried to get someone to buy your goods, products, services, or ideas (GPSI.) Some instances of selling may have been referred to as:
•A presentation when you were trying to sell a good idea to a team or audience.
• Outreach by the volunteers trying to get more members into their church.
•Preaching by the pastor who is trying to get his congregation to embrace and practice the gospel.
•Follow up by the assimilation team that was trying to turn guests into members.
•Getting to know her or him better for the single who is trying to secure a life partner.
When you really think about it, you are involved in selling more times than you actually know. Whatever your category, understanding the dynamics of a winning sales pitch — perks, presentation, persuasion and persistence — will help you excel in obtaining a winning idea.
In the weeks to come, I will share on the four Ps that make the dynamics of a winning buy-in.
First is Perks. Perks are the extra benefits that you can add to your GPSI to make it more enticing to prospective clients. It is the bait that you use to attract people who may be interested in your product but are still undecided. Having a free taste, helps them get to know the product better, ask questions and make a more informed decision.
For instance, offering discounted rates on developing websites, newsletters and other business solutions if one has gone through a company’s programmes. This helps them save their shillings, which they need at the beginning of starting a business.
Having perks is one way of making friends with your prospective clients. It must be valuable to the client and cost-effective for the company.
Take time to find out what your clients need and how you can package a small cost effective version sample for them.
Next week, I’ll share on the importance of an excellent presentation.
The writer is the CEO of PassionProfitTM, an entrepreneurship coaching programme designed to help aspiring and existing entrepreneurs to develop skills and acquire tools to create, manage and grow successful world class organisations. For more information visit www.passiontoprofit.co