Sales isn’t just about what you say—it’s about strategy, finesse, and persistence. Having spent 13 years in commission sales before transitioning to web design, I’ve picked up a few insights that continue to shape how I do business. Whether you’re a seasoned pro or just starting out, here are some hard-earned lessons to level up your sales game.
1. Brand Recognition: Plant the Seed Before You Sell
Your sales journey doesn’t start with a cold call or an inquiry—it starts long before that with brand recognition. People won’t buy from you if they don’t know you exist. Establishing credibility is key, and it’s all about getting your name out there:
• Ads: Google Ads, Facebook campaigns, even radio spots if that’s your crowd.
• Networking: Shake hands, swap cards, and collaborate with industry peers.
• Repetition: Research shows people need to encounter your brand at least three times before it sticks.
Think of it as planting seeds—every impression is one step closer to someone saying, “Oh yeah, I’ve heard of them.”
2. Stay in Sight, Stay in Mind
Visibility isn’t a one-and-done deal; it’s a constant effort. Even brands like McDonald’s, with their golden arches etched into our brains, spend billions on ads. Why? Because people forget.
From personal experience, scaling back on networking and marketing activities leads to slower lead generation. Lesson learned: keep the momentum going, whether it’s through regular social media updates, consistent advertising, or actively participating in networking events.
3. First Impressions: Prepping for Client Discovery
When potential clients hear about your business, their next step is usually to look you up. Your digital presence needs to impress:
- Social Media: An active, engaging social media presence can speak volumes. You don’t have to be everywhere but you should be where your audience is.
- Website: A clean, mobile-friendly website isn’t optional—it’s essential. Bonus points if it answers common questions and showcases what makes your business special.
Your online presence is like the salesperson who greets them at the door—make sure it’s dressed to impress.
4. Qualify Your Leads: Not All Clients Are Your Clients
A great sales process doesn’t just attract clients—it attracts the right clients. Tailor your messaging and visuals to appeal to your ideal customers. Use website contact forms with thoughtful questions that subtly guide visitors to self-qualify before they hit “submit.”
Good marketing is like a velvet rope: it welcomes the right crowd while gently deterring those who aren’t a good fit.
5. Closing: The Art of the Ask
Once you’ve hooked a lead, closing the sale is all about adaptability and timing:
- Match Their Energy: Are they all-business or laid-back? Mirror their communication style.
- Listen Up: Their needs should guide the conversation.
- Ask for the Sale: Don’t beat around the bush. When the moment’s right, go for it.
Follow up promptly, keep your promises, and above all, be genuine. A little integrity goes a long way.
Selling Isn’t Just a Skill—It’s a Strategy
Sales is more than pitching a product—it’s about building trust, staying visible, and creating systems that work for your business. Whether you’re growing your brand or perfecting your close, these strategies can help turn leads into long-term clients.
And hey, if you need a stellar website to qualify leads or boost your visibility, we’ve got you covered. It’s what we do best.
