Throughout the years I have worked freelance as I realized how important it is to know about sales … I mean, not only to knowledge in marketing and advertising for our work as designers, but to know about sales seeing as our services business.
I’ve worked with some big companies but the strong of my work is with SMEs (small and medium enterprises). I have to help birth marks, support campaigns, pratrocinar events.
Possibly much of this as well as I know, from experience, but I would like to make a list for those seeking to start and never has more:
1. Know your strengths. When we started opening step, the first thing is to know and recognize what we are best. As a rule, we know everything, but there is always something to do best. Photography, or illustration, corporate image or product development, advertising and editorial design. Set to devote our sales efforts can help us not to miss among all the possibilities and end up wasting valuable time by not organize before.
2. Studied in depth what you sell. Now that you have your main area we need to know everything possible, customers are very smart and sometimes you will be asked questions from previous experiences that you need to know to respond. And every effort is not just theory, for example, includes knowledge of printing and reproduction of your design, competitive prices, trends, at least in your geographic area, time performance, legal requirements or trusted contacts, for example to place advertising external requesting a client or doing sports uniforms with the logo of any company for a certain amount of time in uniform as embroidery, etc.. Detects the benefits you can offer your service to others are not.
3. In-depth study who will be your customers. In the design and we must apply the principles of marketing. Let us not forget that market is different, one thing is the running of workshops and other private schools and through the communication of the design features we can offer appropriate options for each. Including price, time limits for payments, promotions, etc.. Do not forget that throughout the year are presented for each season rotation. As is the return for some classes such as stationery, private universities, will be the dates for other holidays such as Christmas or Mother’s Day as gift shops, boutiques, spa or aesthetic, or even dates that are related to tax matters as it would be for firms of accountants and consultants. Part of customer service that I had focused on listening and make them see that they are not just customers, but people treat them as such, responding to what they need and interacting suggesting. It is important that if you’re prospecting in gyms or in medical units, know something of the subject and how the design could be applied in different cases.
4. Organize. Make a sales plan. With goals to achieve, establishes financial goals and dates, which will invest resources in your own advertising. Do not forget to schedule appointments, make phone calls on time. It is important to plan because it seems that is not important but sometimes the fact that two events together and put to one side of the city you could bring problems. Anything you write here may seem rather obvious but sometimes we forget as designers, to think of other details that make a difference. You need to have clear policies on trade discounts, billing, payment, conditions, etc.. Planned delivery times to avoid making the days and time to meet. Create promotions. And do a monthly review of progress.
5. Be a good seller. To this list should muchísmas features but I think the main thing is:
* Be patient – there are many kinds of customers with different personalities, but as happens with friends, we must love them as they are, so there is more to adapt to his style and ponr to convince all our knowledge.
* Talk with people who always make the decisions – no good work to publicize the benefits of our work with a person who does nothing with that information, and if you leave make sure the paperwork right person receives a phone call or go back.
* Adapt to the situation – There are times when you can not do the presentation you had planned and will have to summarize in a couple of minutes you had to say, or to schedule another visit. Learn to listen and keep quiet when necessary.
* Do not be a salesperson either. As in all it is always good to apply the phrase, do not do to others what you do not want you to remember that you are a professional design that puts its services to client orders. It is not worth being an expert in sales but if you have to make up for what we lack in some area which is where our strong focus on the sale stating the advantages that some publicity given to customers can be a good idea. Seeks to provide extra facilities such as the delivery service.
* Learn how to collect. The best way is to deliver quality in your work so that people will pay gladly. Apply discounts for prompt payment is always the possibility of seeking payment to cover costs. Organizers deadlines to provide customers with the purchase. And has an account for customer deposits in more remote locations and avoid unnecessary turns. Experience is the best ally.
* Never give up.