Tag Archives: word of mouth

Selling

Selling products or services can be tough and with services it can be even more challenging. But what if the customer is being difficult about some aspect of the product? Whether it be the quality, the price, or something else about the product, it is the job of the salesperson to actually sell the product to the customer. Whatever it takes, it has to be sold, and that should be the mindset of the salesperson on the job. There are limits to what you can do, but there are some things you can at least give it a try.

Firstly, you can sell the product or service on the point that it is going to make life easier for every user. Whether you are selling a laptop, or selling an insurance, it is up the salesperson to make sure that you are selling the product. Show the value that the product is going to bring into the life of the customer. Whether it be time or money, sell what that product is going to save the customer in the long run.

Another good tip is to show the value of the product in monetary terms. Some people assume that a new car might be too expensive to buy. However, what about what happens if the car that the customer has now goes into the shop? Is it better to spend 300 a month on a new car, or spend 200 a month on a car that is always in the shop, and is never able to be used? Most people might actually want the new car instead.

The customer might really want the product, but might fear they are going to suffer from buyers remorse, or find a better price elsewhere. At such instances sell the warranty that comes with the product, whatever it covers. If anything happens to it, or the return policy for that matter, the point is, you have to gain confidence of the customer. Whether it be that you can replace it with something else, or bring it back for a refund, you are putting the customer at ease that they can buy the product without fear.

The key to selling a product is to sell the benefits of the product. Whether it is priced the lowest at that particular store, or the product is going to make the life of the customer easy, the salesperson should be able to project the real benefits of the product. All products add value, you just have to convince the customer that there is enough value for the customer to actually make the purchase. And for a good salesperson, if they can connect with the customer at any point during the sales pitch, it acts like icng on the cake.

Ofcourse, with services its a different story, before actual deal is closed there will be several meetings, several emails going back and forth, then finally the moment comes. The sales cycle is much longer here.

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Customer relationship and marketing

Promote your business by building relationships. Yes, its true, customer relationships drive your business. It’s about finding right people who believe in your products or services. You can spend big bucks but its like rolling boulder up a hill. You want to drive your business into new territory, but every step is hard and expensive. But there are ways to achieve the goal.

Develop an army to help you push that boulder up the hill instead. How do you do that? You develop relationships with people who don’t just understand your particular expertise, product or service, but are equally excited about what you do. You stay connected with them and give them value, and they’ll touch other people who can benefit your business. Powerful relationships don’t just happen from one-time meetings at networking events. You don’t need pocketful of random business cards to clutter your desk. What you need is a plan to make those connections grow and work for you. Here are few pointers you remember while you are out on a mission.

Build your network, it’s your sales lifeline. Your network includes business colleagues, professional acquaintances, prospective and existing customers, partners, suppliers, contractors and association members, as well as family, friends and people you meet in your community. Contacts are potential customers waiting for you to connect with their needs. Ofcourse, you need to understand that networking is a long-term investment. Do it right by adding value to the relationship, and that contact you just made can really pay off. Communicate like your business’s life depends on it.

Communication is a key here, so do it early and often. Relationships have a short shelf life. No matter how charming, enthusiastic or persuasive you are, no one will likely remember you from a business card or a one-time meeting. One of the biggest mistakes people make is that they come home from networking events and fail to follow up. Make the connection immediately. Send a “nice to meet you” e-mail or let these new contacts know you’ve added them to your newsletter list and then send them the latest copy. Immediately reinforce who you are, what you do and the connection you’ve made. Its a fact, you rarely meet people at the exact moment when they need what you offer. If you stay on their minds, it’s easier to keep a connection warm than to warm it up again once the trail goes cold. So take the time to turn your network of connections into educated customers.

E-mail marketing keeps relationships strong on a shoestring budget. It is cost-effective and easy way to stay on customers’ minds, build their confidence in your expertise, and retain them. Build your reputation as an expert by giving away some free insight. You have interesting things to say! An easy way to communicate is with a brief e-mail newsletter that shows prospects why they should buy from you. And it’s viral, contacts who find it interesting or valuable might forward your e-mailer or newsletter to other people, just like word of mouth marketing.

Reward loyal customers, according to Bain and Co., on average, repeat customers spend 67% more than new customers. So your most profitable customers are repeat customers. Now the question is, are you doing enough to encourage them to work with you again? Stay in touch, give them something of value in exchange for their time, attention and business. It doesn’t need to be too much, anything of their use will suffice like notice of a special event, helpful tips, advice or news, can be effective. Remember, if you don’t keep in touch with your customers, you are loosing out because your competitors will.

Customers are best sales agent, so spend time to build your customer relationship and do the follow-ups. Make use of cost effective tools like e-mailers. Send out simple newsletter, an offer or an update message of interest to your pool of networks. If they remember you and your offerings they will deliver value to you with referrals. They are in the market, and are aware of opportunities you’ll never hear about. That is why it is very important to remain in touch with your customers.

Thus, in order to close this we cannot deny the fact that small business is all about relationships, relationships and relationships.

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