One very powerful way to make your business stand out from the crowd is to use testimonials. After all, you can go on about how great you are until you’re blue in the face, but, let’s face it, you’re bound to say good things about your business – it’s expected. Even businesses with the most appalling service will tell you how great they are!
However if someone else talks about how good your business is – it is instantly more believable. That is why it is so important to collect testimonials from delighted customers. You may already have them in the form of thank you letters. Are you using them?
As a business owner you need to be resourceful if you want to grow your client list. One of the most effective ways to get easy access to a volume of qualified customers is to set up joint venture partner agreements. Naturally you need to be selective about who you choose to work with as their conduct will reflect back on your business. But if you get it right it can be a very successful way to grow your business.
There are two ways in which you can set up a joint venture. One way is to link up with other businesses that regularly refer business to you. The second way is to use gifts and free offers from joint venture partners as a way of building relationships with your customers.
For example, if you want to generate more income you have to be focussed on sales. You need to be having as many sales conversations as possible.
So ask yourself:
- How many sales conversations did you have last month?
- How much income did you bring in?
One of the things I focus on and get my clients to focus on each week are sales conversations. We track them because we know that the more sales conversations you have = more income.
If you have been in business for some time you will know how important it is to build relationships. The more you know about human nature, the easier it is to build these relationships. It also will help you understand why customers buy. Here are some simple human nature facts that when applied to business relationship building can be really powerful.
Every business is unique and you may find that your customers respond differently to reward programs that you may offer. Sometimes a subtle approach to saying thank you is a better option for your business than a formal reward programme.
Low Key thank you gestures can be just as effective as formal reward programs. When gestures are subtle or more informal they often come across as being more genuine. For example if you know one of your customers is a coffee connoisseur you could keep an eye out for a particular brand or blend. When you find one you can keep it aside as a thank you gift.
When there is an occasion to reward your client for referring business to you, a gift that reflects their personal interests will go a long way towards building good relationships. That type of gesture shows that you genuinely care and take an interest in your customers.
Here are some simple human nature facts that when applied to business relationship building can be really powerful.
1. Human Beings love getting something for Free
Are you expecting tips and tools to be able to improve your customer’s buying process?
Do you think that is an area that you are weak in?
Why should you be asking questions in the buying process?
Isn’t it really more about selling your product? Interesting isn’t it?
I’ve started a conversation with you simply by asking a few questions. Isn’t this something that you should be doing more of in your business?
What do Questions do for your Business?
Think about this. When you are making a large purchase do you ever sign on the dotted line before testing the product? Would you buy a luxury car before taking it for a drive? Would you buy a house before walking through the house checking for cracks or plumbing defects?
So why when you run a business would you invest time and money into an advertising campaign and roll it out without testing it? As a smart business person you wouldn’t, if you knew the value of testing that is. While you may have ideas as to what is a good headline or catch phrase, your customers may view it differently. What you thought would generate a great response may not, and you won’t know this until you test it.
This is a very simple and exciting strategy – which very few small business owners take advantage of – despite the fact that most agree that “word-of-mouth” is the best form of business. So I’m thrilled to be able to share it with you.
You probably know that one of the most valuable assets you have in your business is your existing client base. The quality of your relationship with them will determine the long-term profitability and viability of your business.
However what are you doing to nurture the relationship you have with them?
… Ask someone who has just purchased something to buy something else.
Let me explain. Read the rest of this entry »