Seven reasons why you need to define your ideal client

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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 and it can even help steer your research and development. Continue reading “Seven reasons why you need to define your ideal client”

Two reasons why business has changed forever

why business has changed forever

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”

Questions are the key to successful sales

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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”

Take control of the sales process — 7 things a customer needs

take control of the buying process

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”

Improve conversions and double your business

Improve conversions and double your business

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”

What to say when a client says you’re too expensive

What-to-say-when-a-client-says-you're-too-expensive

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”

A marketing strategy to help your business appeal to more customers

marketing strategy

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”

Focus on the customer need

Focus on the customer need

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”

Questions versus caring

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.

He left.

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.