As a Business Filings Consultant at CorpNet, I spend most of my day helping people start a business and assisting them with business filing services. I do that by educating them on the different types of business formation packages we have and recommending the one that is best for their particular needs, whether that’s to form an LLC or incorporate a business. I’ve learned a thing or two along the way (and made mistakes in the process), and I want to share a few tips that can help you in your sales efforts.
1. Get to Know the Customer
We work with people who are starting a business or who want to change their business structures for existing businesses. So I get to hear a ton of amazing stories about people and their businesses. I listen to every single one, from the guy who’s opening a bakery in Colorado to the franchisor who’s expanding his exercise brand across the country. It’s important to them that I pay attention. That’s how I build trust: by genuinely listening and caring.
I find that the more value I provide, whether it’s in helping the customer file a DBA, set up a sole proprietorship, or register a trademark, the more they trust me.
2. Make Suggestions That are Best for the Customer, Not Your Brand
Yes, you want to sell to people. But not if your solution isn’t right. I’m not trying to sell people on our biggest, most expensive package. I’m trying to help them find the package that fits their needs. Sometimes they’re not in a hurry, and don’t mind waiting several weeks to incorporate a business. Sometimes they’re in a rush and want to process an LLC in 24 hours. I’m most successful when I provide solutions that fit the customer’s needs.
3. Stay on Top of Your Industry
There are a lot of deadlines, regulations, and rules around corporations and LLCs! It’s my job to know what’s happening so I can pass that information on to the customer. Knowing my industry, I’m a sharper salesperson.
4. Stay in Constant Contact
Our standard packages take a month or so to process with local state governments. My clients are antsy to know the status of their incorporation paperwork, so I try to update them whenever I hear where an application is in the process. This shows my clients that I’m still looking out for them, even though the actual sales transaction is over.
5. Follow Up
The sale doesn’t end when a customer hands over his credit card details. A good salesperson continues the relationship after the sale. I like to check in a few months after the paperwork has been approved to see how things are going. Because I paid attention to the customer’s story (see #1) I can ask intelligent questions, like how that bakery is coming along.
Being successful at sales simply requires you paying attention and being a good business partner. If you have your customers’ best interests at heart, closing the sale will be a breeze.