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Use it as a 'litmus test' for each prospective customer interaction and communication. Get More New Customers Getting more new customers is a result of successfully executing on two broad objectives - increasing your prospective customer's awareness of your offering and communicating with your customer from their perspective of the benefits of your product or service. the customer doesn't understand what they gain by employing your offering. The main point here is that you need to be sure you're presenting your products and services in the context your customer is thinking: 'What do I get from using your products and services?' Increase the Value of Your Average Sale You can likely sell your current products and services at a greater price than you are today. We've found time and again opportunities to actually increase the price of an offering or stay out of a 'price-discounting' discussion with a prospective customer, even in a highly competitive sales environment. 'What's the secret?' The 'secret' is to sell from your customer's perspective and get the buying criteria focused on your 'orange.' Selling from your customer's perspective means you forget the speeds, feeds, features, and functionality of your offering. All this does is leave the real selling up to your customer, making them interpret your features and functionality into benefits t Article: If you want to grow your company's revenue, the most critical thing to get straight in your mind is that there are in fact only three ways to grow revenue - you can get more new customers, you can increase the value of your current sale, and you can get more repeat business. That's it...there are no other ways. This sounds simple enough - and it is! You need to keep this reality on the forefront of each marketing and sales goings-on you undertake and target one or more of these ways to grow revenue in each safari you undertake to seek more business. Use it as a 'litmus test' for each prospective customer interaction and communication. Get More New Customers Getting more new customers is a result of successfully executing on two filly objectives - increasing your prospective customer's ear of your offering and connecting with your customer from their perspective of the benefits of your product or service. If you can fetch these two things, you can increase your number of new customers. Increase Your Prospective Customer's heed of Your Offering More than just simply creating leads, creating assiduousness is within reach establishing a brand. You have to be known for something, you need a message, and you need a 'voice' that speaks consistently in reference to your benefits and why customers should want to do house with your company. By consistent, we mean your 'voice' should be heard from your web-site, presentations, tag-line, mailers, sales letters, demonstrations, etc. Communicate From Your Customer's Perspective Put yourself in the shoes of your customer for a moment. Looking at your offering from their sole perspective, what exactly does your product or services do for them? Forget the products and services you provide, these are just the things that enable the benefits you provide your customers. Think instead alongside the solutions you are providing, the use of your products and services, the 'things' within their subject that you're enabling. These are the 'things' that your customers are really buying. A huge mistake many companies make in the presentation of their products and services is made in their initial contact and meeting with a customer. The initial contact is the encounter whereby the customer is first introduced to the products and services your shop offers. The mistake is most company's introduction of their offering focuses on their products and service, not on the benefits they offer their customers. What happens in this case is the prospective customer has to interpret everything they are in being told to and fro the features and functionalities of a product or service into something that is meaningful to them. This interpretation is where many sales opportunities are lost; the customer doesn't understand what they gain by employing your offering. The main point here is that you need to be sure you're presenting your products and services in the context your customer is thinking: 'What do I get from using your products and services?' Increase the Value of Your typical Sale You can likely sell your current products and services at a greater price than you are today. We've found time and above opportunities to seriously increase the price of an offering or stay out of a 'price-discounting' discussion with a prospective customer, even in a highly competitive sales environment. 'What's the secret?' The 'secret' is to sell from your customer's perspective and get the hire purchase criteria focused on your 'orange.' Selling from your customer's perspective means you forget the speeds, feeds, features, and functionality of your offering. Instead, you impart from the benefits your customer is most likely to value as a result of using your product or service. This point could never be over stated, you need to vouchsafe from the perspective your customer brings to the conversation. The greatest sales 'mistake' you can make is to be so rapped-up in your own offering, all you do is talk, present, and demonstrate endlessly in reference to how great your product or service is...speaking tirelessly to and fro the wonderful features and functionality you offer. All this does is leave the real selling up to your customer, making them interpret your features and functionality into benefits they value. The results of selling features and functionality is your customer often line your offering, reduces your value to a spec sheet, and compares your features and functionality to other vendors in an eventual 'price war' to win their business. When I talk through a project 'orange', I am speaking randomly the difference you offer as compared to your competition. Note, I am not talking haphazard your product or service features and functionality...I'm talking fast by the uniqueness you offer your customer. This could be the expertise subsequent to your solution, your customer support willingness or availability, your terms of business, your guarantee, your price model, your unique perspective on the benefits your customer values, etc. The objective here is to position yourself in the sales opportunity in such a way as to never provide for your competition to draw a true apples-to-apples alternative of your offering. You day after day remain an 'orange' to a competitor's 'apple'...regardless of the opportunity. It is astounding how often I've encountered companies that let their customer and competitor draw apple-to-apple comparisons of their product or service when they easily could have raised the stakes by making their heritage, pedigree, past success or creativeness in their market deal their customer's purchasing power criteria. By selling your 'orange' you insulate yourself from direct comparisons to other vendors and in turn, make it more difficult for your customer to commoditize your offering. This means you are more protected from having to discount your offering. A premium price can often be justified. Get More Repeat Business An important question to ask yourself is if your matter or offering disappeared tomorrow, what would your customers really loose? Do you offer either on top of your products that create loyalty in your install-base of customers? You want to look for opportunities to add value well world to come your primordial offering. The objective is to have your customer value something pertaining to your relationship with them the hereafter your monolithic offering. This value could be information, insight or consultation, possibly supported by a position of preeminence. Value in this context can be delivered via newsletters, whitepapers or periodic presentations on subjects such as market updates, industry trends, topics of interest, etc. Do you award with your customers regularly? While not purloin for every business, do you have a 90 or 120 day intercourse review with your new customers? Can you be born a source of information that your customer can't live without? Look for Opportunities to lay flat Your Price Model for Recurring Revenue Look for recurring revenue within your current offering. When your customers purchase from you, do they pay once or are there opportunities for them to purchase time and again? For service offerings, recurring revenue may be obvious; customers likely buy from you each time they consume your service. However, there may be non-essential means to recurring revenue by packaging your services differently that they are now or computation new services that are natural additions to your core offering. For product offerings, there may be these same natural reasons to purchase even so and again. If you have more than one product or service offering, are they linked? Do your customer's see more than one product or service when they look at what you have to offer? Does your pricing model and product 'packaging' lend itself to recurring or one time purchases? Look for a service offering for each product you have in the marketplace. Support and maintenance offerings are often thought of, but look after the obvious. Are there customer needs for consulting or informational solutions in support of your products and services? Don't overlook opportunities to partner in providing add-on products and services Getting more repeat market is somewhere about customers routinely...and it starts well ere then the first purchase. The easiest sale you ever make should be to an existing customer.
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More Articles:1. Hardcore Sales Vs. The Relationship Part II: Building A Relationship With Your Prospect! Summary: I would also like explain how you can goabout starting to build a solid vendor-clientrelationship, and what pitfalls to avoid in theprocess.DON'T ever give your prospective client the feeling of'This person is just here to sell me something' orconveying even the smallest inkling that portrays'Selling'.DO always 'help' your client arrive at the fact thatyour are here to provide a service or product that theywant and need. It could also me… 2. No Horse is Too Dead to Beat! By Gary Zalben Summary: Many probably wondered what did this person do to sell something of, apparently, no value whatsoever.Three important factors, in fact, very important factors were into play here.1- The Confidence Factor. When the adrenaline level is high, people feel motivated to do things and sometimes people do things that seems strange to others, but in reality a specific item may have real meaning to the buyer for many different reasons only the buye… 3. Define Your Best Customer By Bette Daoust, Ph.D. Summary: To be more effective at developing relationships, one should always take time to describe their best customer. This customer is the one that knows you are the best solution to their business pain.You are the one to help them through troubled times and come out on the other end making them more profitable (and you at the same time). The result showed that for the same effort they were making more money and not wasting time on clients tha… 4. 5 Factors People Don't Buy Your Products By Craig Dawber Summary: Many people feel that by buying a particular product, they are taking a monetary gamble and if the product does not hold true then they could end up loosing their money. You can however, provide them security from this issue by offering some kind of guarantee on the product. Physical Factor - Believe it or not there are products in the market, which make people think that they may cause bodily harm to them if they buy and use these … |