Article from February 1998 issue of The Profit Zone Newsletter
How to Increase Sales by Walking
in Your Customer's Shoes
We're all consumers, right? Sometimes, though, we lose that viewpoint when given the task of selling our product or service. When that happens, sales become difficult, pushy and even non-existent! If this is you, read on! What I'm about to tell you can increase your sales and boost your confidence as a sales person and all because of one very simple change in viewpoint. I'm talking about thinking like your customer. Walk a mile in his shoes! Try to see what you are offering from his perspective and then watch your sales grow! For example, say you are selling women's clothing. Your customer comes in to "look around". Now BE that customer: You are a woman (sorry guys) looking for a new dress and you have two small children with you. Would you like to have a play area for the children while you shop? YES! Would you like to have a large change area with a full length mirror for trying on clothes? YES! Would you like to take as many clothes as you need to into the changing room? YES! Are you a little tired from shopping and would appreciate a nice comfortable chair to sit in? YES! Are you a little thirsty and would enjoy a free beverage to drink? YES! Do you have an infant that needs his diaper changed and it would be nice to have a place to do this? YES! Would you like to know that if the dress you intend to purchase falls apart or doesn't match your shoes like you thought it would, you could return it with no hassle? YES! If your store catered to all these needs mentioned above, do you think your sales would increase? YES!!!! Your customer knows that YOU UNDERSTAND that her shopping experience can be trying. And, therefore, you have made it easier and more enjoyable for her to shop at your store. She appreciates that and shows it by becoming your customer. She'll return time and time again and probably bring her friends. Now that's okay for retail... but what if you are selling something less tangible, like websites? The same method applies. Let's say a prospect gets in touch with you to find out how he can put up a website on the Internet. Now BE that person. Do you want to be visible and not just another website on the Internet? YES! Do you want someone to do all the technical stuff like programming for you? YES! Do you need help in planning/storyboarding this website because you have no idea how one actually works? YES! Are you looking for someone that can design your website to look great and still be a marketing machine? YES! Do you need advice in how to market online? YES! Are you busy running your business and don't have the time or expertise to do this yourself? YES! Are you looking for someone to help you that doesn't speak in cyber gibberish that you don't understand and feel intimidated by? YES! Are you afraid that what you are thinking about buying may end up costing you more than you anticipated due to your lack of familiarity of the Web? YES! Are you confused about all the options and different ways to put up a website on the Internet? YES! Would you feel more comfortable in dealing with someone who understands your industry? YES! If you provided detailed information in the form of a personal consultation, a free report, a brochure, etc., to this prospect that addresses each and every one of these concerns mentioned above, do you think he'll buy a website from you? YES! And he'll thank you for it by telling his friends and neighbors about you, too. Thinking like your customer can bring about very creative solutions that will bond your customers to you like glue! If you know how to "solve their problems" by walking in their shoes, you'll never have to worry about making your sales quota again. Of course, your next worry may be how to handle all this new business... But what a nice problem to have! __________________________________________________________________ This month's Profit Zone Marketing News is by Jeanne Pritt of Worldwide TeleNet, creators of "The Profit Zone" at http://www.profitzone.com * Discover how to CAPTURE HIDDEN PROFITS by delivering information instantly when prospects are HOT! Click Here --> http://www.profitzone.com/k2aweber.shtml * How to START and PROMOTE Virtually ANY BUSINESS, Product or Service on the INTERNET! Click Here --> http://www.profitzone.com/k3corey.shtml * Discover how to PROMOTE YOUR WEBSITE on 400+ SITES with just ONE CLICK of a button! Click Here --> http://www.profitzone.com/k2linko.shtml * ADVERTISE Your Product or Service on Websites Worldwide for FREE! Click Here --> http://www.profitzone.com/k3iadisk.shtml * Discover what exactly makes the difference between the "INTERNET SUCCESS STORIES" and the "Obscure Web Marketers! Click Here --> http://www.profitzone.com/k2inside.shtml
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