Top 4 Tips for Making Sales in Your Business (2024)

Welcome to season 2 episode 59 of Baktari MD! In this episode we give you 4 of the BEST tips that any CEO or entrepreneur should know when it comes to making sales! It's more than just a number, and there are more factors that you should consider when trying to make a sale to a big client! All of the tips and tricks you need are right here! Find out all of this and more in the full episode! 

Transcript

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So how do we do this? Let's go over the process. The number one thing you can never, ever do in a sales process is answer the person's first set of questions. And I'll tell you why. Because you will immediately come off as someone who's trying to sell them something you wouldn't go with to an attorney and sprinkle a bunch of questions that your attorney at the first second in the meeting and have them answer. You wouldn't go to a doctor and just ask a bunch of questions before he understands your situation. So we intuitively know that anyone who answers your first set of questions without understanding what you really need, what your issues are, what your needs and wants are, is probably not a professional, not a subject matter expert. First of all, to have a corporation where the customer is a priority is not as easy as it sounds, and it has to come from the top. So let's get that out of the way. If only people at the bottom are concerned, or it's just a priority for people who are actually dealing with the clients or the customers, that may not be effective, the the, the the importance of listening to your customer is really, really important. And that has got to start from the top. And you know what the phrase I like to use is make sure you don't treat your customers like a widget. If your customers are a widget, and if that's the message that people on top send, I think it's easy for customers to often realize they're being treated as a number that just there's just one more sale, one more person. So, let's get it out of the way. If the people on top have that attitude, I would say it will permeate the organization, because during meetings and opportunities to improve things, that will not be a priority. So we're going to talk about how to not to do that, but let's understand it. The people on top have to send the message that we are going to, let our customers speak to us, give us feedback, and we're going to use that information to get better. And we're always going to try to get better by getting that feedback and understanding their needs and wants, so. eNational Testing makes getting a simple laboratory test as easy as ordering something online. With three simple steps, you can have your test ordered for STD's, general health, allergy testing, diabetes screening, blood titers, and more. You can simply go in for testing the same day and get your results quickly to your email. eNationalTesting.com’s complete health care panels come with easy to understand results at over 2700 locations nationwide. It's time to focus on yourself. eNationalTesting.com; easy, convenient and tailored to your health needs. So let's talk about what goes into pricing a value and how these factors should help to help you determine your pricing model. So the first thing people think about pricing is they look at their margin, right. So they say, okay, this tire has a cost of goods to me of this I need to make 20%. So the price is going to be that. But that's not really the best way to look at it because there's other things involved than your cost of goods. I mean, of course there's overheads. So there's, you know, indirect costs that you're going to need. But even beyond the indirect costs that, you know, salaries and all that, I get that. But at the end of the day, you will have a gross margin and a net margin, but that's not the whole story. And when you're starting a business, I think people just think that is the whole story. There's other things involved, and I'm going to go through them. Number, number. Well, the first thing is the margin. Number two is the time, right? if I am selling a product that literally somebody orders from my website, it gets dropship from a third company, I basically, and I get paid automatically, and the money goes into Authorize.net and it gets deposited my bank account. And I rarely get any customer support questions. obviously the time of that is minimal to to none versus the extreme portion of time where a customer signs up. they need to have a full onboarding. They're going to have multiple visits, multiple questions. the sale process is going to take four visits or an hour long conversation or appointment. So the time it takes to get that margin is part of the equation. So I think when people say, oh, well, you know, we're going to make, you know, selling these vacuum cleaners, we're going to make $500. But if it takes you an hour, two hours, three hours to do a demo of it, I'm just making that up. That's not the same as if you just had it on the website. Somebody did a couple clicks and order it and got it. So I think when you look at pricing, you also have to look at the time factor. The first touch for some companies, if you own a pizza shop, is often when people may walk into your store or if you have an online business, the first touch is when they go online and see your website. For others, it's they may email or use some other form of internet or social media contact to get in touch with your business, but whatever that way is, it's really important to invest in that. And I think people often forget that whoever is going to be the person that first touches that client or customer will dramatically impact their view of that company. Now, that may not seem such a big deal, but often I think people don't understand that. You know, your clients that come to you are maybe big and small, but if they all have a bad experience or some of them have a bad experience or not a top notch experience with that first touch with your company that could dramatically impact your business. I'll give you an example. Recently, you know, I checked into a hotel, you know, way after midnight. and, it was basically somebody at the front desk, you know, who was obviously working the graveyard shift. And I tried to check in and there was a problem with the reservations. Things happen. But what I noticed is the person actually didn't get up from their seat. They actually just sat there. Now, that may be okay, because I'm just one client coming in, but let's say, you know, I was there to maybe look at the operations of that company to maybe purchase that hotel or whatever. A bad experience for a random client, you know, is bad, but you also never know when that bad random experience, maybe with a potential client that may be a huge client for you.