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Selling To Biz Women
Kelly McCormick is an expert on how to sell and, more specifically, how to sell to women. In a recent article on how companies should sell their business products to female entrepreneurs, she noted that the typical selling conversation turns off female buyers. She came up with the following tips:
1. Business women do not buy gadgets but a high-quality product or service. Women invest in realistic solutions. They don’t buy glitzy features, bells and whistles.
2. Businesswomen find it a waste of time to work with vendors who speak about features without talking about the benefits.
3. Women want a simplified process and clarity, and when using a product or service they want to see real results.
4. Women want sellers to acknowledge when a problem can’t be solved. It’s honest and trustful. She may not buy right away, but may come back in the future or recommend you to others.
5. Women expect a follow up after a sale. Women don’t just invest in product and service solutions-they invest in the seller too. A seller becomes part of her team.
6. Women really appreciate an after sale call.
Photo by mmagallan.
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Patricia Weber on July 30th, 2008 11:25 am
Kelly hit it bulls eye with 5 and 6. Actually I think these apply to women and men. I know both my husband I, who have been in the sales profession about the same amount of years. We often bet with each other who will and who won’t follow up.
I would add a 5b: Women expect follow up after an initial contact. Women want to get to know and like the seller. In this process they can decide if he or she is a person to trust and do business with.
Thank you both.
Bill Dueease on August 4th, 2008 5:10 pm
Sounds like very sage selling advice to anyone whether male or female. If it takes the female customer pressure to drive home these points, then terrific for everyone.
And 5b would be an excellent addition for every one as well. If you cannot trust the person you are buying from, why buy?
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