Do you relate to your clients’?

In the 60’s, 70’s and 80’s it appeared that sales was all about going in a making a ‘quick’ buck. Over the past 20 plus years things have changed. There is more competition and many businesses are focused on selling at the lowest price.

This raises the big question; why do people really buy from you?

Do they buy your product or service? Or do they buy because of how you have made them feel?

Our connection with a potential client is the key in any business relationship. If you look at the word relationship it contains the word ‘relate’ in it. To relate means to establish or demonstrate a connection.

The type of connection you have is all about whether you are a friend or a foe. If you are a friend many good things come out of the relationship. If you are a foe and still make the sale – don’t expect much to come out of this.

What ways can you create more of a relationship with your potential clients?

Is your business pitch working?

Recently a very prominent company stated that one of the most valuable sales tools is a concise, interesting sales pitch.

My concern is that if ‘it’ sounds like a pitch you’ve lost the sale already. When you are introducing what you do to someone, it must be focused on a potential problem or concern that they have or may have.

The only way to make it interesting is to use situations that the person can relate to. What they can relate to is the pain or the fear that they are experiencing or may experience.

When are you going to start to position your business as a ‘solution provider’ for their problems?

How can you arouse their curiosity that without your product or service they will be stuck with the concern?

Is it true that many business owners are out of touch?

Well ‘out of touch’ may be harsh, but unaware of how to promote their business more effective is right on. The reason I write ‘out of touch’ is because the other day I saw an ad in our local paper that stated that this company offered ‘quality work – professional service – competitive price’.

The question I have is; what does ‘quality work – professional service – competitive price’ mean to the owner of that business? Does their definition of those terms mean the same to each customer?

Yes, we all have different definitions of every word that is said. It is the responsibility of a business to define the work they do, not give a few words for the customer to guess at.

When are you going to start to define the work you do for your potential customers?

Have you ever asked yourself these questions?

These questions may be some of the most important questions you could ever ask yourself. The reason I write that is because you will find out more about the future success of your business. The answers will also tell you why your staff is working the way they are.

• What makes my business different than the competition?
• Do I spend more time on marketing or operations work?
• What is the vision I have for my business in 3 months, 1 year and 3 years?
• What’s my exit strategy?
• What’s my marketing strategy?
• Who is my ideal customer?
• What methods do I have in place to manage the business growth?

Business growth is what you want, isn’t it?

So what can you take action on today?

Did you know that there are five ways to transform you or your business?

Here are 5 simple actions that can transform your business from where it is today to where you want it to be.

They are;

• Get out of your office and see the people.  
• Be aware of who you are associating with and what attitudes they have. Stay away or limit your contact with those who bring you down.
• Feed your mind with information that will help you grow and improve. If you don’t grow - you begin to rot!
• Exercise and be more active. This will give you a higher energy level and be able to do more.
• Take more focused action. Who know more about what you are capable of than you?

My question is; what one are you going to do today?