What Will Make Them Say Yes and Keep Coming Back for More!
Ask any entrepreneur and they will tell you that their biggest concern is their bottom line. Entrepreneurs want to increase their sales and decrease their expenses. They want their customers to say yes to their offering and keep coming back for more!
A customer is like a delicate flower that requires nurturing; here are 6 methods to make your customers say yes and keep coming back for more:
1. Create an Impression
“It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp.
You need to make a good first impression with a customer because as we say, first impressions last. Whatever form of interaction you make with your customer needs to create a sense of urgency to purchase.
Think of an advert that has stuck in your mind for a long time. What is it about that advert that captured you?
Your answer will probably be along the lines of emotion. The advert evoked a specific emotion in you that allowed you to connect with the brand. This is what you should do each time you communicate with a customer.
It is very difficult to change a customer’s first impression of you, so make sure you set off the relationship on a good note.
2. Create Value
“When a consumer derives value – especially from something that was given to him for free – he becomes the best kind of evangelist.” – Mitch Joel.
What do we do when we are happy with a product? We tell everybody we know about it. Make sure that your offering is of value to your customers so that you can keep them coming back for more! Another method to create value is to keep renovating your product and to keep introducing new products.
How do you know whether you are creating value? Have a look at your reviews and testimonials, those should be a good indicator of the value you offer.
3. Make Them Feel Important
“Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash.
A successful entrepreneur is one who knows how to gain insight into the moods of people and deal with them accordingly. Customers want to feel as if they are your only customer; they want you to be available, respectful, and understanding.
4. Persuade, Don’t Manipulate
“I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.” – Bo Bennett.
Manipulating can get you a sale, but it will most likely not keep them coming back for more. Persuasion works better.
What exactly is the difference between persuasion and manipulation? Persuasion involves encouraging someone who really needs your solution to purchase, whereas manipulation usually involves deception. Avoid coercing people who don’t really need your product to buy, rather focus on persuading those who would benefit from it.
5. Be a Story Teller
“In the South, we tell stories. We tell stories if you’re in a sales position, if you’re in a retail position, you lure your customer by telling a story. You just do.” – Tate Taylor.
We spoke about story telling in our previous blog titled Adding Value to Your Prospect Interactions.
Story telling helps people to connect with your brand. People want to hear how your product is affecting other people. A good story will touch the heart of prospects, which in turn will translate into sales.
6. Watch Your Competition
“Your competition is EVERYTHING else your prospect could conceivably spend their money on.” – Don Cooper.
Benchmarking is essential. You need to watch what your competitors are doing and make sure you are on par with the best. If there is a competitor doing better than you, investigate the strategies they have applied to outperform you.