Tag Archive: sell more

Building Referrals Builds Profits and is The Best Customer

Building Referrals Builds Profits and is The Best Customer

Referrals are the key to exponential and cost-efficient business growth.

Supply a topnotch product… let your customers know how advantageous your brand is… and provide exceptional service.
Do that and you’ll encourage customers to willingly send their families, friends, acquaintances, and business associates your way.

There’s no easier sale than the sale made to a “pre-sold” prospect. This kind of favorable condition can only arise as a result of the shared enthusiasm from another delighted buyer. Word-of-mouth advertising generates top quality referrals. As a marketing tool, it simply can’t be beat. Word of mouth promotion cannot be purchased for any amount of money… it can only be earned.

Referrals happen when one friend willingly shares information with another. What makes referrals so effective is that no true friend would recommend a business, service, or product that they didn’t completely approve of themselves.

The foundation for building your business with referrals is a solid product or service — one that not only meets, but exceeds your advertising claims. One way to achieve customer satisfaction is to “under promise” and “over deliver”.

It doesn’t mean you should weaken your advertising materials. Simply focus on providing more for you customers – more than you promise. That’s another formula for success. People are always thrilled to get a little something extra with a purchase they’re already happy about.

Write powerful sales copy that clearly positions your product as the overwhelming favorite. Make a huge promise… and deliver even more.

Treat your customers as the most important component of your business. Customers are vital to your success – even to your very existence. People want to be treated fairly, with respect, and courtesy. The golden rule still applies – treat people the same way you like to be treated. Remember, nobody likes to wait beyond a reasonable amount of time for an order to be filled.

When you get in the habit of delighting customers, you’ll find that people are only too happy to tell others. As word spreads about your product or service, you’re business is propelled to new heights.

Your success in business is predicated on your ability to satisfy customers, and to continuously grow your customer base. In all your communications with customers, you need to encourage them tell others about all the benefits your product or service offers.

Let loyal buyers know that you’re always seeking new customers. Remind readers that you’ve built your business by thoroughly satisfying customers and having those customers tell others in turn.

Ask buyers if they know anyone who would like and could benefit from your catalog. As soon as a name is provided, fire off an information package… and send a thank you note to the customer who fed you the lead. Referrals make it easy to grow your business.

Provide discount cards for new customers. Offer a 10% to 15% discount on their first purchase and then make these available to your existing customers for distribution to others. Give them an extra reason for handing these discount coupons out.

Offer points towards free gifts, free premiums, for each discount coupon redeemed, or simply acknowledge them as a “builder” of your organization, complete with their picture and certificate, proudly displayed for all to see.
The best way to get customers to refer others is “in the moment” — when they’re still enamored with your product or your high level of personal service.

While customers are enjoying these positive emotions about your company, that’s the time to ask for a little favor. Ask… “Is there someone else you know, who might want to… grow their business by 37%this year? … get that older car looking showroom-clean? … transform any weed-filled lot into a lush green lawn and garden?

Simply fill in the end of the sentence with the big benefit you’ve just delivered on. Plant the seed of referrals and referrals will come your way.

The Emotions of Running A Small Business

The Emotions of Running A Small Business

Do your emotions get in the way of sound business decisions?

Women, in particular, let their emotions get in the way of sound business judgment.   In business it is very necessary to be analytical and logical.  Each decision should boil down to one question:

“Will this be good or bad for my business?”

Society views women as nurturing caretakers and many have been raised to fit that model.  The problem stemming from this is that women are always concerned about not hurting the other person’s feelings.  They feel obligated to “be nice” by transacting business even though the action does not fit their business model or make good financial sense.

Have you ever been expected to make an expensive purchase for your business, and did you go through with it even though it was too costly, for fear of “not being liked?”

Handle business swiftly and politely with a smile to avoid confrontations.  Your first response is to acknowledge the request.  Then, within the framework of the conversation, explain why you cannot meet the request.  For example, I had an exciting opportunity to combine forces with a local TV news program.  Their research was impeccable indicating a very high number of anticipated hits on my website and calls to be received if I were to sign up for the program.

After the presentation, and request for $50,000, I agreed it was of great value.  I then said, “If your statistics are true, I would need to build up my infrastructure which will take longer than your short timeframe allowed for commitment.”

I agreed with their statements and used their own words to show the flaw in their reasoning for a quick decision. This method enabled me to excuse myself from the project and eliminated hard feelings.

You cannot afford to purchase from everyone.  You must learn to remove the emotional side of business and set realistic expectations of others.  Too often women will get upset if an acquaintance does not purchase; will not trade links on websites; and will not offer referrals.   They feel it’s owed to them.

I suggest you take the “I” and “You” out of the equation and, instead, think in terms of the bottom line for your business.

Relationship selling is based on a win-win strategy.  Each business owner must understand the needs and challenges of the other.

When someone tells you ‘No’ at any point in a conversation, the very best thing to do is to stop and ask, “Why?”  Getting angry, walking away and stopping all communication is not the least bit helpful.

If you take the time to ask “Why?” and get a history of experiences, there will be three positive outcomes from the question.  First, if an error was made, you will know what that error was and will not repeat it elsewhere.

Second, you will become adept at always understanding two viewpoints (yours and your prospect’s) which will work in your favor from that point forward.

The third scenario, and best of all, is by questioning you may easily find a solution that will satisfy both of you.

Once you know who your best prospects are, stay with that market and you will be far happier as more business comes your way.  We’ve all heard, “It’s not personal, it’s just business” and now we must heed that expression.

Ask yourself, am I making reasonable requests of others and am I making the best decisions for my business?

Additional Ideas to Build Business you way include, Determine if the goodwill outweighs the cost on smaller decisions; Analyze the pros and cons of larger decisions; Will you still be able to pay your bills after adding the new commitment;
Feminine intuition is an advantage – listen to your initial reaction as it’s usually correct.  If you are truly uncomfortable making a quick decision, request a day or two to reflect on the ramifications, good and bad, of the request.  No one can be offended by you giving serious consideration to what is being asked of you.  This last step will enhance your relationship selling and will present you as highly credible.

Strive to build a sound business environment.  Your center of influence will grow And Your Business Will Prosper.

The Emotional Side of Business

The Emotional Side of Business

Do your emotions get in the way of sound business decisions?

Women, in particular, let their emotions get in the way of sound business judgment. In business it is very necessary to be analytical and logical. Each decision should boil down to one question:

“Will this be good or bad for my business?”

Society views women as nurturing caretakers and many have been raised to fit that model. The problem stemming from this is that women are always concerned about not hurting the other person’s feelings. They feel obligated to “be nice” by transacting business even though the action does not fit their business model or make good financial sense.

Have you ever been expected to make an expensive purchase for your business, and did you go through with it even though it was too costly, for fear of “not being liked?” The Emotional Side of Business

Handle business swiftly and politely with a smile to avoid confrontations. Your first response is to acknowledge the request. Then, within the framework of the conversation, explain why you cannot meet the request. For example, I had an exciting opportunity to combine forces with a local TV news program. Their research was impeccable indicating a very high number of anticipated hits on my website and calls to be received if I were to sign up for the program.

After the presentation, and request for $50,000, I agreed it was of great value. I then said, “If your statistics are true, I would need to build up my infrastructure which will take longer than your short timeframe allowed for commitment.” The Emotional Side of Business

I agreed with their statements and used their own words to show the flaw in their reasoning for a quick decision. This method enabled me to excuse myself from the project and eliminated hard feelings.

You cannot afford to purchase from everyone. You must learn to remove the emotional side of business and set realistic expectations of others. Too often women will get upset if an acquaintance does not purchase; will not trade links on websites; and will not offer referrals. They feel it’s owed to them. The Emotional Side of Business

I suggest you take the “I” and “You” out of the equation and, instead, think in terms of the bottom line for your business.

Relationship selling is based on a win-win strategy. Each business owner must understand the needs and challenges of the other.

When someone tells you ‘No’ at any point in a conversation, the very best thing to do is to stop and ask, “Why?” Getting angry, walking away and stopping all communication is not the least bit helpful. The Emotional Side of Business

If you take the time to ask “Why?” and get a history of experiences, there will be three positive outcomes from the question. First, if an error was made, you will know what that error was and will not repeat it elsewhere. The Emotional Side of Business

Second, you will become adept at always understanding two viewpoints (yours and your prospect’s) which will work in your favor from that point forward.

The third scenario, and best of all, is by questioning you may easily find a solution that will satisfy both of you.

Once you know who your best prospects are, stay with that market and you will be far happier as more business comes your way. We’ve all heard, “It’s not personal, it’s just business” and now we must heed that expression.

Ask yourself, am I making reasonable requests of others and am I making the best decisions for my business? The Emotional Side of Business

Additional Ideas to Build Business you way include, Determine if the goodwill outweighs the cost on smaller decisions; Analyze the pros and cons of larger decisions; Will you still be able to pay your bills after adding the new commitment;
Feminine intuition is an advantage – listen to your initial reaction as it’s usually correct. If you are truly uncomfortable making a quick decision, request a day or two to reflect on the ramifications, good and bad, of the request. No one can be offended by you giving serious consideration to what is being asked of you. This last step will enhance your relationship selling and will present you as highly credible.

Strive to build a sound business environment. Your center of influence will grow And Your Business Will Prosper. The Emotional Side of Business