The Easiest Way To Increase Sales Is To…
Give your customer what they want while educating them about what they need. Unfortunately, what your customers want and what they need don’t always match.
Do you take the money and run or do you take the time to build a relationship with your customer so that you know what they really need?
Take The Money And Run
If you take the money and run, you may make a short-term profit at the expense of having a repeat buyer.
Many customers will blame your product or your service for not meeting their real needs instead of acknowledging the fact that they made a poor buying decision.
Getting blamed for something that isn’t entirely your fault isn’t fair but it is a reality in today’s business world.
An Educated Consumer Is A Savvy Consumer
You’re in business to make money and to, hopefully, help your community. You may feel that it isn’t your responsibility to educate every prospect that walks in your door or that you talk to about your business.
A friend of mine is frequently saying, “You don’t know what you don’t know until you’re taught that you didn’t know it.”
In many cases, your prospective customers are clueless about what they really need, why they need it and how they will get the most out of it until you teach them.
Many will not want to learn what they need to know to be an educated consumer and they may resent you for trying to teach them and that’s okay because that person is not ready to be a good customer.
You will have some prospective customers that will soak up everything that you can teach them and then not buy from you at that time.
There could be multiple reasons for them not making a purchase and some of these are:
- They may think that you’ve given them enough knowledge that they could take the DIY approach. This will make you feel like you’ve wasted your time and energy but the reality is this customer would’ve been a royal pain in the backside.
- They may realize that the project is bigger in scope than they originally thought and their budget may not be prepared to take on such a project.
- They may take the knowledge that you shared with them and use that to shop around for the best price. Is a customer that takes your knowledge and uses it to get what they think is a better price going to be the type of client that you want to work with on a long-term basis?
I want customers that appreciate my expertise, that appreciate that I shared my expertise with them so they can be a better consumer and that feels that we are a good fit so we can help each other grow our respective businesses.
Increasing sales and profits is important but not if it means compromising my ethics and integrity.
Use the comment section below to tell me whether you’re willing to sacrifice your ethics and integrity to increase sales.
Last 5 posts in Marketing
- 4 Ways to Grow Your Business Through Referrals + My Thoughts - October 14th, 2017
- Why Retargeting Works And Why You Should Use It - October 13th, 2017
- 3 Ways To Stretch Your Online Paid Advertising Budget - October 7th, 2017
- You Need These 4 Things For Your Business Online Reputation - September 23rd, 2017
- Are You Continuously Building Your Online Reputation? You Should Be - September 16th, 2017