In the world of sales, Zig Ziglar’s timeless wisdom still rings true: “Every sale has five basic obstacles – no need, no money, no hurry, no desire, no trust.” As a business owner and advisor, I understand these hurdles can seem daunting, especially for small business owners. However, with a well-crafted strategy, you can conquer them and boost your sales. I have a few suggestions for you to get you started.
No Need: Start by understanding your target audience inside out. Conduct market research, identify pain points, and tailor your product or service to address those needs. For instance, consider how Apple created a need for the iPhone by offering innovative features that transformed how people communicate.
No Money: Offer flexible payment options, financing plans, or tiered pricing structures to accommodate various budgets. A classic example is the success of subscription-based software services like Adobe Creative Cloud, which allows customers to access valuable tools without a hefty upfront cost.
No Hurry: Create a sense of urgency through limited-time offers, discounts, or exclusive promotions. Amazon’s Prime Day is a prime example (pun intended) of how a 24-hour sales event can drive a frenzy of purchases.
No Desire: Craft compelling marketing campaigns that tap into the emotional aspects of your product or service. Nike’s “Just Do It” slogan is a masterstroke in inspiring desire through a simple, powerful message.
No Trust: Build trust through transparent communication, customer reviews, and a robust online presence. Airbnb, for instance, transformed the travel industry by providing a platform for travelers and hosts to share reviews and ratings, creating a trustworthy community.
Combating these five obstacles requires a well-rounded strategy that addresses the specific needs of your business and target audience. By doing so, you’ll overcome these hurdles, establish a loyal customer base, and achieve long-term success.
Remember, it’s not just about making a sale; it’s about building lasting relationships.
Let’s talk if you would like some help developing your sales strategy.