# 10 Assuming what worked yesterday will work today.
Insanity is defined as “Doing the same things over and over again and expecting different results.”
If what worked yesterday to gain and retain customers is not working in today’s fierce competitive market you must dare to be different and learn and use new marketing and selling techniques.
# 9 Assuming you cannot take another approach.
Taking another approach will keep your marketing and selling techniques fresh and exciting.
Don’t just run an advertisement, run a promotion, combining all media, direct mail and in store marketing. If what you are doing now to gain and retain customers is working, try another approach to make it work better.
# 8 Assuming Perception.
Make sure you know the perception your customers and prospects have of you and your business by asking them. Do this exercise: Have everyone in your business write down A. The perception they want the customers to have of your business.
B. The perception they feel the customers actually have of your business.
C. Survey your customers to discover their actual perception of your business.
You may be surprised. Many times your customers and staff have a completely different perceptionthan you do.
# 7 Assuming you know what the customer’s problems, needs and wants are.
People buy to solve their problems, needs and wants.
# 1 Rule in Selling.
The seller that solves the customer’s problems, needs and wants the easiest for them will get the sale. Discover your customers problems needs and wants by asking them.
# 6 Assuming your customers will Refer you to others.
Like you, your customers are busy. Too busy to think about recommending you to their family, friends and colleagues. You must actively ask, ask and ask again for them to recommend you. Satisfied customers will recommend you if you ask them to.
# 5 Assuming your customers will remember you when a buying decision is made.
Stay in touch with your customers and they will stay in touch with you.
Send thank you cards and special day cards that will keep you remembered.
# 4 Assuming your customers will remember what you tell them 42% of what you tell a customer is forgotten 30 minutes after the presentation 66% of what you tell a customer is forgotten after 1 day 90 % of what you tell a customer is forgotten after 7 days To help customers remember why they should buy from you, never let a customer leave your store without benefit information in their hands.
# 3 Assuming your customer is SATISFIED.
Strategic Planning Institute of Cambridge Pa. discovers that:
1. The average business never hears from 96 percent of its unhappy customers. At least 90 percent of them will not visit or buy from that business again.
2. Of customers who register a complaint, 70 percent will do business with the company again if the problem is resolved.
3. Of the customers who have a complaint, 95 percent will do business again if the problem is resolved quickly.
To find out if your customers are satisfied, “ASK THEM”
A dissatisfied customer once satisfied becomes a profitable customer for life.
#2 Assuming your customers buy from you because they LIKE you.
90% of buyers would rather buy from someone they trust, than someone they like.
#1 Assuming you don’t need to treat every customer like a Millionaire.
Do not judge a book by it’s cover. You never know when your customer / prospect is a millionaire or may become a millionaire. Role out the red carpet for everyone.
10 Top Business Assumptions that cause you to lose money - To learn more about this author, visit Bob Janet's Website.
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Bob Janet
(Visit Bob's Website)
ooks and CD’s at www.Bob
Janet.comBob Janet uses 40 plus years
of face-to-face selling and marketing
experiences as owner / operator of
wholesale, retail, manufacturing and
service businesses, combined with his
unique content loaded, fun-entertaining
audience involved keynotes and seminars to
help owners, sales professionals and sales
support staff increase sales and profits
by gaining and retaining their most
profitable customers.
When everyone else tells you what to do to
increase your sales and profits...Bob
Janet shows you how!!
See all Bob's sales growth programs and
top selling sales / marketing
books and CD's www.BobJanet.com<
/a>
Bob Janet
Bob@BobJane
t.com
800-286-1203
www.BobJanet.com<
/a>
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