| |
| |
|
Sales Information |
|
|
|
The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends. This way you can ensure having their business forever. When working as a branch manager a few years back, I was never satisfied with a customer portfolio until I had the complete wallet share of their business. By wallet share I mean I not only wanted their checking accounts, I wanted their savings accounts, certificates of deposit, home equity loans and so on. The same should go for you. Once you have a customer in the door, and have sold them that first product, continue to satisfy their needs with excellent customer service, and make them aware of certain products that have become new to your company, or any promotions that you may have going on. Continue to make them aware of all things that can make their lives more convenient or save them money. Getting a customer to do all of their business with you, I admit, is a challenge. But like all relationships, the same holds true in business, relationships are built on trust. Once a customer grows to know you and trust you, they will then begin to become more prone to moving the rest of their business over to you, and hopefully shoot some referrals your way. For starters, get your customer in the door, just get one little piece of the pie. Think of it as asking them to lunch as opposed to asking them to dinner. Try and convince them to try out one of your smaller or less expensive products, or if you offer free trials, even better. Than go from there. Getting back to wallet share . . . While still in banking, I once had a customer tell me, that he did all of his business with us, and for that reason alone, he should be approved for the loan he was applying for. Although I was confident that he would be approved for the loan, I decided to call his bluff any way. I said; Mr. Jones, do you really do all of your business with us. His reply was yes. I then asked him if I could see his wallet. He pulled it from his back pocket and handed it to me. After I opened his wallet and examined it for a few seconds, I pulled an American Express card from one of the sleeves and laid it on the table. I said, Mr. Jones, you are a customer of American Express. He replied that he was. I than proceeded to tell him that he did not in fact do all of his business with us. I also seized this opportunity to sell him on one of our credit card promotions. He chuckled at my wit, but did not take the credit card. My point is, you want to get complete wallet share, you must dig deep, you might only have half of your customer's business, when you think you have it all. So ask questions, get to know your customers as well as you can. Find out what their needs are, than sell them the products you believe they can use, make their lives a little easier, or save them some money. So remember, the sale never ends, it goes on and on. Your customers will always be in need of new things. So sell them, their friends, and their family what you have. At the very least, make them aware of the products you have, you never know when they may need it. Good luck! Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
Create a Magic Connection with Clients, Leads, and Business Associates Part II Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates, and more specifically, how to use physiology, matching and mirroring, to create instant magic communications.Now, how can tonality and words establish rapport?TONALITYWhile physiology accounts for 55% of communication among humans, tonality accounts for 38%. 60 Ways to Increase Your Mail Order Catalog Sales This article is meant to inform. Please don't construe this as legal advice. 10 Tips To Overcome Your Fear Of Selling Ahh. Selling. Why People Use Long Sales Copy Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential customer wants. If you know exactly what your potential customer wants, you can be short and to the point. Never Stop Selling The question: "When should a growing company slow down its sales function and focus solely on delivery?"The answer: "Never!"When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline looks, you need more sales. Get the Most Out of Your Current Customer The customers you already have could be your biggest lead source, and you may not even realize it.Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it. Open Your Introduction With A Firecracker Moment The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer works. Smooth Sailing (Selling) In The Second Half of The Year You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. An Introduction to Store Fixtures Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding the right location. Ten Top Tips for Terminating Telephone Terror 1. Make telephone callsFew things are more terrifying than the unknown. Before They buy What You Say - 10 Steps To Selling Yourself You are the productWe're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. Give Up the Need to Sell Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably. Selling: an art of a skill? Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice of selling is something that the super star sales people have brought to an art level. The Struggle to Decide: The Paths Customers Take to Solve Problems Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation:problem + appropriate product + professional sales effort = sale. 7 Ways to Stop Selling & Start Building Relationships Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution. The Relationship Between Colour & Sales Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still not convinced?Pizza Hut Frankie & Bennys Burger King Little Chef TGI Friday Bella Pasta (one of the few to focus on Orange rather than red)These major players understand the psychology behind colour and its relationship to marketing which dictates that red and orange specifically encourage restaurant patrons to eat faster; thus yes you guessed it - increasing sales within the same period of time. Your Proposal Was Rejected... But Why? When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Count Down To An Advert There are hundreds of books available to teach you how to write a good sales letter/advert. If you were to read them all it would be possible to distil all of the recommendations into a 'What to do list' similar to the one below. Selling Against Goliath Selling Against Goliath?How to Take on the Big Guys and WinBy Dave Stein, Author of How Winners SellIf you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten in a fight by the small boy, David (later to become King David), because of the boy's ability to outsmart the giant. Business Lessons Learned At The Mall Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am.
|
| home | site map |
| © 2006 |
