In a world where prospects have instant access to online offers, discounts, pricing and customer feedback, these four strategies will help you attract (and win) more buyers: 

1. Conduct your own competitive analysis. Budgets are tight and so is competition. So it’s safe to assume prospects are going to consider all of their buying options before making a final decision. Proactive salespeople compensate by doing their own competitive research up front. That way they’re well prepared to overcome any objections (or perhaps even avoid them altogether). Competitive research also helps salespeople uncover where a prospect’s existing supplier is coming up short, and how to capitalize. Finally, presenting prospects with your own analysis allows you to control the comparison process, answer any questions the prospect has and present the data in a way that works in your favor.
2. Use the web to build stronger relationships. Social networking is increasingly popular with sales organizations these days, and rightfully so. Best-in-class companies like Zappos and Best Buy use business networking sites such as Twitter and LinkedIn to boost sales, increase loyalty and respond to service requests ASAP. But networking sites are just one way to boost sales and loyalty via the Internet. E-zines, e-newsletters, blogs, message boards and e-mail surveys are all popular ways for salespeople to stay on buyers’ radars and gain actionable feedback, while building stronger relationships in the process. These resources are also a great way to promote your company’s brand, as well as any special offers buyers can benefit from.
3. Let buyers dictate how you communicate. Technology offers countless ways for salespeople to communicate with buyers — e-mail, cell phones, text messages, social networking, etc. But the reality is most buyers prefer one mode of communication to all others. But that one mode is different for everyone. So sometimes it’s best to let the situation dictate what’s appropriate. In other cases, it may help to simply ask prospects, “What’s the best way for me to contact you?” It empowers prospects by giving them control of the process, but it also lets them know you’re willing to handle things according to their preference.
4. Reinforce the value of your service. With so many buying options available online, it’s never been more crucial for sales pros to convey the value they personally bring to the table. How can you maximize the return buyers should expect to see from their investments, increase the effectiveness of the products/services they purchase or help them avoid bad buying decisions? Why should prospects allow you to guide them through the buying process instead of just doing their own research and making an informed decision? Salespeople who are prepared to answer these questions are in a much better position to earn buyers’ trust, and, ultimately, win more sales in today’s tech-dependent marketplace.

Based in part on Own the Room by David Booth.
For more info, visit www.eloqui.com

Tags: Best Buy, blogs, competitive analysis, discounts, e-mail, feedback, LinkedIn, pricing, social networking, Twitter, Value, Zappos