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Connecting With Customers

Dec 27, 2008 Business

I just got off the buzz with a acquaintance of mine. Business is up he said, but he didn’t apperceive why. I asked him a few questions, but the added we batten about it the added anxious I became.

“What do you mean, you don’t apperceive why they’re buying?”

“We never apperceive why they buy,” he told me.

“Never?”

“Nope. They just do.”

My acquaintance thinks he knows what is abundant about his product. They accept they accept it’s applications, they just don’t accept what drives sales.

And there’s something abroad - it has to do with appraisement and profits.

Since they don’t absolutely apperceive why barter buy from them, it follows that they don’t accept the abounding amount barter get from their products. So they don’t apperceive what to charge! They abatement to accomplish sales - back they don’t absolutely accept the customer’s affliction credibility - and that agency - they consistently leave lots of money on the table.

When times are boxy - and abounding humans are activity awkward these canicule - there is addiction to panic. Who wouldn’t? The economy, the banking markets, and now - terrorism. I apprehend area a accumulation of psychiatrists adage the country was on the border of a afraid breakdown!

That’s absolutely not what I wish for my customers! Is that what you wish for yours?

I anticipate this catechism can be a assisting one. What do you wish for your customers? I started cerebration about this and came up with a few others for you to ask yourself.

Why do you wish to serve your customers? What do you adulation about your accurate customers? Are they absolute customers? If not, who would be? Describe them.

Case Studies and the Amount Hypothesis

So I began cerebration about my friend’s sales botheration - which brought me to cerebration about a admired affair of abundance - the amount proposition. Not in the faculty of your USP, but in the faculty of - what is the amount of your artefact (or service) to your customer?

In added words, what is your artefact worth? How abundant - in money agreement - does your chump save or acquire if they use whatever it is you sell? Can you quantify that?

If you can’t, able-bodied - you charge to. It will accomplish it abundant easier to sell.

But it’s too complicated - we can’t absolutely say what they get from it.

No admiration you accept agitation affairs if times get tough. If you knew what it was worth, and it was account added than you were affairs it for, you’d accept barter lining up anguish on your aperture for it.

You accept to go out and do case studies. Absolutely why did they buy. Absolutely what is the application. Absolutely how abundant added did they acquire because of it and how did they acquire it. Or, absolutely how abundant did they save because of it and how did they save it. Get 5 or six of those and you’ll be able to body a return-on-investment case for any prospect, and abuse the economy. Which brings me to one endure affair - the angelic leash of echo sales.

Up-sell, Re-sell and Cross-sell What is your best accessible antecedent of acquirement appropriate now, bar none?

Your absolute customers, right? Of advance - they consistently are. Which agency you should accept a approved affairs to break in contact.

What are you accomplishing about echo chump sales? If was the endure time you contacted anniversary customer, and fabricated them an action of some kind? What - you’re cat-and-mouse for them to alarm you?

Conclusion: You’ve got to acquaintance your customers. Under any pretext, for any reason.

Why?

To coalesce and advance your relationships, and reconfirm why you wish to do business with them. To accept your amount from their perspective. And lastly, to accomplish abiding they are getting served appropriately and to advertise them aggregate they need.

Tags: business customer, connect business, Connect Customers, Connect With Customer