6 Sales techniques for beginners

6 Sales techniques for beginners

Are you just starting out in the market of digital products? Learn 6 intelligent sales techniques that will help you maximize the return of your business

Without a doubt, the biggest difficulty for those who are just starting to sell online is making their first sales. In the end, folks are unlikely to buy something they know little about. 

Several questions arise, for example:

  • “How do I attract the right audience to my page?”
  • “What do I need to do to convince someone to buy my product?”
  • “Do I need to have previous experience as a salesperson to be a Producer or Affiliate?”

Just like you, many people access our blog every day looking for a miracle recipe to increase their sales.

If this is the case, I’m sorry to be the one to break the news but there’s not just one way of doing it.

There’s no magic formula to start selling overnight. If there were, you wouldn’t be here. The secret to selling lies in understanding that consumer behavior has changed and you need to learn new sales techniques to keep up.

In this post, you’ll learn about sales techniques and which are the most effective. Moreover, we share extra tips to make sure that you create a sustainable and lasting sales machine, ensuring the consistent performance of your business.

Let’s get started?

What are sales techniques?

Contrary to what many think, selling isn’t the same thing as applying sales techniques. 

Selling, by definition, means to give or hand over (something) in exchange for money. 

Sales techniques, on the other hand, are a model with rules, actions, and processes aiming to help any person to persuade the potential customer at the moment of purchase. With the growth of the internet and digital marketing, several techniques have emerged and made selling an easier task.

But, a technique will only work if its main pillar is based on customers and their experience. 

The reason is very simple: people buy products or services through journeys. First, consumers realize that they have a problem and search for possible solutions. Then, when they find this solution, they evaluate the options available on the market.

Only after evaluating a series of factors, such as “Who is the company? How can the product/service help? What are other people saying about the company? What are the payment methods, delivery, etc.?”

This is why sales techniques are so important. With them, you truly know who your potential customers are and how to make them feel more confident about your solution.

The pillars of the sales process in the digital market

Nobody doubts that the internet has changed our shopping habits. Despite being easier to reach the end consumer, it’s harder to make them complete a purchase. How can you get around this and guide users all the way to closing the deal?

The answer is simpler than it seems, by using a well-mapped sales funnel. In the digital world, it’s impossible to think about selling without having one, and it’s through the sales funnel that you’ll know which sales techniques to implement.

The sales funnel is directly linked to the buying journey and it can be divided into three stages:

  1. Top of the Funnel: This is the attraction stage, where users have no knowledge about your company. The sales strategies in this stage must focus on exploring the persona’s needs and problems, without addressing the product/service itself.
  2. Middle of the Funnel: In this stage, the funnel starts working on converting. Here, the entrepreneur creates strategies to collect leads and gather the characteristics of the ideal buyer. A landing page is a great strategy for making the conversion!
  3. Bottom of the Funnel: The last stage of the funnel is when you cross the goal line. It’s essential to answer all the questions and concerns customers have about your product and show that among all options on the market, yours is the best for them!

In order to learn everything about sales funnels, make sure you check out our complete guide!

6 sales techniques to implement now!

Now that you understand the concept of sales techniques, it’s time to learn the best ones and, of course, how to implement them. Are you ready to increase your sales? Well, jot down these techniques and get to work!

1. Help the client to understand what she needs

When leads get to your page, they are rather unsure if they want to buy the product you’re promoting.

If they are in the top of the funnel, prospects might not have a problem yet. Your role here is to find out that your solution is the best fit for them.
But how can you do this?

An excellent idea is to produce relevant content and use SEO strategies to become an authority in your niche market. But, in this article we’ll focus on what you can do to improve your short-term performance.

2. Speak the same language of your buyer persona

Your sales page will be the first contact the lead will have with your product. Therefore, you need to make all information available that the visitor will need to make a well-informed decision.

The language you’ll use must be in tune with your persona’s interests. 

Carefully study your audience to find out your ideal client. She is the one who is going to determine all your business decisions, including the best suited social networks to promote your product.

3. Get around objections

It’s common for objections to be raised by potential customers during the sales process. This shouldn’t be seen as something negative but as an opportunity to show your product or service’s true value.

Think about your own behavior as a consumer. Do you pick a product and buy it without thinking twice about it, or pick a product, research about it, read reviews and opinions of other consumers, and only then, after you’re truly convinced and complete the purchase?

If you don’t find enough information, you have more reluctance to buy. 

Objections are automatic reactions and they arise spontaneously. Any reason can prevent the purchase, and these reasons need to be mapped out, understood, and should have some kind of solution.

In order to get around these objections during the sales process, check out two critical tips:

Focus on the product’s value

When we talk about value, we’re not talking about price. If the visitor’s objection is the high price, this means that the product’s main benefit isn’t clear or what is being offered isn’t being targeted to the right audience.

On the other hand, if the price is considered low, it might be implied that the product doesn’t have quality.

And how do you solve this dilemma? Your focus must be on the promised value that your customers will receive. It isn’t about being just another option available on the market, but the ideal solution for your customers.

Invest in videos showing the product in use

One of the most common objections is not understanding or knowing how the product/service works in practice and how it can help them.

The best way of getting around this and showing your product in action is through videos. 

If you’re an active YouTube user, you have certainly watched a product review before buying it. In addition to listing the product’s main features, the video has the power of highlighting the product’s main benefit.

4. Copywriting techniques

Copywriting is responsible for up to 70% of your sales. But to make your offer attractive it’s not enough to just write well. You have to convince your leads they need your product.

Some mental triggers can help you when it’s time to overcome objections from your buyers and convince them of the advantages of your offer. Let’s talk briefly about some of them and about how you can add them to your copy.

Reason:

People like to be taught about the purpose of a purchase. Let it show “why” the lead should acquire your offer and, if possible, use external sources [such as research and news] to validate your speech.

Safety:

As clients realize you trust the product you’re selling, the safer they are that your product is the ideal solution for them. This perception is even higher when you show the results other client’s have reached with your product.

Social Proof:

Before making a sale it is common for the lead to look for reviews about that product. And there’s no one better to talk about the advantages of your offer than someone who was happy with their purchase. Give voice to these people and show the reviews on your sales page.

Authority:

If you’re not the leader in your segment, use the opinion of recognized professionals to validate your product. That will transfer some authority to you and help to reinforce your online reputation.

Affinity:

One of the best ways to increase your sales is to create affinity with your audience. Use and abuse of storytelling to tell stories your persona identifies with. Preferably, do so by showing how your product can solve a problem she also has.

Scarcity:

The scarcity principle or sense of urgency, which works so well for outbound marketing, consists of convincing the lead that she has to make that purchase at that moment, on the contrary there will be no other opportunity.

Sentences such as “Last spots available”, “discount ends tomorrow”, are examples that serve that purpose well.

5. Use the hype when promoting

If you are a Producer or an Affiliate, you have definitely read some news on the Internet related in any way to the product or service you offer.

How about using this hype to attract more traffic to your page? Stay tuned for whatever goes viral on the Internet, whether it is a piece of news or even a meme.

You can promote an email marketing action, write articles for your blog or come up with posts for your social networking sites about the most expressive events and relate them to your product, inviting new prospects to get to know you..

News and events

A practical example: You’ve come up with an online course about hotel management and you live in New Orleans. In the next few days the city will attract a large number of tourists because of Mardi Gras.

Considering this, you have decided to write a post with tips for venues to better assist tourists.

At the end of the text you introduce your digital product and show how it could be useful to professionals working in tourism.

Social Networks

Another good strategy is to take part in discussion forums on social networks and follow the threads that generate more engagement. If possible, you can relate your product to the topic.

But pay attention. It’s not enough to share the link to your sales page on every post. That’s considered spamming.

You’ll need to take part in the discussions to understand the pains and problems of that users. Then you can introduce the solution, which, in this case, is your product.

When you introduce solutions that add value to people’s lives, you are recognized as a key person in that topic.

Seasonal Marketing

Using special holidays to boost sales, the so-called seasonal marketing, is also an important lesson we can take from traditional retailers.

For your promotion to be efficient, you’ll need to come up with a calendar with the most important dates in the year, that are somehow related to your business, to program your actions in advance.

Changing the template of your sales page, adapting its design according to the celebratory date might be a good way of setting yourself apart from the competition.

Product Launch

If there’s a moment when a product gets a lot of views, that’s the day of its launch.  

That’s why it’s worth to double your promotion efforts in this period. Because, definitely, this effort will convert into positive results for your business.

  • If you’re a Producer, create complete material to present your product to Affiliates. After all, they will be your biggest allies in sales.
  • Coordinate your email marketing campaign to send to your base, inviting leads to the launch of your newest product.
  • On the day of the launch promote a webinar to present your product and make sure to use all the persuasive resources mentioned on the text to convince the lead about the quality of your offer.
  • The tip for Affiliates is to follow the Producers’ calendar of the product launch and select the ones that better suit their audience.

6. Do post-sale

Even though they have different activities, Producers and Affiliates have a common goal: sell their products. But the bigger the digital market becomes, the higher the competition, the bigger the challenges to attract new clients.

What about leads who are already part of my base? What can I do to convince them to keep buying my products?

It’s obvious that the communication to this audience is different from the content you share with users on the top of the funnel.

The lead who has converted once is more conducive to receiving content related your brand, whereas the person who enters your site for the first time must still learn about your product.

But is it worth it to make this content segmentation?

Marketing studies show that acquiring a new client is from 5 to 25 times more expensive than retaining an existing one.

Besides representing a smaller cost, a loyal lead is the biggest ambassador of your brand, because she ends up recommending your service to other people.

Some simple tips help when it comes to retaining this client:

Share exclusive content

Based on the assumption that the converted lead knows your product, what kind of content would be interesting for her? Extra material are great options!

In online courses, for example, not only you can send complementary study material, curiosities about the topic covered in the lessons, book and movie tips about the subject, but you can also keep her up-to-date with what you’re sharing on your page.

Offer benefits in the purchase of new products

A happy customer will always come back to your page searching for novelties. Offering progressive discounts stimulates this lead to keep converting.

If your offers are related or complement each other these results might be even better.

Accessible and efficient customer support

Imagine you have purchased an online course, but are having difficulties with the distance learning platform. You’ll need the help of the Producer or Affiliate responsible for that sale, right?

If the Producer or Affiliate put their contact email on the sales page, the user assumes they will always be available to answer them in case of doubt. And when this doesn’t happen the most common reaction is to regret the purchase.

Therefore, having an efficient customer support might make all the difference for your business.

Depending on the size of your business, it will be impossible to answer emails one by one. In this case, the best solution is to implement a help desk support software to manage your demands and have control over the ones that have already been solved.

Most companies make the service available for tests for around 30 days, and they start charging only after this period. But if you use Hotmart as your digital product platform, the Company’s own system already has a free support system for buyers.

Make a FAQ with the most frequently asked questions about your business and make it available on your website or on the helpdesk service you’ll use.

In social media management software, such as Sprout, you can store this FAQ in an answer spreadsheet and check it whenever you are answering to a question on Facebook or Twitter, for example.

Customer Satisfaction Research:

Satisfaction level is a comparative analysis between the expectation your client has about your product and how her experience was after using it.

To get answers that will help you improve your product or service, you can promote online satisfaction research from time to time.

The ideal frequency to launch researches will vary according to what your business need. But it is good to work with larger deadlines, after all, nobody wants to stop what they are doing to answer surveys, right?

If you’re worried about the cost, know that nowadays there are several tools and methodologies that help you to create researches for free, including Google Forms.

But more important than the format of your research is impartially analyzing the results and proposing action plans to improve your business.  

Be patient

Putting these tips in practice you won’t need years of experience in sales to get good results for your business.

Just remember: building an online reputation takes time. You will need to run a lot of tests before figuring out what works for your audience.

If you need help with this task you can resort to our blog that covers everything you need to know about the market of digital products.  

Take advantage of this opportunity to ask your questions and share suggestions on the comments and follow Hotmart on social media!

This article was originally written in February 2017 and has been updated to provide more accurate and complete information.

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