5 Ways to Engage Buyers and Close More Deals

With buyers more distracted than ever with constant meetings and emails, it’s harder and harder to get attention if you’re in sales.

And if they won’t pay attention to you, you cannot sell to them.

Today we live in an economy where we’re competing for attention, more than anything else. With all the noise, how do you break through?

Imagine you are in a noisy bar trying to have a conversation with a good friend. But you can barely be heard above the din.

Welcome to today’s world of sales.

How can you get busy men and women to pay attention to you and your messages?

We’re here to help you. Here are five ways you to engage buyers and close more deals.

1. Do your homework
   The first thing that pops into the mind of your buyer is “What does this guy (gal) know about me?” Therefore it is more important than ever to know your buyer.For instance, I’m a graduate of the University of Notre Dame. Don’t you think an opening line of “Great win for the Fighting Irish on Saturday night!” would work well for me? I don’t hang up on you, that’s for sure.How can you personalize your messages to a very high degree like that one did?Spend time studying up before you make that call, so you can make your messages highly personal.
2. Be creative and different
   Everyone gets far too many voice message and emails.But how many handwritten notes on executive letterhead do we get?  Zip.And don’t forget video – even a quick video done with your iPhone can be very helpful – because it engages eyes as well as ears.My advice is simple. When the world zigs, you need to zag.  Try to be different.
   How can you do the unexpected?
3. Stop Selling, Start Helping
   Jay Baer, the content marketing expert, leaned into the camera and said “Do you know how to be awesome? I sure don’t.  But I do know how to be helpful.”If you can strive to figure out how you can be truly helpful to your prospects, they will respond in kind.By the way, for more on this, check out “Stop Selling, Start Helping: 5 Ways to Create Magnetic Content” from the Marketo blog.
4. “No one cares about your products and services except you”
   This famous line was first said by David Meerman Scott and it’s true. The last thing your prospects want to hear is how great your products and services are.They care about themselves and their own problems, not you.Stop talking about your products and services and start talking about your buyer and his or her business results.
5. Be patient
   The fifth and final tip might be the most important of all. In order to engage buyers, you need self-confidence, humility and patience.Think of the great closer for the New York Yankees Mariano Rivera. Do you think Mr. Rivera ever rushes anywhere? Of course not. He is cool, calm and collected.Emulate that behavior and watch your sales grow.

We hope you found the 5 Ways to Engage Buyers and Sell More helpful. If you did, please share the love on social media.

Undoubtedly you know that every sales starts with a lead. To learn how to get more leads, download and read our free white paper, How to Find New Customers.

About the Author:

Jeff Ogden, the Fearless Competitor, is an award-winning sales and marketing expert, who has twice been awarded Top 50 Influencer in Sales Lead Management. He is also the President of the sales lead management company Find New Customers. He’s Creator and Host of the popular and syndicated show, Marketing Made Simple TV. Jeff holds a BBA in Marketing from the University of Notre Dame.