Business Sell Well

For many business people who do any sort of advertising the whole sales process ends in the sale of a product or services to an individual. Thinking of marketing in this way is a misunderstanding of the marketing process. It will also be detrimental to your practice. Let me explain what I mean.

If you regard selling as a process that ends in a sale then, when that sale happens, you need to move onto the beginning of the process again. Every time the sales process results in a sale, you need to return to the start, as it were.

Marketing is different. Marketing is also a process but a large part of the marketing process starts immediately after the first sale. In many ways the sale is the beginning not the end. The sale marks the breakthrough in the trust relationship between the client and the business. When someone takes that step they are signalling their willingness for more interaction.

From your point of view you now need to then follow up with anything and everything you have to address the client's problems. They have signalled their willingness to hear what you have to say, and to listen to your advice. You must take this opportunity to bring everything you have to the client to see if they are willing to buy.

Now not every client will buy everything you have all at once - some will, but most won't. That's not to say that later in the relationship the client might want to take another service or product that you have shown them earlier. In fact it always pays to keep reminding the client of the extra services and products you supply. In this way you are there, ready to provide, when your client is ready to buy from you.