Stop Selling and Start Building Value
No one wants to be perceived and treated as a cash cow, much more if you are a customer. Sure, you buy a product or pay for a service, but you also deserve a good buying experience than just people taking your money.
If you are a business that wants to offer genuine service and good products that can bring a difference to your client’s lives, it is important to stop just selling and instead, aiming for value in your interactions with customers. These types of experiences are much more likely to influence your customer to purchase more, come back to buy again, and recommend you further along.
Below are some guidelines for you to make this happen.
- Stop Making that Sales Pitch
It is not wrong to present what your product is, what its qualities are and why your client should be purchasing it. However, you might be wasting time and money if they are looking for something completely different anyway. Instead, start a conversation to identify what your customer is actually looking for, and then find ways to convince him that your products are exactly what he needs.
- Don’t Just Focus On Closing The Sale
While selling a product will earn you money, the story does not end there. Everyone is looking for something specific and maybe they require something else. Just trying to make a sale without figuring out if it is exactly what they are looking for will just give you more work in the end. You can expect to have to process a return and maybe end up paying for shipping and maybe even losing the sale in the end.
- Avoid Being a Salesperson
Sales people have such a negative reputation, which is at times rightly so. They just seem like they are only after your money so they can get their commission. If you are a customer, this is not the kind of person you want to talk to about finding the perfect product for your specific need. Clients need someone to listen, understand, and recommend the right solution to their problem or need. Moreover, having a more positive and helpful relationship with your patron will endear them to come to you every single time they need something. In the long run, that can translate to more sales for you.
- Stop Chasing Customers
This move makes you seem desperate to make some money. Worse, clients hate being pestered. Chasing customers will land you on their blocked phone number list while being a helpful consultant will turn you into their go-to person.
- Work Out Their Apprehensions
Objections like not having the right budget may not just be a spiel to get you to stop trying to sell something. Use them as an opportunity to understand what they are looking for exactly, and working on them one by one will convince them more that your product is nothing but the best.
Having a completely different mindset than the usual salesperson will offer your customers a whole different buying experience, one where they are right in the middle. Not only is it a platform for them to fully find a solution to their needs, being customer-centric is also a key to having happy patrons.