Are You In Business
To Help Customers?
-- by Bob Leduc
-- http://www.redtienda.com/english/newsletter52.htm#1Customers want to
believe you are in business to help them. They
don't mind if you make a profit by helping them.
But they won't buy from you if they believe you
are only in business to get their money.
Here are
4 ways you can assure customers that you are in
business to help them.
1.
Personalize Your Sales Approach
Customers
will not believe you really want to (or can) help
them when they see you trying to sell the same
product or service to everybody.
Learn
everything you can about your customers and their
lifestyles. Then, sub-divide your targeted market
into several narrowly defined niche markets.
Customize
your sales messages to the specific interests and
needs of prospects in each niche market.
Customers should be able to see your product or
service as the perfect solution to their specific
situation.
2.
Convert Everything Into Customer Benefits
One way
to convince customers you want to help them is to
focus on the benefits they can get from you.
Customers
don't really care about you, your company, your
products or your professional credentials. They
only care about the benefits they can get by
using your products or services.
Keep this
in mind as you develop your web pages, sales
letters and other promotional materials. Present
everything in terms of the benefit it provides to
customers. For example:
...Don't
just list the features of your product or
service. Explain how those features provide the
benefits your customers want.
...Don't
just publicize your educational or professional
credentials. Describe how those credentials equip
you to do a better job for customers than your
competitors.
3. Build
A Relationship
You can
also demonstrate your commitment to help
customers by building a relationship with them.
Few prospects buy on the first communication -
even if they desperately want or need what you
are selling.
Stay in
contact with these prospective customers. Follow
up periodically with some useful information
...and don't charge them for it. Building a
supportive relationship proves you want to help
them. It gains their trust - and eventually a
sale.
Internet
Marketers: Make sure you have a way of getting
the email addresses of visitors to your web site.
You need it to follow up with them. For example,
offer a complimentary subscription to your email
newsletter - or a complimentary special report
delivered by email.
4.
Encourage Questions
Answering
questions is another way to demonstrate your
interest in helping customers. It also captures
sales you would otherwise lose from prospects
unable to get all the information they wanted.
Encourage prospective customers to ask questions
when you are in a live selling situation.
Make it
easy for customers to ask questions when they are
at your web site or in other selling situations
without live communication.
For
example, provide a phone number customers can
call to speak with you or someone else who can
answer their questions. Consider using a
toll-free number unless you only do business in a
local area.
Tip:
Include a Q&A page on your web site with
answers to frequently asked questions. It will
reduce the number of questions you have to answer
individually.
Customers
know you are in business to make a profit. But
they also want to know you are in business to
help them. The 4 methods revealed in this article
will help you assure customers that you are
committed to helping them.
|
