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Featured Article |
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Issue March 2004 "Keeping Businesses Moving Towards Success" |
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How to sell in today's market. Find out how you can close more sales and make more money!
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How To Assure Customers You’re Helping ThemCustomers
want to believe you are in business to help them. They
don't mind if you make a profit by helping them. But they won't buy from
you if they believe you are only in business to get their money. Here
are 4 ways you can assure customers that you are in business
to help them. 1.
Personalize Your Sales Approach - Customers will not believe
you really want to (or can) help them when they see you trying to sell
the same product or service to everybody. Learn everything you can about
your customers and their lifestyles. Then, sub-divide your targeted
market into several narrowly defined niche markets. Customize your sales messages to the specific interests and needs of prospects in each niche market. Customers should be able to see your product or service as the perfect solution to their specific situation. 2.
Convert Everything Into Customer Benefits - One
way to convince customers you want to help them is to focus
on the benefits they can get from you. Customers don't really care about
you, your company, your products or your professional credentials. They
only care about the benefits they can get by using your products or
services. Keep
this in mind as you develop your web pages, sales letters and other
promotional materials. Present everything in terms of the benefit it
provides to customers. For example: ...Don't
just list the features of your product or service. Explain
how those features provide the benefits your customers want. ...Don't just publicize your educational or professional credentials. Describe how those credentials equip you to do a better job for customers than your competitors. 3.
Build A Relationship - You
can also demonstrate your commitment to help customers by
building a relationship with them. Few prospects buy on the first
communication - even if they desperately want or need what you are
selling. Stay in contact with these prospective customers. Follow up periodically with some useful information ...and don't charge them for it. Building a supportive relationship proves you want to help them. It gains their trust - and eventually a sale. 4.
Encourage Questions - Answering
questions is another way to demonstrate your interest in helping
customers. It also captures sales you would otherwise lose from
prospects unable to get all the information they wanted. Encourage
prospective customers to ask questions when you are
in a live selling situation. Make it easy for customers to ask questions
when they are at your web site or in other selling situations without
live communication. For
example, provide a phone number customers can call to speak with you or
someone else who can answer their questions. Consider using a toll-free
number unless you only do business in a local area. Tip:
Include a Q&A page on your web site with answers to frequently
asked questions. It will reduce the number of questions you have to
answer individually. Customers know you are in business to make a profit. But they also want to know you are in business to help them. The 4 methods revealed in this article will help you assure customers that you are committed to helping them. "You have permission to reprint this article in your e-zine, at your website or in your newsletter. The only requirement is including the following byline..." *Article
by Patricia Kopp. Visit www.creativeBUSINESSworks.com
for more original content on marketing tips, sales strategies and
business success. |
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Published And Distributed By Creative Business Works 866.663.9600 |
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