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Listen To Your Leads and Double Your Sales!
Listen To Your Leads and Double Your Sales!
If you are running an online business or a traditional business you will have much greater success if you develop the skill of listening to your leads and prospects.
Sounds easy right? Wrong.
You and your lead have very different agendas. The lead, or prospective
customer wants something. You want to sell it to them.
But what they want is not always what you are trying to sell them. Knowing
how to find out their needs and filling that need is the key to your
sales success!
Some prospective customers will come to you and not know what they want.
This is where the listening comes in. Meet their needs and the sale is in the bag.
Example: I oversee the Web Site Development Department at Worldprofit.com
Every day I get email and phonecalls from customers that want to set up a
business online. Some people have a brick and mortar business and know they
need a web site. Others don't have a traditional business and are looking for
products and services to sell online. At Worldprofit we offer web site hosting
and design for brick and mortar style business, but we also offer a reseller
program for people who wish to tell others about our services and pocket a referral commission.
Now think for a moment. If an Accounting firm contacted my office wanting to set
up a web site presence for their firm, and I started offering them the reseller
opportunity, do you think I would get a sale. Not likely. As a professional
business owner their main bread and butter is providing accounting services.
By the same token, if a person called me wanting to set up a business online
but had no product to sell, what would be the point of my selling him or her
a 10 page web site when they have nothing to sell! Instead, the reseller
program meets their needs.
So here's how to apply the skill of listening to the goal of doubling your sales.
Here's what you need to do the next time you are contacted by a lead or
prospective customer at your place of business.
1. Get the person's name, and address them personally by their name in all written
and telephone conversations. When you ask for the name also be sure to
request a phone number, email address and mailing address. Use this for follow
up purposes to close sales down the road or for upsells.
2. Determine exactly what kind of product or service the prospect wants to inquire or purchase.
Ask lots of questions and really listen to the answers.
3. Find out for what purpose they need the product or service.
4 Find out their ball park budget for their purchase so you can recommend
something that will work for their financial situation. You'll save time and know
the prospects level of seriousness.
5. Advise them with enthusiasm, exactly how your product or service will meet this need.
If you aren't excited about what you are offering why should they be?
6. Emphasize why your product or service will meet their need better
than any thing else on the market.
Is it better quality? Better price? Better Service? Better Warranty?
Whatever the reason make sure that your prospects know the difference.
The bottom line is this. Do more listening and less talking the next time
you get a lead or prospective customer. You'll make more sales and have happier
customers for the long term.
About the Author:
Sandi Hunter is the Director of Web Site Development at Worldprofit.com
She, and her expert team of web site designers and marketers have
worked with over 3,500 customers worldwide to put their business online.
Get a free consult for your business web site needs by completing a Request Form
at http://www.trafficcenter.com/properties/questionnaire.htm
Contact Sandi directly at mailto:sandi@worldprofit.com
Meet Sandi and her team at http://www.worldprofit.com/staffpages/default.htm
Written by: Sandi Hunter
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