5 Steps to Improve Your Sales Communication

No matter how good is your product or service, if you can’t transfer the value it has to your potential customers, they will never experience what you have created.

This is why your communication is crucial if you wish to create any difference in your clients lives and more important for you business success.

This where the sale part of your communication needs to comes in.

I KNOW, I can already hear you… “I hate selling…”; “I don’t like to sell myself or my product”, “I feel cheap when I have to sell my service/product…” and the ultimate one is… “if my service / product are good they will come to me…”

All this is good and true if you live only in one country in the world… La-La Land!

In any other country in the world you will have to dedicate time and energy in forming and writing your sale page, or sale letter.

I believe that if you truly have a GREAT (not good, but GREAT) product and service it is your MORAL obligation to make sure that people would know about it.

It is your moral obligation to make sure that potential customers would understand and want to experience your product/service.

Think about it – if you had the cure for cancer would you have any hesitations to communicate about it any place to any person that you heard has cancer? I bet your answer is – NO

Therefore it is the same with your product and service if it solves a problem that your potential clients are suffering from.

By the way – if your product/service does not solve a problem… then change your product/service; there is no real use for it, unless it solves a problem. There is no way you will be successful if it does not solve a problem.

The only way they would be able to do it is if you dedicate time to learn how to communicate in a way that your customers would understand the value that you can give them.

Here are some 5 steps how you can improve your communicate to your prospects (potential clients):

Step 1 – Hook them

Use the customer’s words, not yours, to describe their problem

You know what it’s like when you’re reading something and you realize, “Whoa, this describes me to a T.”

Seeing yourself in the text compels you to read further. Maybe pass it along to a friend. Maybe share it with all of your friends.

We like content that feels tailored for us. We want our opinions to be validated (or changed through education) by what we read.

The best way to keep a potential customer from immediately exiting the page is to talk about them, not you.

A good mental check is to look at how many times you use the word “you” instead of “I” or “we.”

Step 2 – Build-it-up

Be transparent about your product’s R&D

Your first instinct when you’ve worked really hard on a product might be to hide all of the work it took to get there.

You want customers to feel like it just magically appeared for them, right?

Wrong.

People like to hear about the work you put into the thing they’re about to open their wallets for.

Think about it. As a customer, how does it make you feel to know that someone spent hundreds of hours crafting the class you’re about to pay for?

That your car was crash-tested in thousands of scenarios?

That each and every piece of your pasta was shaped by hand?

Time invested in a product signifies quality. When you give to your customers, they want to give back to you. By investing in each other, it also helps build a two-way relationship of trust.

Step 3 – Show them the WHY

Every great company has a great WHY.

The reason Apple is welling so easily is because it has a great WHY (Think Differently).

The reason Google was able to takeover all other search engines, was not juts because they has a better algorithm for search, but because they had a huge WHY (Make information available for everyone).

Same thing for you and your product and service. You need to show your customers the end results that you want to take them to. It is not about the product or the service; it is about what it would create in their lives.

Don’t try to invent the wheel, remember the rule of K.I.S.S. – boil down your company to something everyone can agree on.

Step 4 – Give them the solution

Use specific and measurable terms to describe your solution

Do you remember that, you want your customers to read a description of their problem and think “Whoa, they’re talking about me”?

You want the same thing with a description of the solution.

Use the customer’s language to describe the solution. If you don’t know what their language is, identify some potential customers and ask them to describe their ideal solution.

Pay attention to the specific words they use, and then use them in your sales copy.

The other part of this is to be as measurable as possible with your solution.

Promising someone they’ll earn “more money” is less convincing than promising they’ll earn an extra $1000 per month starting in 3 weeks.

They have something to hold you to, and that accountability helps build trust.

Using specific numbers also suggests you’ve done this once or twice before, so you’ve seen it work with other customers to the extent that you can predict effects.

If you don’t have metrics to stand behind, at least use numbers wherever you can to build a more concrete picture. For example, “monthly five-figure income with zero management” is better than “make money on your own.”

Step 5 – Call-To-Action

Tell them what you want them to do

I think this strategy is often overlooked, probably, due to your fear of “selling” and maybe looked as “pushy”.

However, call for action can be anything from “download your gift PDF, by clicking on the button below”, to “Please share this article with your friends on Facebook, LinkedIn and Twitter”, to “Click here to purchase your 30-day trail model” etc….

Anything that would show that they were interested and hooked on what you have to offer them.

Now it’s your turn….

What have you found out that works for you in getting your prospects buy from you?

Share it with us in the comment box below - your tips, advice and experience when it comes to sales communication, what works and what not

As a thank-you gift for your comment I will send you a video from “Mistakes Women Make with Money” seminar . 

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Have a magical week! Vered