Posts Tagged ‘selling’
4 Customer-Centric Strategies
Wednesday, November 18th, 20094 Customer-Centric Strategies
Everywhere you look, you see new buzzwords. One of the biggest is “customer-centric” and it is often associated with “selling.” That seems to be an oxymoron – isn’t all selling about the customer and his needs? What does it really mean to be customer-centric in your approach? How is that different from what you are already doing? Let’s look at 4 strategies that will help your selling become more customer-centric.
1. Make sure every single contact is valuable – for your customer. Would your customer pay you $500 for every meeting? If not, you’re vulnerable. Unless customers think their time with you is well spent, there’s a high likelihood they could disappear into a black hole.
2. Bring your customers a way to spend less money with your company. While this may hurt you financially at the onset, the trust it engenders pays for itself many times over. And, it’s better for you to bring up this topic than for your customer to hear about it from competitors.
3. Update customers on what their colleagues are doing. Corporate decision makers, with their nose to the grindstone, often have no idea what others in the organization are doing. Bring them ideas from their peers in different divisions. Set up meetings to share best
practices. Be the network.
4. Respect their time; it’s their most precious commodity. The days of “winging it” are past.
Customers today expect you to research their companies prior to meeting, come in with an
agenda, ask insightful questions, and lead the conversation.
4 Ways to Sell More Merchandise During a Slump
Monday, November 9th, 2009This recession is a real bad deal for those businesses that sell to consumers. Instead of refusing to acknowledge that we are in a recession and saying, “business will pick up soon,” you need to take action and learn how to find prospects and turn them into customers. Here are 4 ways to do that:
1. Interact with customers. Managers need to be on the sales floor or wherever there are customers. Be helpful. Ask questions. Don’t be afraid of the answers. Find out what they like about your business, what they don’t like, what they wish they could find, etc.
2. Create buzz by leveraging your present customers. Invite your present customers to give a testimonial to post on your web site. If you have a retail store, invite customers to act as pseudo-salespeople on a Saturday. Advertise it as a “talk to our customers day.”
3. Keep sales people selling and customer service people doing customer service. Sure, a customer service person can sell or upsell or cross-sell, but your best sales person is someone who loves to sell – all the time. Take advantage of those people.
4. Help all your employees to leverage their networks. Everyone knows someone who knows someone. Teach your employees to network. Ask them to tell 3-5 people they know about an upcoming sale and encourage them to ask those people to each tell 3-5 more people. If you only have 10 employees and each tells 5 people who each tell 5 people, that will be 250 people who get a personal invitation to your sale!
Using just these four strategies to change the way you do business will increase your business. At the same time, your present customers will love you and become more loyal. And, at the same time, they will become sales people for you wherever they go. The best advertisement is an excited customer!