Once you’ve overcome your client’s objections and confirmed that you’ve provided a quality solution, it’s time to close the deal. How you close may vary depending on your sales style or your customer’s personality, so experiment with a couple different strategies to see what works best for you and your customers.
Signage Sales Tips
Every buyer is hesitant before making a purchase, and when a buyer says “no,” you may be tempted to give up. But don’t throw in the towel just yet!
You’ve asked the right questions and found out what’s most important to your client when it comes to their channel letter needs. Now, it’s time to give a customized pitch that addresses those needs.
Asking questions before starting to pitch your product is key to landing a successful sale. Not only can you identify what’s most important to your customer, but you can also start to form a relationship with the client.
53% of what drives customer loyalty is the sales experience: how you sell, rather than what you sell. But, finding the right way to sell can be hard! Some clients want a softer nudge in the right direction, while others want a more direct pitch.
Want to create an angry signage customer? Then sell a channel letter sign that has a risk of what is known as “voltage drop”. Voltage drop can lead to a sign with an appearance like the one below.
One time saving sales step is to get all of the basic project information out on the table at your initial meeting with a potential new channel letter client.
What are the key questions to ask when you meet with a new prospect? Asking these questions should give you a good read on the basics of the project:
1. Is your new channel letter sign already designed?
2. (If no to question #1) Who will design the sign?
Why should your customer invest in signage instead of other media? Let’s take a look at the top ten fast answers to that question.
10. Signs produce foot traffic for your customer’s business
9. Signs work for your customer 24/7 without asking for a raise (particularly electrical signs like channel letters)
8. Signage produces new customers for your customer’s business
7. Signage decreases your customer’s sales time and expense by providing an ongoing supply of new business prospects
What is an effective method to sell signage quality? Here is a hint: a famous businessman once said: “I would not stay up all of one night to make $100, but I would stay up all of 7 nights to keep from losing it.” A similar quote is “the way to value something is to realize it may be lost.” So the point is the risk of loss is often a greater incentive than the prospect of gain. That risk of loss is one of your best tactics for selling signage quality.