DESPERATE FOR MORE SALES RIGHT NOW?

If you are desperate for more sales right now, here is a quick strategy to generate business.

Get a list of all the people that have done business with you in the past two years. Rank them in order with your best customers at the top of the list. Call the top 20% (or if you don’t have very many people on the list – call everybody!) and use this client interview:

The Client Interview

A quick fail-safe strategy for generating business – guaranteed. Select the kinds of clients you would like to clone and conduct a five to ten minute client interview.

The Set Up

You can set the tone for your interview with something like this:

“We are working very hard to grow our business this year and one of our goals is getting more customers/clients like you. Naturally we would really value your input and I wonder if you would mind taking five minutes to answer a few questions?”

Dos and don’t s

Give people time to answer the questions thoughtfully – don’t jump in and put words into their mouths. For best results, use the questions exactly as written:

1. Why did you decide to start doing business with me/us? (This is an important question that reinforces your customer’s decision to work with you.)
2. What do you feel are the strong points of my/our business/practice/service? (This question serves two purposes: it reinforces your strengths in the client’s mind and it elicits why people buy from you. You need to make sure you are communicating these strengths to all your clients and prospects)
3. How do you describe my/our practice or services to your (associates, co-workers, friends or acquaintances)? Note their answer, and then add your own description. Have a one sentence statement ready – one that is concise, easy to say (and repeat!) and is client-focused. Let them know how you describe your business.  (I will cover this specifically in another blog in a few weeks)
4. What changes would you recommend? This gives your customers an opportunity to air their complaints or concerns. And it gives you the opportunity to resolve problems before they threaten your business.
5. Either or both:
   a.  Which of these products/ services would you like to know more about? (Give them a short list of products or services you provide that they have not yet bought from you.)
   b.  What additional services or products would you like us to offer?
6. If you were not doing business with me, with whom would you be doing business? (You need to know who your competitors are so you can consistently communicate your strengths and give reasons why you are the best choice.)
7. Why is that?
8. What things should I be doing to attract more clients like you? (In addition to getting good ideas, customers will often come up with ways they can help you. You will also plant a referral seed in their mind with this question.)
9. Is there anything else I need to do for you to feel comfortable about introducing me to your (choose appropriate combination: advisors, vendors, competitors, clients, friends or family members) who could benefit from our services?
   a. If they are comfortable about introducing you, ask “Is there anyone you know that I should be speaking to now?”
   b. If they have indicated that they are not comfortable introducing you, ask if they would be comfortable introducing you once you’ve handled their concerns about referring you. After you correct the problem(s) let them know personally that you have done so, then ask questions 9 and 9a again.

You will be amazed at how quickly these questions will generate referrals and create new business from existing customers. It also gives you invaluable feedback for improving your business process and your marketing efforts.

To Your Success,

Mandy Bass

Priority Living Systems