Jumpstart Your Business

In his column in USA Today, Steve Strauss posted this in answer to a question he received. He listed these five reasons why the hard sell is a very shortsighted strategy. Consider all of the downsides to the hard sell:

•Poorer quality sales: When you force someone into buying something they may not really want, what you are really doing is setting the business up for failure. What the company is left with then is a faux-sale and a disgruntled customer.
•Disgruntled customers: Indeed, this is potentially an even worse problem. Customers who get products or services crammed down their throat don’t usually stay customers for long. Feeling used and abused, they rightfully take their money elsewhere.

Do you ever stop to consider the language that we use to describe our relationships with our customers. The target customer. Our hunter sales people. Shotgun marketing. Farming the installed base. Rifle shot marketing. In every one of these instances, either the customer is a target or we reduce him/her to a cow or a hen to consistently produce milk or eggs.

photo credit: Losttrekker

No wonder the customer has rebelled. And it is about time that we realize that the bullets are headed our way but no longer as arrows to a target but bullets of information either blasted out by customers as shotgun pellets or as rifle shots of information targeted directly at us, the enterprise.

The customer is no longer the target, we the enterprise are. We need to stop thinking of the customer as the target.

MGM5MV4UHP8U

The sale is not the only way for you to interact with your customers, says Mike Moran of Search Engine Guide. You need to remember about the rest of the buying cycle and not the last click that comes about from the search. Too many people have gotten the idea that search marketing is great for sales, but have forgotten everything else about search marketing, and maybe marketing in general.

To really benefit from your customer searches, your site must be search engine optimized with the right search terms in your content. This only happens if you truly understand the language your customer uses to describe your product and you can only discover this if you listen closely to your customer.

For the full story check out: Stop Selling Your Products!

I’ve arrived at the conclusion that I always want to tip better if my wait person smiles and makes me feel comfortable. So I’ve stolen a little from a Nat King Cole classic and written a song for all wait staff:

Smile though your feet are aching
Smile though your back is breaking
Although a tear may be ever so near
That’s the time you must keep on trying
Smile, what’s the use of crying?
You’ll get your tips in a higher pile
If you just smile

Today, most customers search the web, read blogs, forums & group discussions, ask questions in their social networks, join on-line communities, and, in the end, know very well what they want, where to buy, and most important how much to pay. The bigger the purchase, the more completely the customer educates him/herself. So, like that bad penny that keeps turning up, the objection about PRICE will keep coming your way. This difficult objection, one that is not easy to handle without some thought, comes flying out of nowhere (it seems) and you have to respond. Griff has some ideas on handling the price objection.

Have a clear message

Make it easy for your clients to understand what you are selling and why it benefits them. Sooner or later they’ll figure it out so help them get there fast. This way, if there is no benefit to them, they’ll be on their merry way to something else and will not hold a grudge against you for wasting their time.

When you hear the objections: “We don’t have a need” or “We don’t have the budget” – what do you do?

Here are some tips.

Selling is about understanding and fulfilling your customers needs. Closing the sale is important but unless you solve the customer’s problem and show him/her that your product/service gives value, you won’t get the deal. In this economic downturn, this becomes even more important so you need to understand your customer’s needs and objectives by asking relevant questions and listening to the answers.

A repeat customer can be your most valuable asset in a small business. You have the opportunity to create a repeat customer from every new customer. You can reach your sales numbers by getting your customers to spend more on other items you offer. Here are 5 things to keep in mind to get repeat customers.

Never listen to your customer. Just tell him/her what you’re going to tell him/her. Tell it to him/her. Then shut up and watch him/her squirm.

Don’t try to figure out what makes him/her think. Who cares. Just get the money.

Always cover every feature of your product and the associated benefits. He/she has to understand all the things they’re getting for the price.

If he/she doesn’t say anything you’re home free. They are just getting ready to sign the order.

Sales Quota in $ or units sold
# of returns or chargebacks
# of units booked
# of units shipped
# of units for which $ is collected
# of sales people making quota
# of customer complaints

And more….
It all depends on your comapny and the products or services you sell.