by: Marlon Julius Mata
When you go into business, you go into business in order to earn a profit. That is the main reason for it, unless you are in it for charity. In order for you to sell anything, you will need to come up with good products and services that your telemarketing team can offer to other companies. Think about all the B2B leads that you can gather from customers who buy from you or sign up. The problem here arises if your products or services do not sell at all. Why is that so? There are a lot of factors to explain that, but it may be because of internal reasons.
Below are the six main reasons why sales fail:
- Too much upgrading – as an after-sales service, sending periodic upgrades in your products and services, especially in software, can be good. That is, if you do it properly. Remember, you created a product to meet a specific market need. If you send too many updates on your product that it loses its reason for being, then what use is it for customers?
- Be simple, period – times are different now, with prospects more aware of what they need. They do not need a product packed with features if they only need just a few. Remember the iPod? The reason it became popular was because of its simplified interface that made it easier for users to search and shuffle songs.
- Rushing to meet deadlines – a classic example of rushed product release is Unilever’s Persil Power detergent. It was so powerful that it destroys clothes as well. Had the proper testing been done, instead of rushing to meet opening day deadlines, this flaw could have been detected. Selling a substandard product can ruin a brand’s image, and make it doubly difficult for the firm to get new sales leads.
- Marketing is only used at the last stages – one main mistake companies make is in assuming that the marketing team is only good for releasing and promoting a product or service. Not so. In fact, the marketing department should have the final say on what will sell or not. They, of all people, would know about that. They were trained to know what customers want.
- Too many inputs during developments – suggestions from a committee can be good when you are developing a product, but unless you all have the same mindset, which is rare, then you are just going to end up with a confusing creation. Limit the number of inputs you need in order to stay consistent in your vision. Sometimes, the best committee is a committee of one.
- Go straight to the point – these days, people rarely have the time to listen to some flowery speech or read long dissertations about a specific product or service. But if your aim is to get more business leads, you had better say your message straight. Your business prospects will be grateful for that.
Taking note of these mistakes will be a sure-fire way to improve your chances of making the sale, or clinching that deal.