In business it’s important to develop lasting relationships. And, it’s even more important to develop these relationships that also SELL for you, bringing you more clients, more money and more freedom!
So when many people are undercutting each other left and right in order to “get the clients,” I’m challenging us ALL to actually approach business in an authentic, ethical way… and also in a way to have fun and make money in the process too! After all, if you can make more money with a business model that WORKS, wouldn’t you rather do that than undercut your competition, only to make cents in the dollar? Who wants to work just as hard for less money? (Not me!)
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Customer service is all about helping people to buy or use the services we offer. We are solving people’s problems!
We can spend so much money on marketing to attract customers, yet ignore those right on our doorstep!
Our current enquirers – those who call, visit the website or store as well as those who use our products or services regularly are our “hot” customers. Don’t spend money on attracting more until you can look after these people well – give them a reason to come back again and again or recommend you to their friends.
I want to cover some basic keys that are often ignored when helping customers to buy –
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Take aways are one tool to use that will help you to convert more of your visitors into enquiries, phone calls, and ultimately sales.
But what is a Take Away?
Take aways are simply something a potential client can “take away” with them after visiting your website.
It should definitely be something tangible, something of value, and something they can easily print or download directly from your website.
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I was with one of our clients the other day and he shared the following sales wisdom with me.
So let me share it with you.
He declared that the number one sales tip was this: ‘Get the other person talking about themselves and you’ll make a friend, and ultimately a client.’
I have personally found that to be true. I never go in to a sales meeting ‘to sell’. I go in there to make a friend, find a need – and I do that by using the art of questioning. My purpose is clear, and that is, that I am more knowledgeable about their business at the end of the meeting than I was at the start of the meeting.
Here’s another trick that a business coach shared with me – to make sure that you are using the number one sales tip.
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Most people don’t realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.
The customer started describing his situation and after a few moments he paused – briefly. It was an opportune time for the sales person to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intuition proved correct – a few seconds later he continued talking about his needs, and when he had finished discussing his point he paused. The sales person refrained from speaking and her customer began talking again.
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In business it’s important to develop lasting relationships. And, it’s even more important to develop these relationships that also SELL for you, bringing you more clients, more money and more freedom!