Episode 105 – Sales Conversion Strategies

Since you are running through this series, you are going to stumble upon sales opportunities.

It's important to do 2 things when an opportunity arises:

1. Recognize the potential for opportunity
2. Take actions when the opportunity is presented.

So how would you go about doing this? Let's jump into some ways to recognize a potential customer and how you could take the next step into getting them closer to being another satisfied customer.

Look for visual clues:

• They stop at your booth or eyeball the shirt you're wearing

• They are wearing custom branded apparel - like for a business

• Facial expression when you show them what you do

• Come by your shop/booth or visit more than once

• They are obviously IN your niche market target
  wearing cheer, business logo, bicycle shorts

• They're USING promotional products

Listen for verbal clues:

Oh yea we always get custom shirts made

• Where do you get them now? What could they do better for you?

Do you customize ............ hats, bags,etc

• Discuss all the things you offer and suggest things they should get

I've thought about doing this

• Great, let me show you the benefits and how it's affordable

Do you have a storefront?

• Why do you ask? is there something you are looking for? I customize anything

Do you have a business card?

• Why do you ask? is there something you are looking for? - Let me get your info too

Do you have Facebook / Insta etc?

• Of course. I am always curious why people have an interest to follow. Interested in seeing samples or reviews?

Converting Conversation Starters:

In Person

• It looks like you get custom shirts done, where do you get that?

• I see you bought some custom apparel before - I'd like to chat about a little higher quality option, okay?

• A lot of businesses like yours give away swag/wear custom t-shirts

• I've got a bunch of clients in [insert niche], can I show you a few examples?

• I was in a [insert their business] the other day and it looked like they were doing great selling t-shirts - have you thought about that?

• People always stop and look at that design. What size are you?

Converting to the Sale:

In Person

• I'd love to show you what I can do - how about if I make you one?

• It sounds like you do a lot of different things - I'd love to be a part of that. Why don't you make a small mixed order now and let's see how they do?

• While you look around - how about if I make you one of these? They're only $____

• Why don't you hire me to do that logo/shirt/design a little better? I'm sure you'll be happier with it

• I love that design too - do you want me to wrap it up or have it delivered?

• I'm sure you'll be happier with the work I do - why don't you place a small order now, then if you like them we can discuss a larger one?

On the phone

• Can I save you some shopping time? I'm going to do a great job at a great price - I promise you'll be happy with the results. Why don't you just let me take the order now and I'll get started?

• I've got time in production schedule tomorrow or Friday - can I put your job in one of those time slots?

• You'll be happy with the price detail I'm sure - when do you need me to deliver the shirts?

• I'm about to start a big job - if you place the order now I can probably get it done beforehand? is Tuesday delivery in your time frame?

Next Steps:

1. Write down some of these converting phrases and make them your own
2. Practice them [corny, but necessary]
3. Use them - and keep track of when you don't.
4. See if your sales improve!