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Will You Add? - Turn Customers Into Clients for Life
As I have studied a number of books on decision-making, it has been encouraging to find that academicians have validated my own experiences. One example goes back to a time, when I was working in a company that had an incredible product but some problems with delivering products on time. It was complicated by history in that the manufacturer had been behind often over the years as a result of demand out pacing production. The times had changed however and the delivery problem was not widespread in the industry.My job at the time was to grow the sales for the company. It became apparent fairly early on that s
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods
Endorsements – There are people and businesses that have a great personal relationship with their customers and prospects. They may not necessarily know this fact. In fact, a lot of them don’t even realize the amount of pull they have with their audience. People who recommend certain stocks or trends, people who give great content and information to their subscribers, people who give investment advice, generally people who have a certain rapport with their subscribers. They are the ones you want to target. If their niche is non-marketing-related, so much the better in order to cut through this niche’s clutter. I kn
The vast majority of sales people are perfectly capable of the sales basics: visiting with clients, asking what they need, presenting features and benefits, and giving them a price. Unfortunately, too many sales are lost because too many sales people stop there. How many times have you lost a sale to an inferior product or service that the “other guy” sells cheaper than yours? Or, you lost to the “other guy” who gave the customer a “low-ball” price and won the business? These are two simple illustrations of what happens to a sale person who just sells his product instead of giving the customer buy what they really want – solutions to their problems. If you and your sales people are willing to stop focusing on selling your products and services and start focusing on the customer’s needs, then you can turn prospective customers into clients who buy from you for life.
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods
Maybe you already have and e-business or possibly have dabbled with eBay auctions. If you're considering expanding your business using drop shippers can make this easy. Certain elements of the business need to be considered when employing drop shipping services. For example, what is the best method for establishing a relationship with a supplier? Does the dropshipper send products out one at a time? Is this supplier reliable and do they have a proven track record. In addition, are they truly a wholesale source? As a result when choosing the sourcing companies you should do your due diligence in investig
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods
Since so much has been written about how to go about finding a PR agency, I thought it timely to examine the process from my perspective - a consultant who is also a PR headhunter.Throughout the U.S. there are thousands of PR firms of all sizes who claim to specialize in dozens of different specialty categories.As the person designated within your company to identify and hire a PR firm, where do you start? What do you look for? How much should you pay? What characteristics of the PR firm differentiates it from others - and are those differences important to your company? What size firm should you hire
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods
Pallets are stands or platforms that are used for storage and transportation of goods. They are used particularly in industrial applications like export of chemicals, grains, pharmaceuticals, perishables, and others. There are different kinds of pallets, according to the application: rackable pallets, non-rackable pallets, static/ dynamic and light /medium /heavy /extra-heavy pallets, printers pallets, double-sided pallets, four-sided pallets, shuttle pallets, newspaper pallets, roll cradle pallets, pharmaceutical pallets, reinforced pallets, etc. Pallets can be made of either plastic, cardboard, or wood. Pallets c
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods
When you’re setting about to launch a major change effort in your organization there are many things you must do but none are bigger than the one key ingredient to driving change in any organization of any size. What is it you say? Let me tell you a brief story.One time awhile back I was having dinner with the CEO of a $500 million tech company. We were discussing the changes he was trying to drive and how I might help. He went in to great detail all the things he was doing and how if he could sustain the efforts it would change the company. Then he turned and asked, “People just don’t get behind it. What is
First, we need to establish the difference between a customer and a client. A customer is someone who purchases goods or services from you while a client is someone that seeks and uses your professional advice. Why is this important? As someone who sells goods and services to the customer, your focus is limited to only pitching the products and services that you offer – and hoping that the customer happens to want to buy what your selling. If you listen to what the customers needs and then help them to fulfill those needs, even if sometimes it isn’t with your products or services, you establish yourself as a valuable resource to his business.
On the surface, it may seem counter productive to suggest products and services that are not your own to the client; and if it is directly competing products, it sounds more like sales suicide. However, think about it from the customer’s side. They don’t want to be sold products and services; they want to buy solutions to their problems. Sometimes, the products and services you are selling are not the best fit and you may know it. So, instead of trying instill your superior sales skills to persuade them to buy it from you anyway, suggest competitive alternatives and then schedule a follow up meeting to help evaluate the options. Now you have moved past being just a sales person and you have given yourself the ult
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