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Will You Add? - Why Do They Buy?
In order to form a corporation in California, the first step is to reserve a corporate name. The articles of incorporation are drafted and submitted to the California Secretary of State, Corporate Division. After the articles of incorporation have been submitted, the first meeting of directors and stock issuance will be held. The basic formation of a California corporation is thus complete. The following points constitute a guide to California corporations.There are 3 basic ways to submit a form for incorporating in California. They are filing the paper work yourself, hiring an attorney to do it, or using an incorporation service for the purpose. Unfortunately, most people
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these
Secret #4 - Get very comfortable asking for paymentOne of the easiest ways to set this up is to have very clear explanations in your intake forms about how payment works.It's your job to train your clients how to pay you promptly. You can adopt the saying I use, that"no one leaves without leaving their payment."A significant part of this is having the words to say.For example, when a client tells me they left their wallet, purse or checkbook in the car, I respond with"That's OK, I'll wait for you to go out and get it and come back in."Having the words to say already prepared goes a long way in reducing the anxiety about asking for
Understanding these five critical areas will help you better develop and implement your marketing plan, and sell more to your customers and prospects.
1) What does my customer buy?
My clients know I am a big believer in the principle that customers don’t necessarily buy what we think we’re selling. (Al Lautenslager, owner of The Ink Well in Wheaton, Illinois, and co-author with Jay Conrad Levinson of Guerrilla Marketing in 30 Days taught me this approach many years ago.) The classic example is people don’t buy drills they buy holes. Similarly, they buy thrills, not NASCAR tickets. They buy vision and image, not eyeglasses. Memories, not vacations. Community, not five dollar cups of coffee at Starbucks. Fairways, not Calloway’s Great Big Bertha drivers with strong flex, low torque and a high kick point.
Success Handler Action: After you finish reading this E-newsletter, take some time with your team to write down examples of what your customers buy. Is it printing and copying, or communications materials? Business cards, or self-promotion items? Shipping, or convenience? Technology education, or kids’ futures? Medical products, or feeling good about herself again? There could be multiple examples in your small business. List as many as you can. For the remaining questions, take a few moments after each one with your team to brainstorm answers.
2) What does my customer consider value?
Price is only a number, arrived at by market demand, gut feeling, or, in the case of some car dealers, extensive haggling and customer frustration. Value, on the other hand, is a fair exchange for something received. In the case of a college education, it’s knowledge that leads to a career. At Walt Disney World® Resort, it’s entertainment and magic. With the Sunday newspaper, it’s information and coupon savings. What is it in your small business?
3) Why is my product superior to my competition?
This answer typically runs the gamut from better materials, to longer warranties, to state-of-the-art technology. The clich?, of course, is “our people”; but can everyone really offer the best customer service? In your business, is it faster turnaround? Better design? Compassionate and caring atmosphere? Highly educated teachers? Professional product packers? What is the “one thing” you do better than anyone else?
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these
Is print advertising headed for extinction? No way, but I am seeing more and more companies pulling dollars from their print advertising budgets and moving them into other alternatives. The reason? To brand their product or service more effectively by balancing their ad campaigns and reaching their targeted demographic audiences from different angles. And even within the print medium, the playing field appears to be changing. Newspaper and Yellow Pages advertising has suffered a blow from the growth of the internet. Googling, Yahoo-ing and online news sources are pulling from their numbers. With internet research more easily available, more advertisers are targeting their prospect
Success Handler Action: After you finish reading this E-newsletter, take some time with your team to write down examples of what your customers buy. Is it printing and copying, or communications materials? Business cards, or self-promotion items? Shipping, or convenience? Technology education, or kids’ futures? Medical products, or feeling good about herself again? There could be multiple examples in your small business. List as many as you can. For the remaining questions, take a few moments after each one with your team to brainstorm answers.
2) What does my customer consider value?
Price is only a number, arrived at by market demand, gut feeling, or, in the case of some car dealers, extensive haggling and customer frustration. Value, on the other hand, is a fair exchange for something received. In the case of a college education, it’s knowledge that leads to a career. At Walt Disney World® Resort, it’s entertainment and magic. With the Sunday newspaper, it’s information and coupon savings. What is it in your small business?
3) Why is my product superior to my competition?
This answer typically runs the gamut from better materials, to longer warranties, to state-of-the-art technology. The clich?, of course, is “our people”; but can everyone really offer the best customer service? In your business, is it faster turnaround? Better design? Compassionate and caring atmosphere? Highly educated teachers? Professional product packers? What is the “one thing” you do better than anyone else?
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these
People hire a residential cleaning service to make their lives easier. As a cleaning contractor, you not only need to provide a good service, but you also need frequent communication with your client to ensure that both parties understand their responsibilities and that there are no misunderstandings.Before taking on a new client, it is important to specify what services are included in their cleaning service. As you walk through the home with the client discussing the specifications list of what will be cleaned, be sure to ask plenty of clarifying questions. For example, "so you DON'T want us to dust the curio cabinet?"Give your client the written specifications l
2) What does my customer consider value?
Price is only a number, arrived at by market demand, gut feeling, or, in the case of some car dealers, extensive haggling and customer frustration. Value, on the other hand, is a fair exchange for something received. In the case of a college education, it’s knowledge that leads to a career. At Walt Disney World® Resort, it’s entertainment and magic. With the Sunday newspaper, it’s information and coupon savings. What is it in your small business?
3) Why is my product superior to my competition?
This answer typically runs the gamut from better materials, to longer warranties, to state-of-the-art technology. The clich?, of course, is “our people”; but can everyone really offer the best customer service? In your business, is it faster turnaround? Better design? Compassionate and caring atmosphere? Highly educated teachers? Professional product packers? What is the “one thing” you do better than anyone else?
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these
It’s no secret that the United States has a nursing shortage, one that promises to grow to alarming proportions. Too many nurses are retiring, and too few are entering the profession. To compound the problem, within the next 5 to 10 years, over 76 million Baby Boomers are scheduled to retire from the workforce, with only about 44 million Generation X'ers available to pick up the slack. This will soon place unprecedented demands for services on a health system that is already stretched thin.This shortage of allied healthcare professionals, especially nurses have a created a new boom to the nursing agency registry business, supplemental staffing agency for medical professiona
3) Why is my product superior to my competition?
This answer typically runs the gamut from better materials, to longer warranties, to state-of-the-art technology. The clich?, of course, is “our people”; but can everyone really offer the best customer service? In your business, is it faster turnaround? Better design? Compassionate and caring atmosphere? Highly educated teachers? Professional product packers? What is the “one thing” you do better than anyone else?
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these
15) What would you do if . . . ? This question about imagined situations is usually posed to evaluate your reaction and judgment about decision-making matters involving the position.The answer here is to remember that the quality of your solution is not nearly as important as your attitude and approach toward the solution.Your first answer should be that the situation is probably not new, and your first move would be consult your superior who has more knowledge and experience in dealing with the problem, or you would ask others who have likely encountered the situation how they resolved the problem.Then, be sure to qualify your answer, whatever it may be. Say
4) Why do prospects buy from my competition?
To answer this one, you have to do some work. Call a few folks who didn’t accept your quotes, and find out why you missed those sales. Blind shop your competition, and see what they’re offering you didn’t know about. At your next networking event, ask people which of your competitors they use, and why. Then ask them these three questions: What do you like most about your current provider? What do you like least? Is there anything they don’t offer you wish they did? With this information in hand, you will be ready to look for growth opportunities and recognize threats that could change your business model.
5) What does a prospect need to be convinced of to buy?
Anyone who has taken sales training knows that there are many steps in the buying process. Closing is an art, and some are much better at it than others. Yet, in its simplest form, your prospect must reach a “Eureka Moment!” when everything clicks, and she realizes she would be absolutely crazy to do business with anyone else but you. What is it that triggers that moment? Is it understanding all the benefits of your product/service? Recognizing value? Having the time to focus on what you’re offering? Overcoming the fear of changing suppliers?
Competitive advantages could and should change with time, and a competitive advantage is not a product or service; it's an intangible that adds value in the perception of the customer. Although you may think your products/services are not commodities, to the customer they often are just that. In the customer’s mind, you’re just one more project to move off their desk and on to someone else. With commodities, the value lies outside of the products and services. To truly have a competitive advantage, you have to ask the right questions that uncover critical issues important to your prospect. Those are the intangibles that make the difference in getting the sale.
Success Handler Action: After working through all five questions, spend some time with your team discussing areas where your organization needs improvement. Make sure everyone understands what turns your prospects into customers. Look for opportunities to define your business, and for ways to grow sales by capitalizing on your competition’s inefficiencies.
When you get right down to it, the best value in the world may be the postage stamp. Despite all the post office jokes, where else can you get so much for just 37 cents? Stick a commemorative stamp on an envelope, and you can send a letter across the country in a matter of days. Stick that same stamp in a drawer, and it may quadruple in worth in 30 years.
With that in mind, always rememb
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