Do You Make It Easy For People To Buy From You
Do You Make It Easy For People To Buy From You
I went shopping for clothes today.
My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of shoes.
Understand that as a sales trainer, I want people to ask me to spend my money. I'm not going to buy unless asked. Unfair you say. Maybe but here's the thing... Unless you ask me to buy, I won't.
How hard would it be for me to spend maybe $1,000? As it turned out, very. Let me recount what happened.
Store 1. A well-known CBD menswear store. Actually they were having a sale - up to $200 off sports coats. I went to the display, took a coat off the rack and put it on. A size too small. A well dressed, well-groomed senior staff member came up and said there was one in the next size and gave it to me. I tried it on and it fit and looked good.
Reduced to $399 and there's me with cash in my pocket... I said I wanted to look at shirts so he put the coat back and left me alone. taking two shirts I went to the tie rack and picked out two nice ties. Then I took them back to the coat rack and held them next to the coat.
Talk about giving out buying signals!
I was completely ignored. All they had to do was to say, "Great selection - they go together really well. Was there anything else you wanted?" and over $700 would have found its way into their cash register.
I left the store with my wallet intact and no new clothes.
Store 2. Drove from the CBD to a suburban mall. I knew the store I was going to; found the sport coat rack, tried one on as two staff watched. I looked at myself in the mirror, went to get a shirt and tie and held them up in the mirror too. No one spoke to me. I was there for ten minutes and again left with my wallet intact. Of note was that there were no other customers in the store at the time.
Store 3. A little more down-market this one - a guy with a purple open-necked shirt hanging outside his pants (looked like the host from a reality TV show like "Idol"). He saw me hovering around the coats and asked me if I knew my size. I told him and he showed me where they were, giving me four different colours and styles to try on. He was really helpful, explaining fabrics and what to wear with them. I politely told him that they weren't quite what I was looking for so what he did next was to refer me back to store 2 where he said they had "better brands"
No sale. Three times I'd tried to spend several hundred dollars. As I write, it's still in my wallet.
No one asked me why I was buying the clothes; what I was planning to wear them with or where I was planning to go when wearing them. No one attempted to get my name for their list. No one bothered to ask me to buy. It's so simple, it's annoying.
Please understand, I don't want to be sold, I want to buy but I sometimes need help. Here's the message: If you don't ask, you won't get.
Brought to you in the interests of better customer service, more sales, more repeat business and more referrals.
Do You Make It Easy For People To Buy From You - To learn more about this author, visit James Yuille's Website.
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What do I have to do to spend my money?
I went shopping for clothes today.
My plan was to buy a navy blue sports coat, a couple of shirts and ties and maybe a pair of shoes.
Understand that as a sales trainer, I want people to ask me to spend my money. I'm not going to buy unless asked. Unfair you say. Maybe but here's the thing... Unless you ask me to buy, I won't.
How hard would it be for me to spend maybe $1,000? As it turned out, very. Let me recount what happened.
Store 1. A well-known CBD menswear store. Actually they were having a sale - up to $200 off sports coats. I went to the display, took a coat off the rack and put it on. A size too small. A well dressed, well-groomed senior staff member came up and said there was one in the next size and gave it to me. I tried it on and it fit and looked good.
Reduced to $399 and there's me with cash in my pocket... I said I wanted to look at shirts so he put the coat back and left me alone. taking two shirts I went to the tie rack and picked out two nice ties. Then I took them back to the coat rack and held them next to the coat.
Talk about giving out buying signals!
I was completely ignored. All they had to do was to say, "Great selection - they go together really well. Was there anything else you wanted?" and over $700 would have found its way into their cash register.
I left the store with my wallet intact and no new clothes.
Store 2. Drove from the CBD to a suburban mall. I knew the store I was going to; found the sport coat rack, tried one on as two staff watched. I looked at myself in the mirror, went to get a shirt and tie and held them up in the mirror too. No one spoke to me. I was there for ten minutes and again left with my wallet intact. Of note was that there were no other customers in the store at the time.
Store 3. A little more down-market this one - a guy with a purple open-necked shirt hanging outside his pants (looked like the host from a reality TV show like "Idol"). He saw me hovering around the coats and asked me if I knew my size. I told him and he showed me where they were, giving me four different colours and styles to try on. He was really helpful, explaining fabrics and what to wear with them. I politely told him that they weren't quite what I was looking for so what he did next was to refer me back to store 2 where he said they had "better brands"
No sale. Three times I'd tried to spend several hundred dollars. As I write, it's still in my wallet.
No one asked me why I was buying the clothes; what I was planning to wear them with or where I was planning to go when wearing them. No one attempted to get my name for their list. No one bothered to ask me to buy. It's so simple, it's annoying.
Please understand, I don't want to be sold, I want to buy but I sometimes need help. Here's the message: If you don't ask, you won't get.
Brought to you in the interests of better customer service, more sales, more repeat business and more referrals.
Do You Make It Easy For People To Buy From You - To learn more about this author, visit James Yuille's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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