Two events, ten years and why business has changed forever
In the last decade, we have had two major, once in a generation, advancements in technology, which have completely changed the way people communicate and gather information. As a result, business has changed forever.
As a business owner, you must understand how these changes have made a difference to the way customers buy and what you need to do as a business to survive in 2017 and beyond. Continue reading “Two reasons why business has changed forever”
Two ears and one mouth
There’s a saying about being a good listener — you have two ears and one mouth for a reason; listen twice as much as you talk. This is highly relevant in the sales game. In my experience, the average salesperson talks over 80 percent of the time while they’re selling!
People buy because they have a need. The only way for you to uncover your customers need, is to talk less and listen more. Talking too much is a sure way to lose the sale. Continue reading “Questions are the key to successful sales”
What the customer needs before they can buy
You’re not too bad at sales. You know how to communicate and create fantastic conversations with prospects. You know how to ask great questions. But there’s a huge piece of the puzzle you don’t have any control of. The customer! Regardless of how well you lead the sales process, there are seven things the customer needs before they can buy from you.
Your success throughout the sales process will be influenced by these seven factors so it’s important to understand what’s happening in the customer’s mind.
Continue reading “Take control of the sales process — 7 things a customer needs”
Improving conversions is the easiest way to grow your business
You put so much into your marketing. It takes time, effort and money to connect with a potential new customer. The last thing you want is to lose them to the competition right? When you understand the fundamentals behind how and why customers buy, you can significantly improve conversions and increase your bottom line.
One of the easiest ways to grow your business without needing to do any extra work, spend any extra money or find any new leads, is to increase your conversions. Continue reading “Improve conversions and double your business”
The “too expensive” objection
If you’ve been in business for a while, by now you would’ve come across clients or prospects giving you the too expensive objection. Mastering the right mindset and believing in the value you’re offering is so important. Understanding how and why people buy is also vital to knowing what to say to the too expensive objection.
So what do you say in response?
Dealing with this type of rejection is always tough. It can make you question what you’re offering. It can make you question your value, your entire business and can even make you consider lowering your prices. It’s so important to fight the self-doubt.
Stop! Don’t change a thing until you’ve read on. Continue reading “What to say when a client says you’re too expensive”
The generous friend
As a business owner, you have to take a generous approach with your marketing strategy. Asking people to buy from you all the time, without giving them anything else in return, is like having a friend and only ever speaking to them when you want them to come to your birthday party, just so that you can get one more present.
Would you want to be that person’s friend? Continue reading “A marketing strategy to help your business appeal to more customers”
Business is about your customers. Sorry to say, but it’s not about you!
Remember your customers? The people who pay you? When you’re self employed, it’s your customers who pay your bills.
Yep, they pay your mortgage. They pay your kids school fees. They pay for your holidays. They pay for the food in your fridge and pantry. Continue reading “It’s not about you!”
What if you focused on the customer need?
What would happen if you never told another person about what you do and instead you focused on the customers need? Your business would boom. That’s what would happen.
I went to a market the other week. While I was there I did an experiment. I stopped to look at things that interested me. Initially I said nothing to the stall holder. I waited for the owner to approach me. I wanted to test how they would engage me and what they would say.
My experiment confirmed my suspicions. Sadly, so many business owners have no idea to how to conduct business. This is what I heard: Continue reading “Focus on the customer need”
As a business owner or sales person welcoming a new customer into a business, you have two choices – you can ask them questions, or you can genuinely care about helping them.
This morning, while I was stretching after my workout, I witnessed a cringe-worthy example of all questions and no care. A new prospect walked into my gym to join. The girl behind the desk had clearly never met this man before.
In the most uninterested tone I have ever heard, she asked the gentleman, “How did you hear about us?”. “What is the reason you are joining today?” and then “Can you fill this out.”
She answered his questions about the cancellation policy. And then she said “oh by the way my name is Jenna.” (And she did this while staring down at a the desk while he was staring at the form he was filling in).
She never came out from behind the desk. She never shook the man’s hand and welcomed him. She never asked his name. She never cared about anything he said. She never once genuinely cared about helping him in any way.
Once his form was complete, she handed him his access card and told him it would be active within half an hour.
She never said goodbye. She never thanked him for becoming a member.
Business is about relationships. It is about helping people and solving their problems. If you’re not in business to help people, then you’re in the wrong game. If you’re in any type of customer service roll and you’re not genuinely interested in serving the customer, then please get out and go do something else.
Today’s post is for all the small business owners and aspiring entrepreneurs….
So you run a small business. What exactly does being in business mean? What is it that you do? Here is one definition: being in business is the act of trading goods or services with customers, for money
Here is my definition – business is an exchange of value.
Now the whole money thing is interesting. Are your thoughts around being in business anchored in the ideal of money? Are you constantly in fear of not enough money coming in or too much money going out? I know I have been. It’s only natural. Most likely you are in business to make a living. I think it’s probably safe to say most people in business are pretty focused on money. Would it be safe to say then that most people in business would add money somewhere into the definition of business?
Let me ask you this question – if business is all about money, how was business conducted before money was invented? Hmmmmm………
Through history, the art of business was about trade, not money. Once upon a time, there was no such thing as money. People traded goods, food, livestock, grain, fur, cowry shells, beads, weapons, even other people in the act of doing business with another person. The act of business was about trading goods or services of equal value.
Business was about value, not money.
Then along came precious metals such as gold and silver which were highly sought after and became valuable commodities for trade. Coins began being produced and used for trade before paper money, plastic money and now in the 21st century, virtual money in the cloud.
So is business really about money or is it about value? What do you think?