Beginner selling mistakes

7 replies
This post is as much for me as anyone. I am new to this mobile marketing business (only been doing it for a couple weeks) and I have made a couple sales.

I have also been making a lot of beginner mistakes. This is a log of those mistakes and what I THINK the solutions are. Hopefully this can help you out as much as it will help me to write it out.

1. Wanting the sale too bad
This doesn't seem like a mistake, but if you want the sale too bad you make stupid choices. Primarily, you undercharge or you let the potential customer see that you are desperate. I have done this on both my sales, although not as bad on the second as on the first.

I was so worried some of my price quotes would drive them away on the first sale that I discounted the price before they even objected! Silly fear and novice mistake cost me money for no reason. On the second sale I quoted my prices for both a mobile and a desktop website (they don't have either and want both). The reaction was clear: Too high!

This time I did a better job and I didn't panic, at least not at first. I asked what he thought these services were worth - and got a price.

His price was close to the cost of just the mobile site alone - so I told him, I would do just the mobile site for that price. Instead of changing the offer to match his price, I changed my PRICES to match his price. That was silly. I shouldn't of just discounted the mobile site - I should have said, well - I can't offer all of these features for that price - but I could do this.

Also, I lost the sale on the website without really even fighting! I didn't explain the VALUE of me doing the website vs an in house. I didn't even TRY. I was so worried about getting ONE sale that I cost myself money.

Thankfully, I will have another opportunity with this to increase my sale here.

For me, the key lesson is : DON'T LET DESPERATION COST YOU MONEY.

I can't think about my bills, my mortgage or anything like that when on a sales call. I have to realize that I am offering a premium service that can help them. If they don't want the help, then that is their problem. I have a great offer that one of my next appointments will snatch up because they will realize the value.

At least, I think that is what the lesson is...
#beginner #mistakes #selling
  • Profile picture of the author jameer
    Hi,

    What you said is very true. As web designers we should always deal the customers in a professional manner.

    Desperation will cost us a lot. And always we should remember that "First impression is the Best" The reputation that you gain in the beginning is very important. That will decide the future.

    Very useful post for all newbies.

    Thanks
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  • Profile picture of the author kenmichaels
    Originally Posted by mrjosco View Post

    For me, the key lesson is : DON'T LET DESPERATION COST YOU MONEY.
    You just learned a valuable lesson.

    Always, and I mean always be willing to walk away from a sale.

    The business owners are and you should be too.

    It puts you both on a even playing field.

    Here is a tip for pricing.

    Figure out your cost, then tell them it is twice as much. This way you always
    have wiggle room, you can lower the price and make them feel like they
    got a deal and you still make a profit.

    Also when making a deal, don't drop your drawers all at once.
    Justify each price drop, with something that makes sense.

    and finally, keep in mind, business owners buy things everyday.
    There job is to buy as low as possible, yours is to sell as high as possible.

    Sometimes when they want a deal, its not about the money, but
    simply them feeling they did there job properly ... which is haggle.

    What i am trying to say here, is don't drop the price in huge amounts.
    Sometimes $20.00 off retail will make them very happy.

    BTW, you have only been doing this a few weeks and you have a few
    sales? That is fantastic. I know people who have been at it a year
    and still haven't made a single sale.

    If you search through the offline section, you will find huge
    amount of info on sales. Maybe some of it will help you.
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    Selling Ain't for Sissies
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    • Profile picture of the author mrjosco
      Two weeks and two sales - so I agree, not too bad. But it needs to be, and realistically can be, better. My goal is one sale a day.

      I like the tip on pricing. I am getting more confident and comfortable every time I go. I am spending a TON of time driving to appointments though. Which is limiting me to 3 or 4 appointments a day 2-3x a week.

      My next goal is to work on closing the deal over the PHONE. Really, it is a small investment for a business owner, so this should be feasible and allow me to work on getting more appointments.


      Originally Posted by kenmichaels View Post

      You just learned a valuable lesson.

      Always, and I mean always be willing to walk away from a sale.

      The business owners are and you should be too.

      It puts you both on a even playing field.

      Here is a tip for pricing.

      Figure out your cost, then tell them it is twice as much. This way you always
      have wiggle room, you can lower the price and make them feel like they
      got a deal and you still make a profit.

      Also when making a deal, don't drop your drawers all at once.
      Justify each price drop, with something that makes sense.

      and finally, keep in mind, business owners buy things everyday.
      There job is to buy as low as possible, yours is to sell as high as possible.

      Sometimes when they want a deal, its not about the money, but
      simply them feeling they did there job properly ... which is haggle.

      What i am trying to say here, is don't drop the price in huge amounts.
      Sometimes $20.00 off retail will make them very happy.

      BTW, you have only been doing this a few weeks and you have a few
      sales? That is fantastic. I know people who have been at it a year
      and still haven't made a single sale.

      If you search through the offline section, you will find huge
      amount of info on sales. Maybe some of it will help you.
      Signature

      Vintage and Retro Shirts from Vinretro

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  • Profile picture of the author TrumpiaTim
    Great lesson to learn and this really applies in all customer situations, not just mobile marketing!
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  • Profile picture of the author Jarrod
    Good share, and congrats on making a couple sales your first couple weeks in!
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  • Profile picture of the author usndsd
    Congrats on your first sales

    Having been is sales all my adult life and it never fails when you drop your drawers and give away the product, those customers are always the first to complain.

    If you have a viable service or product that you believe in Price isn't a concern...Don't be afraid to ask for the money! Then don't say another word...put all the pressure on the client to make a decision...then if you have to drop the price I agree with Ken Michaels post...drop it small increments...

    The definition of a good deal is when both parties are happy...Price has nothing to do with it.

    Just have fun when you're out there and don't let life's pressures ie: bills, mortgage, etc get in your way....Clear your head when out there selling...Customers can sense desperation and you will never sell in desperation mode.

    Hope that helps some....
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    Bill Holton -Appznation Co Founder
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