ThereWho is your ideal client? Can you think of that one ideal client you have who is a dream to work with? They buy from you without much effort at all. They love everything about what you do. This client is a perfect fit as far as what they need and what you have.
They see enormous value in your products or service and they tell all their friends about you. This person engages with you on social media, liking, commenting and sharing your posts without you having to ask. They happily give you glowing testimonials and reviews.
What if you could have an entire business filled with duplicates of this person?
One of the most important things in business is knowing who your ideal customer is. Defining your ideal client and knowing everything about them can help make your marketing much more effective. It can even help steer your research and development. Continue reading “Who is your ideal client? Seven reasons why you need to know”
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.
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 when someone says it’s too expensive.
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 someone says it’s too expensive”