Why Being Aggressive Won’t Get You Sales

If you have been trying to use an aggressive approach in your advertising and don’t see results, it’s time to stop. Aggressive doesn’t equal sales. If you want to see sales, look at your marketing from a different angle and turn up the volume on what works!

The process of marketing is all about convincing someone they need what you are selling; this is also called persuading. You can accomplish this by using one of these two approaches:

1) The aggressive approach: where a seller pushes their products forcefully onto a buyer. This generally does not work because it turns away customers as well as discourages repeat business from current clients.

2) The approach where a seller listens to customers’ needs, shows that he understands and then suggests his product or service, rather than selling it all at once. This approach helps buyers feel comfortable about the decision and more willing to buy again from you.

Both of these persuasions work but only one works for a long-term relationship with customers. Marketing using the aggressive approach gets fast results but at what cost? You can get one-time sales this way but you will find it difficult to build a relationship with clients over the long term. Plus, since people don’t like to be pushed into buying something they might regret later, when they need your product or service again they may not come back to you.

Yes, advertisers are a need-to-have group. But, at the same time, a big part of your company’s success is based on your reputation as an industry expert. Without testimonials from real customers who have purchased and really liked what you sell, you won’t have much credibility. Customers will lose interest in your products or services because they won’t feel confident that you know what you are doing yourself and can provide them with the product or service they need.

This is why there is such a strong need to get referrals from current clients who have had great results with what you sell. Positive and printed referrals saying how pleased your customers were with what you sold them, even if they were aggressively sold, can provide more credibility than any amount of advertising.

So, if you want to build a strong, long-term relationship with customers who will buy from you over and over again (and refer their friends to you), the right approach is best. Treat your customer like a friend rather than an enemy; take a more relaxed approach in getting their business.

Make it easy for your customers to buy from you. First, realize that people will buy from you if they feel comfortable about the decision. This is why selling aggressively won’t work because this approach turns away customers as well as discourages repeat business from current clients.

Second, don’t try to sell all at once. Let a customer make a few small purchases until they get comfortable with your product or service and then decide to purchase in one large order, which will be more cost-effective than selling in small portions over time.

Third, maintain good communication with your customers so they feel confident asking questions and know you are listening when they do. You can do this by sending regular newsletters and follow-up letters; it’s also a great idea to speak with your customer regularly.

Finally, don’t push to upsell. If you are promoting a multiple-product package, let the customer decide when they feel comfortable about the order. This will make your customer feel like he or she is in control of the decision and may be more likely to buy again as well as refer their friends.

Your goal is not to sell every order but to build repeat business through good customer relations and trust. Repeat business is what you need to make your business a success because it’s the only way to build your bottom-line sales.

The world of marketing has changed and so should you. You must start focusing on how to take control of your marketing, get busy building referrals and let repeat business build.

Remember one thing, long-term relationships are built by putting the customer’s needs first and obsessively delivering on them. So stop pushing so hard to make that sale! Make a list of the benefits your product or service offers customers; then put yourself in their shoes and help them see why they need what you offer.

Start making your customers feel like they can trust you, and then they will start telling others about your business. To keep this trust up, put the customer’s needs first, be friendly, consistent and punctual; take care of business before pursuing sales.

The Ultimate Sales Blueprint: Be your customer’s #1 advocate in the company. Sell and sell…but only when it’s right! If a customer wants to buy from you again, let him make the decision on when he is ready to buy.

If you want repeat business from customers, make them feel like they have a choice and make their life easy by giving them time to decide when it is the right time to buy. It’s okay to say “Maybe later” or “Let me know if you change your mind.” This will give them confidence and may make them want to refer their friends. And what would you rather get: one sale or 50?

In summary, the right approach is one of listening, understanding and offering solutions–and then networking with your current customers who can help you build future relationships with new clients.

I hope you are now able to see the value that repeat business can bring to your company. Marketing using the aggressive approach gets fast results but at what cost? Forget trying to work with customers on one-time sales; focus on building a strong relationship with them and they will spread the word of how great you are.

Think about building your company as a long-term success. The right approach is one of listening, understanding and offering solutions–and then networking with your current customers who can help you build future relationships with new clients. Customer service is always important to a company’s success, but when it comes to getting repeat business from customers, it’s essential.

Conclusion

It’s time to stop pushing so hard to make that sale! Make a list of the benefits your product or service offers customers; then put yourself in their shoes and help them see why they need what you offer. Start making your customers feel like they can trust you, and then they will start telling others about your business. To keep this trust up, put the customer’s needs first, be friendly, consistent and punctual; take care of business before pursuing sales.

Your goal is not to sell every order but to build repeat business through good customer relations and trust. Repeat business is what you need to make your business a success because it’s the only way to build your bottom-line sales.