Australia has become a popular destination. Every year, thousands of hopeful migrants apply for visas to work, study, or even settle permanently in the country. To boost their visa applications’ success rate, many migrants usually seek the services of a migration agent. And due to the influx of migrants to Australia, the migration agency industry has become very competitive.
Are you a Migration Agent in Melbourne? Do you wish to stand out in the marketplace and boost your sales? Then you’ve come to the right place. Here are five useful sales tips and tricks guaranteed to increase your sales almost immediately and set you apart from the high competition in the field.
I. Understand Your Service And Prospective Clients
Understanding your service is key to driving sales. As a migration agent, you should make sure that you have an in-depth understanding and knowledge of the intricacies of your service. You should be conversant with what Home Affairs Officers look for in applications. Furthermore, it would be best if you always kept abreast of immigration laws since they are rapidly changing. Not only will this boost your credibility among clients, but it will also improve the success rate of your business.
Nonetheless, you should also be able to break down your services in a simple manner. Refrain from using complicated terms and jargon to describe your service. In addition, do not assume clients have prior knowledge of your service. They probably don’t.
However, understanding your service isn’t sufficient. To distinguish yourself from other migration agents in the marketplace, you need to go the extra mile. Put yourself in your clients’ shoes and make sure that you deliver above and beyond their expectations. Make your clients feel valued. You can attain this through the following:
- Listening empathetically: Do not impose your services on your clients. Doing so can come across as off-putting and insensitive. Instead, listen keenly to what your clients have to say. By doing so, you can understand their needs better and respond appropriately.
- Differentiate your service: Set yourself apart from your competitors by distinguishing your service. Understand that needs vary from one client to another. Thus, provide tailor-made services dependent on the client. For example, you can provide various channels of communication for your clients. Do not confine your clients to the modes of communication you prefer. Give them a number of options.
- Provide alternatives: When possible, provide other options for your client. It will build your clients’ trust in your services.
- Surpassing expectations: As a migration agent, you should be able to perform the following tasks:
- Provide clients with detailed information
- Examine documents and provide relevant feedback
- Prepare and submit the visa application
- Communicate with caseworkers
- Give custom advice and research on the relevant regulations of a specific application
- Keep clients informed on the progress of the visa application
II. Demonstrate The Benefits Of Your Service
Many times, clients want to know what’s in it for them. You can boast about your reputation as a reliable migration agent, but if clients are unaware of your service, they won’t care. You need to showcase the benefits of your service.
Once you have captured your clients’ attention, don’t beat about the bush. Cut to the chase and describe how you can help your clients solve their challenges and attain their objectives. Attempt to see things from your clients’ point of view. Try to understand their pain points. For example, perhaps your clients are hard-pressed for time and money. Can your service save them time? Can it save them money? If yes, demonstrate these benefits to clients. It will get them hooked to your message.
However, before you delve into describing the benefits of your service to a client, you must distinguish between the features and benefits of your service. The two terms are closely related, but there is a slight difference between them.
A feature is a part of the service. Simply put, it is something that the service has. On the other hand, a benefit showcases what a service can achieve for the client. Benefits demonstrate the outcome that a client will experience by using your product.
For example, saying you offer fast migration services is a feature, not a benefit. A benefit of this would be enabling migrants to submit their visa applications within a set number of days allowing them to migrate faster.
III. Use Success Stories
Clients need proof that you’re legitimate. Testimonials can help you achieve this by showcasing your past achievements. Here’s why they’re so successful:
1.They Show Authenticity
Testimonials show believability. They can build trust and credibility among clients. In a world of growing mistrust, fraudsters, and frequent marketing gimmicks, customers have become skeptical about salespeople. Therefore, using testimonials can eliminate doubt and make your clients more comfortable in your services.
2.They Build Social Proof
Have you ever entered a store because it was packed, and you were curious about what was going on inside the store? Or bought a product your friend highly recommended? Or maybe you watched a movie because of all the hype about it online. That’s social proof. People love to belong. This shows how effective testimonials encourage herd mentality. Therefore, by using testimonials, you can attract clients to your migration service and boost sales.
3.They Are Engaging
People love good stories. Testimonials stir curiosity because they are human interest stories, and people can resonate with them. If told well, a testimonial can be great at capturing the attention of your prospective clients.
4.They Show How a Problem was Solved
A great testimonial can demonstrate how you alleviated a pain point for your customer. As a result, using one can boost your sales significantly.
However, do not be tempted to solicit for fake testimonials. Often, clients are good at discerning fake testimonials from genuine ones. Therefore, using fake testimonials can come across as cheesy and do you more harm than good. Only use genuine testimonials as they are believable.
You can get testimonials from your clients fairly easily. Did you close a sale successfully? Did the clients love your service? Ask these clients for a testimonial. Many times, if you offer quality service, clients will be more than glad to share their experience using your service. Using these clients as evidence of your good service will seem way more authentic to prospective clients than you, the migration agent, speaking about your services.
How To Use Testimonials
Once you acquire testimonials, you need to present them effectively. You can showcase testimonials in the following ways:
1. By Using Social Media
Social media is revered as an excellent platform for sharing success stories. To derive the benefits of social media, share testimonials that explain how your service solved a problem for a customer. For example, perhaps you’ve noticed that other migration agents charge exorbitant prices yet offer substandard services. Use this opportunity to present your service as affordable yet high-quality with a testimonial on social media.
You can achieve this by providing a captivating image with an engaging copy. But for even better results, you can use a moving video testimonial.
And that’s not all! If you’d like your social media post to reach more people, you can pay for advertising to promote your testimonial. Doing so is especially useful for posts that were already performing well without spending on advertising.
2. By Using Email
Email can be a highly effective tool when it comes to showcasing testimonials and drive sales. Plus, email is better at attracting clients and getting them to focus on your content than social media. Unlike social media, by using email, you are directly interacting with your potential clients. Therefore, placing an engaging testimonial with a captivating headline in your email copy can encourage your clients to engage and drive sales.
3. By Using Your Website Homepage
Often, your website’s homepage is the first destination a prospective client will stumble upon. Therefore, testimonials should stand out on your homepage. For authenticity, ensure you have included the client’s full name, picture, and a link to the original testimonial where applicable. Also, make sure the testimonial is concise and addresses a problem that was resolved.
4. By Creating A Custom Testimonial Landing Page
Do you feel like your homepage is insufficient for your clients’ testimonials? Do you feel like you have numerous client testimonials you’d like to share? If you can easily relate to these circumstances, you might want to create a dedicated testimonial page.
You can showcase numerous client testimonials on this page and prove your legitimacy as a reliable migration agent.
5. By Writing A Blog Post
Your homepage and a custom testimonial page can show snippets of your testimonial. However, a blog post can give you more freedom to expound on a client’s testimonial story. Apart from demonstrating how a client’s problem was resolved, a blog post can reveal other interesting facts about your services.
6. On Your Promotional Materials
Do you distribute flyers or brochures advertising your services? Rather than outline the features and benefits of your products in these materials, you can go a step further and include testimonials. Testimonials can add color to your promotional materials and effectively complement the information about the services you offer.
IV. Segment your Clients
Not all your clients are the same. Each of your clients has unique needs, expectations, and traits. Understanding customer demographics is, therefore, vital to successful sales. Thus, as a migration agent, you should familiarize yourself with the age bracket, preferences, professions, country of origin, and so on of your clients. By doing this, you may notice that a huge section of your clients falls within a certain age bracket. Assessing demographics can help you strategize appropriately and boost sales. Moreover, it can prevent you from casting your net too wide and help you focus on pursuing high-quality leads.
Many times, after introducing your service to clients, they may forget about it as they go about their daily lives. Thus, as a good migration agent, you should consistently follow up with your clients. However, you should be cautious not to come across as too pushy. Be respectful to your clients, listen to their concerns, and only engage them appropriately.
And if you do manage to seal the deal, do not let the sale end there. Request your clients for referrals and testimonials. Many clients pleased with your service will be more than glad to provide you with these. By getting referrals and testimonials, you can get future sales. Moreover, you can reach out to past clients to inquire about how they are doing. Sometimes this can inadvertently lead to more sales. Build a rapport with your clients and approach them with a long-term sales goal in mind.
Understanding your service and prospective clients, demonstrating your service’s benefits, using success stories, segmenting your clients, and following up with them is guaranteed to boost your sales. Yet, these strategies aren’t entirely enough. So, while it may not directly boost sales, as a migration agent, it is also worthwhile to do the following:
Ensure You Are A Registered Migration Agent
Register with MARA (Migration Agents Registration Authority) as a certified migration agent. Once you register, your MARA license will be valid for one year. As a registered agent, you will be regulated, undergo an annual Continual Development Assessment, report to the relevant authority, and be liable to the authority for any misconduct. While all this may seem like a hassle, getting registered with the authority will prove your credibility as an authorized migration agent. Moreover, registering as a migration agent can prevent you from losing sales. Clients can easily search for registered migration agents on the MARA website. And if your name doesn’t pop up in the search, you may lose business.
Once you register with MARA, acquaint yourself with the MARA Code of Conduct that outlines your obligations towards your clients. Moreover, familiarize yourself with the ethical framework that describes how you should deal with ethical issues. Lastly, check out the Occupational Competency Standards for Agents. It gives guidance on what you need to do to practice as a professional migration agent. All these details can be obtained from the MARA website.