Tuesday, August 23, 2011

YOU are the biggest selling point in your business


~written by Tien Frogget

This is true in any business, but as a creative individual, it’s more true than ever. Whether you are an interior designer, artist, photographer, or doing your best to sell your creative talents, your #1 selling point is you.

There are a lot of excellent things that you can do to promote your business both online and offline (you can find some excellent tips in two of our previous articles Top 5 Ways to Promote Your Creative Business and 5 More Ways To Promote Your Creative Business.) Having a killer website is a must and a good marketing plan is key. But you should never forget that even more than the art or creativity that you are selling is you.

People like to buy from people that they like. Sounds simple, right? Well, most great truths are simple-- and this one is no exception.

Think about it. If you were going to hire an interior designer, you would probably be willing to pay more for the same service if you knew that you were buying from a designer that you really, really liked – both their creative style, and their personality. You’d do so because you know you’re going to receive quality and you can trust them.

Trust is the golden key to getting more clients and buyers.

If you have ever been to an art and wine festival or a fair where people were selling their creations or services, you’ve had the experience of interacting with both good and bad salespeople. The major difference between the two is one thing: likeability.

The best salespeople aren’t trying to sell you. They’re asking you questions about your day, complimenting you on your shirt, smiling, and just being friendly. They only tell you about their products if you seem interested or you ask, and they aren’t pushy at all. And in the end, if you liked what they were selling and they were friendly and genuine, you very likely bought something from them. They were likeable.

It’s no longer about the hard sell. That doesn’t work any more and often just pushes people away. If you want to be successful in your business, learn to focus far more on creating lasting relationships and building trust with people.

Here are some excellent tips to help boost your likeability:

  • Smile!
  • Ask questions! Ask them about themselves, about their family, their pets, what they like and don’t like. People love to talk about themselves.
  • If they like what you are selling but don’t necessarily want to buy, mention that your creations make excellent gifts; do they know anyone who has a birthday or anniversary coming up?
  • Don’t be pushy! Relax and have fun.

Don't forget that you as the creator are half of the image that you portray to the world.

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