It’s great to hear more and more
feedback from so many businesses that are really busy and thriving despite our
sluggish economy. Yes there are challenges around - but lots of opportunities
too, especially for small and medium sized businesses.
So, what have the successful
businesses got right?
The basics...
Know what you’re great at
Focus on what you do best and be
the best you can be. Keep learning, keep up to date with current trends and
thinking and most of all…concentrate 100% on giving your customers a positive
experience.
Give your customers what they
really want
Really get to know who buys from
you. What problems do they have? What do they want to achieve? This information
is critical in order for you to match their needs and make them want to buy
from you. Don't guess. If you don’t know….ASK!
Tell them you have what they really
want
When you know what your customers
really want…you need to let them know that you have it. Communication is
critical. Imagine having the perfect solution for your customers then keeping
it a secret. Avoiding sales and marketing activity is like keeping yourself a
secret. Use telephone, email, face to face, social media, post – whatever you
need to do to reach wherever they are. Not just one thing either – a mix of
activities will give you the best results.
Test and measure
Check the impact of all your
customer interactions. You need to know what isn’t working…so you can stop it.
Knowing what works means you can do more of it. Know what could work with a
tweak here and there – then tweak away to make it more effective.
Be flexible
Keep trying different ways of
connecting with your customers to keep them interested. You also need to be
flexible to their needs. If you can deliver in a way that suits them even
better….do it.
Quality, quality, quality
Hopefully you will already be going
that extra mile to keep your customers happy and delivering a quality service or
product. Keep checking in with yourself…what could I be doing better? Keep
checking in with your customers too…they are the best source of feedback. Most
customers won’t tell you when they’re unhappy…they will just go elsewhere to
buy. So make sure you know what will make it better for them…guessing isn’t an
option.
Attitude
The way you think will impact on
the success you have. Half hearted efforts will give you half hearted results.
You know what you want and you know
what you need to do to get it. Commit to it and get on with it. It’s easy to
blame other people or the economy or anything other than yourself but at the
end of the day your sales success is down
to you and the ACTION you take.
Think about what motivates you and
be sure to use these things to keep you in a positive state of mind. These all fall into the “basic”
category – but are worth checking in with. Are you doing all of these?
Until
next time.
Leigh
PS; If you haven't already, check out our 4 X DVD Programme "The Essential Sales System for Small Business"
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