THE PROBLEM WITH PUSHING
Have you ever walked into a clothing store with the sales attendants watching your every move? The moment you look lost they’ll swoop in and recommend a bunch of items for you to try. You try to tell them you’re not interested but they just don’t seem to listen. It’s as if they only see you another target to get a commission on. Now, not all sales attendants are like this of course. Some are quite lovely. They listen to a shopper’s problem and are ready to make a suggestion without forcing it. When you’re a customer it’s easy to spot those who genuinely want to help out and those who are merely product pushing. To be clear, there is a way to take initiative without being too aggressive on your shopper.
The first step in avoiding blatant product pushing is to properly segment your market. Let’s say you’re selling basketballs. One method is to approach everyone. No matter who you see, you target them and tell them about your product. It can either go well and you do end up talking to someone who is interested in basketballs or you talk to someone who happens to not find sports fun. Another method is to filter out customers. You only go for those who express interest in physical activities. In truth, it’s better to target this way because not only do you hit consumers who have a higher potential to buy, but you also maximize your time. With the product that you have, make sure to prioritize those who express interest in it. If you’re selling skin care products like the ones in Kyani then maybe target those interested in beauty. If you’ve got health and wellness products target those who are going to the gym and those who might want to go to the gym. It’s all about making the right choices.
Know When to Stop
Even if you target carefully not everyone will buy from you. Maybe they’re on a budget, or they’re using something else already, or they’re just not interested. The art of selling is listening to both the visual and audial clues of when your customer is in the “No” zone. Usually, if they’re turned away from your or if they refuse eye contact, that kind of body language signals that they’re not buying today. There are more obvious clues like when they flat out say “No thanks” and walk away. During times like these, you need to back off. Now, you can try pushing again but once you feel negative energy from the shopper then it’s time to move on. You might not get them this time but there will be other opportunities. If you can’t make the sale then what’s important is to leave on good terms.
No Such Thing as a Family Discount
When you begin direct selling, the first target will always be your family and friends. They’re the closest to you and most likely they’re willing to spend to help you out. One thing you must keep note of is that they have to be treated like every other customer. Meaning it’s best not to give them a special cut in the price otherwise it’ll just mean less profit for you! Treating them like other shoppers also means you still have to sell the product in the best way possible. That means knowing how to listen and even knowing when to stop when they’re just not that into you.