Marketing is the process of creating materials and using effective communication methods to sell and promote products and services. Since many marketing and sales strategies coincide, salespeople can use marketing knowledge and methods to improve their skills and find more potential customers. If you work in sales, learning more about how to use marketing can help you increase sales and improve your performance.
In this article, we list nine marketing tactics for salespeople and provide useful tips on how to improve your work.
9 effective marketing tactics for salespeople
Using marketing strategies can help salespeople improve their approach and increase their performance. Here are nine effective marketing tactics for salespeople:
- learn copywriting
Copywriting is a written communication skill that allows you to create copy for marketing and promotional materials. With copywriting, you learn how to communicate concisely and effectively.
It is an important and useful marketing tactic for salespeople because it can help them write better e-mails to customers. A salesperson who learns how to write effective copy can improve his or her ability to describe the product and convey the value of his or her services.
- Participate in communities There are many online groups that focus on specific products and areas of interest. A salesperson can join online groups where content related to the services and products he sells is discussed to learn more about customer experiences. Knowing the selling and buying process from the customer’s perspective can help salespeople present their services and sell their products.
- build a brand
As a sales representative, it can be helpful to build a personal brand online. Building an online brand can help you build trust with potential customers and develop your sales approach. This can be especially useful if you are a salesperson for a business-to-business product or service, as your online presence on business or career websites can influence potential customers.
- study consumers
Learning more about your target audience can help you determine the best approach to selling. Marketers often conduct market research to learn the best ways to design and promote products. You can study consumers, learning about the age groups and interests that typically make up your customer base.
- improve active listening
Interacting with customers and prospects is a great way to learn more about their interests. One part of effective verbal communication is active listening, which allows you to signal to your interlocutor that you are paying attention and helps you retain information about what they are saying. To improve active listening, reduce distractions, give active feedback, e.g. by nodding, or clarify confusing information.
- understand the product
An in-depth knowledge of the product or service you are selling can help you improve as a salesperson. Inform yourself about the product so that you can explain to the customer the unique advantages of choosing this particular product. For many products and services, for example, there are very similar competing products. It is therefore important that you can explain the small details and positive aspects of your product.
Follow-up marketing can consist of sending the customer a message via their online shopping cart or sending an e-mail asking about their experience. Marketers can use this method to extend their time with the potential customer. For example, they can contact the customer after he or she has left the shop to make sure that he or she is satisfied with the purchase and to answer any questions.
- focus on solving problems
A part of effective marketing is to understand how to solve a potential customer’s problems with the product or service you are selling. Salespeople can focus on problem-solving when making sales calls and communicating the benefits of the service with a potential customer. Observation and listening are important skills for this method, as they allow them to understand the person’s concerns and find possible ways to improve their situation.
- presenting yourself in a professional manner
Part of a salesperson’s job is marketing, and this includes your demeanour. A professional and attractive appearance, in line with the product you are selling, can be a useful way to connect with customers.
For example, if you are selling a service to serious business people, you should dress more formally. If, on the other hand, you are meeting students to sell academic services, you should dress professionally and wear clothes suitable for that market.
How to improve your selling skills
- Below are some steps you can take to improve your selling skills:
- Practice communicating with others. Written and verbal communication skills are among the most important for salespeople, because the ability to connect with potential customers often helps sell the product. To practise, start conversations with your friends and ask them to give you constructive criticism.
- Find a competent mentor. A sales mentor is an experienced and skilled person who can teach you how to deal with customers and increase your sales. Consider meeting regularly with a mentor and using his or her suggestions to improve your sales skills.
- Review your performance and set goals. By reviewing your past performance and setting personal improvement goals, you can strive to continuously increase your sales. You can ask your team leader to help you do a performance evaluation or suggest possible goals for your development as a salesperson.
- Participate in available sales training programmes. Many companies and organisations offer sales training for their employees, and it can be useful to take advantage of it. If the company you work for does not offer this type of training, you may be able to find sales seminars in your area.