Having correctly branded sales materials to present to anyone, on or offline, is a very important aspect of your business. It is often your one and only opportunity to create the right first impression. Aside from your website or studio, they truly represent your skills and the best idea a potential client can get of what their end product will look like. They are your shop window. Your opportunity to show off your best work.
Getting the right number of sales tools can be a headache; too many may confuse and overwhelm, too few and you risk under-selling your services.
Getting the right number of sales tools can be a headache; too many may confuse and overwhelm, too few and you risk under-selling your services. It’s a fine balance.
For a start, less is more. When you are putting your best foot forward, spending time on the right sales materials and getting the quality just right will go a long way.
EXAMPLES OF SALES MATERIALS
- Product guide – this is your master document, an overview of your product offering and a document which can be split up and offered in separate pieces
- Sample products – one or two examples of your best work, showcasing options and styles
- Pricing guide – sometimes not always needed as can often become quickly outdated, but some illustration prices as examples are often welcomed by prospective clients
- Take-aways – flyers, brochures, postcards, business cards, etc. Often the customer will not make a decision on the spot so will need time to think things through. These hand-outs can back up your initial sales pitch.
Making sales is as simple as recognising the moments when people are being receptive and offering buying signals, such as asking questions about timings and price. In these internet-enabled times, people have most likely conducted initial researched already and figured out what kind of thing they are looking for, and what things cost.
…you need to be able to close the sale and get them to part with their cash
Your job is to take them through the last steps of the process. Provide reassurance. Give clarification on product detail. Once you have reassured them on all aspects, you need to be able to close the sale and get them to part with their cash – no easy thing!
Providing a calm and informative forum will reassure your customer. This is the same online and in your studio. Having an easy-going sales patter, with a quality product showcase, makes your job easier and their potentially uneasy buying mood a smoother and pleasurable experience. There’s nothing worse than an uncomfortable sales situation, it simply doesn’t work. Well designed sales materials can help make the customer feel more at ease at parting with their hard earned cash.