Sales are at the epicenter of any and every business.

If you’re a writer, you’re selling people on your words. If you’re a performer, you’re selling people on entertainment. If you’re looking for a new position, you’re selling a company on your value. If you’re a consultant, you’re selling people on your expertise. For any business to function, at some point, someone is being sold on something.

As it turns out, there is actually a formula to generating higher volumes of business at faster rates. No matter where you work or for whom, these principles can help you get there.

Add value

People follow certain social media accounts for the same reason they purchase products from a particular brand — each fundamentally adds value to their life. Whether it’s something informative, entertaining, useful or inspiring, high-sellers know that value is the main priority.

To add value to someone’s life, you have to understand what it is they are seeking. You can do this either by fixing a preexisting issue, or improving another. When the product you are offering is so inherently useful or appealing to your target audience, it sells itself.

The first and most important aspect to address is whether or not you’re creating something that’s worth buying.

Focus on “superfans”

You don’t need millions of fans, you only need a few genuine ones. In his book by the same title, Pat Flynn explains that what you’re really looking for is about 1,000 “superfans,” or people who will promote you organically because you have made such an impact on their lives. These are the people who would buy any new product from you, and endorse you to anyone they met.

Create magic moments

What creates a community of superfans? Magic moments. Flynn explains that when you create a life-changing, “aha!” experience for someone, you generate loyalty. When you give them the solution, the answer, an inspiring and uplifting moment of clarity, peace, or a path forward.... they come back for more, and they bring friends. The more you do this, the bigger your superfan base grows.

Decide whether you’d realistically purchase your own product

This isn’t just because you need to be convincing, it’s the perfect litmus test of whether or not your product is actually appealing.

If you would not purchase what you are offering, identify why. Is it too expensive, not valuable enough? Amend accordingly. Remember that you are your ideal client, and you are your best gauge of whether or not something is worthwhile.

Focus on people first

There’s absolutely nothing less appealing than a salesperson who makes you feel cornered, pressured, or uncomfortable. This is precisely what we are trying to avoid, and can do so successfully by focusing on developing a relationship with a human being, not just another potential buyer.

“The best sales people focus on relationships, not the sale,” Ryan Serhant, a realtor who generates a billion dollars worth of sales each year, tells me. “They aren’t pushing the sale, they are focusing on what is best for the client. By cultivating that relationship, the client naturally wants to buy with that sale person.”

Minimize uncertainty

Whether by promising a money-back guarantee, adding testimonials from satisfied buyers, or offering their expertise as reassurance, buyers are much more likely to take the leap if they feel certain that the cost is worthwhile. The Harvard Business Review explains that uncertainty comes from either not feeling assured that the product is of quality, not clearly identifying the problem in the first place, or feeling too persuaded.

Allow clients to come to you

It’s not about chasing potential sales, rather, allowing them to be magnetized to you. By targeting your marketing to the right demographic, you and your product will naturally find its way to the people who would most benefit from it. Remember that trying to push a sale almost always just pushes the buyer away.

 

Forbes