Business Tips and Tricks, Hope Wissel

Easy Sale – Fact or Fiction?

We have all had customers where EVERYTHING we sell will work for them.  Then there are those times when sales are not easy.  You know, the Negative Nellie customer who thinks that nothing you have is right for her but she will still look.  Curiosity will get them every time.  As Julie Anne Jones says, as long as there is a small interest – you have a chance for a sale, a party or a recruit.

As I wind up the week talking about sales and customers, I found the “Profile of an Easy Sale” in the Direct Selling Education Foundation.  They identify 4 basic steps which are now becoming my way of doing business.

  1. Identify the right product for the right client.  If you have defined your target market then make sure you have products that solve their problems.  Since my target market is all women who are looking for organization solutions, I make sure that I highlight things that will help to make their life easier and less of a hot mess.  I have even begun doing “product experiences” for those customers who want to see my product but do not want to host a party.  This is a private showing based on what they have told me they are looking for or the solution they need to a problem.
  2. Develop and cultivate relationships.  This is key to all direct selling businesses.  Once you have a relationship, whatever the basis is, your sales pitch now becomes a solution to their problem instead of hard sell. Customers buy from people they trust and as a result this will generate more referrals as well as reorders.
  3. Once you have a relationship with your prospect, find out what their likes and dislikes are.  Practice the 10-second rule from Deb Bixler.  Ask an open ended question and then LISTEN!  Whether it is at a home party or a product experience, I find out what problem my customer is looking to solve then make a suggestion of a product.  Ask questions about other solutions they have tried and you will quickly learn what they like and dislike.
  4. Finally, make the sales process quick, simple and easy.  The easier the better.  I usually tell my customers picking the product solution is the easy part, the tougher decisions come when you have to decide print and personalization options.  I make it as “painless” as possible so that they are not overwhelmed.  
What is your current approach to selling?  Are you a hard seller – sure that your product is the only one for EVERY customer?  Or, are you about building relationships while sharing your business with potential customers?  We all have different styles, talents and gifts – if your current approach isn’t reaping the benefits that you want, maybe it is time to change.  Please feel free to share your thoughts?  Have a ThirtyOne-derful day!
Hope Wissel

Repeat Sales are the Key to My Business Success

For many businesses, repeat sales are the difference between success and failure.  Building relationships or friendships are more important than the sale.  Treat your customers like you would treat your friends which helps to build trust in you with an end result being the desire to continue to give you business.

Here are some tips from Direct Sales Education Foundation:
  • Create opportunities for friends to buy, rather than having sales.  My company offers amazing monthly customer specials but sometimes these are not the items that my customers need at the moment.  If a customer doesn’t want the special, I offer it to other customers who may want or need the products on special.  Providing good customer service will encourage people to shop with you again and again.
  • Truly believe that your product/ service helps your friend.  Many people I meet at vendor shows and parties are curious about my “style” of selling.  As much as I believe  that I have an organizing solution for every customer, the reality is, the items may not be for everyone.  The products may not fit their vision for the space or area that they want to organize.  I want everyone to like their products and will do whatever it takes to ensure customer satisfaction.
  • Always deliver excellence.  Our company has a return/ replacement policy for 90 days, if a problem occurs after that, it is important that I find a compromise to help the customer ensuring their happiness.  Follow-up customer care calls help to ensure that everyone is happy and using their product.  Honestly, follow-up phone calls are where I fall short in my business.  
  • Keep your promises.  I don’t make promises, I simply am honest with my customers.  If I don’t know the answer to a question, I tell them that and then seek the answer.  If I make a mistake, I admit it.  It is not easy sometimes but the truth is – honesty is the best policy.  Customers may be upset at the moment but in the end they will appreciate the fact that you were honest with them.
  • Focus on conversation, not a sales pitch.  This goes back to the 10-second rule promoted by Dana Wilde.  Provide solutions based on what you know about their lives – don’t try to sell them based on your needs or sales goals.
Repeat business is based on developing relationships with your customers.  How do you generate repeat business?  Please share your ideas below!

Have a ThirtyOne-derful day.