Influencing Decision-Makers
Your customer, the decision-makerDaily, billions of customers buy as many products and services from a multitude of businesses, small and large and hopefully from your business too. In countries like ours where free trade is the norm, these customers choose where and from whom they buy and we as business owners, accept this without question. Yet we fall short of acknowledging that consumers are decision-makers, and here's the good news; there are ways to influence decision-makers. Calling customers decision-makers is quite an elevated appointed description, and it's way above the level at which most businesses place their customers.So is the customer king?This question becomes irrelevant in a way as the answer may still be a yes or a no depending on your point of view. In a modern society where businesses can gather customer behavioural information, the customer should be treated more as a decision-maker.But what's the difference? The "customer is king" leans towards an autocratic approach with the idea that whatever the customer says is correct and the business bows to this rule. However, if the customer is treated as a decision-maker, the approach is different in the way that businesses feel freer to influence the customer.Consider the following when influencing a decision-makerIt is your responsibility to sell and not the customer's responsibility to buy. Don't just sell, present the decision-maker with the cost-benefit analysis or in simple terms the value offer.Social Etiquette will influence a decision-maker; if you have done something for this person, the chances are that person will feel obliged to return the favour.The FOMO effect – The Fear of Missing Out has driven many persons to buy, even thing they don't need. Famous people endorse the product; if they say it's good, it has to be. Pressing the customer's consistency button. Customers do not like to be reminded that they "said they would" previously. They would like to be known as consistent and reliable.Polish your social styles as attractiveness do sell. Listen to the customer and show interest and care.Work on word of mouth; if everyone is talking about your product or services, they have to be right.What if you fail?The following is even more important and leaves you in the running to still influence future decisions.Do not be disrespectful; lose with honour.Support the decision-maker with their final decision.Accept the facts and work on your shortcomings.Accept the fact that the customer may make the wrong decision.Focus on the futureEffectively influencing decision-makers may take some time and practice from you. Work on these skills daily and find your strengths. Make notes on your successful conversions and review them frequently; you will notice a pattern presenting itself. Remember that different people react in different ways. Once these patterns are clear, you can start to use your customer database to segment your customers and apply your new skills to various segments of your customer base.
29 July 2020 13:32Continue ReadingENTERING INTO SALES or starting a NEW BUSINESS
2020 has certainly been a year of great challenge and uncertainty. Many have lost their means of income and those in their current jobs have extended burdens or challenges of helping beyond their own families. My encouragement is that even in these challenging times of COVID 19 - strive to look what you have in the palm of your hand and seek to unlock your inner potential,ignite your passion and turn your gifts into opportunities.Take courage and be bold to rise up and embrace what you have. It is only when you make the decision to CHOOSE to RENEW your mind by identifying your CHALLENGES that you will find a RESTORATION and growth moving forward. Lastly the key element is to find opportunities meeting the current needs around you that will lead to long term financial sustainability.By making CHANGES this will empower and equip you to REBUILD your life even in theses uncertain times.IT IS TIME and IT IS POSSIBLE.ARE YOU READY TO MAKE A CHANGE?Zig Ziglar“YOU were born to WIN, but to be a WINNER you must PLAN to WIN, PREPARE to WIN and EXPECT to WIN.”THE 7 “P “STEP PROCESS to INCREASE YOUR SALES SKILLS1. PLAN - Whatever your vision,dream or work opportunity is it begins with an IDEA. Turn your idea into a plan and opportunity to generate income.Write it down,make it visual. Then BELIEVE its possible..In your PLANNING PROCESS apply this Framework as a guide line: WHY? - Greatest motivation factor to do this.What and how will this benefit you?WHAT? - What is it ? Describe and research the effectiveness of your idea and see how and what your competitors have so you can be sure you can create a unique product to sell. Is it meeting the needs of the client, country or platform you wanting to work in? What are the “wow” factors that will close the deal when you get it out there?WHERE/ WHO? - Decide where and to who you will be selling ? Create a list of potential clients. Creating a data base helps you have structure and a plan of action. Decide on the platforms through which you will sell and be sure you know your product well . Sales are as good as the person selling it. “A good product in bad hands will remain unsuccessful and a good product in good hands will succeed. -DRKWHEN? - Set a date to get started . Set a time line and goals with values so you can monitor your progress. Whilst the first days may be challenging at times, never give up.Your first sale will be the motivation to achieve another.If stuck ask for assistance or learn more. THEN GET GOING CONSISTENTLY!HOW? Decide how you will present your idea - What will it look like? Try various ideas and means of marketing. Remember what works for one does not work for all. Be innovative. When you believe in what you selling it will be easy to convince others to make an investment into your service or idea.2. PREPARE - Without preparation there will be minimal success. Have an action plan to work from so you can monitor your progress and then know how to prepare from there. Diaries appointments / tasks daily. Prioritize them and work systematically through each.3. PROCEED - Don’t keep leaving things till tomorrow do what you need to do now and this will assist you with feeling less stressed and create more focus. Having structure gives you the confidence you need to achieve more.“Your attitude. Not your aptitude, will determine your altitude” - Zig Ziglar4. PROGRESS -Monitor your daily progress. Look at what works, see what doesn't and change what you need to for you to be more effective.5. PERSEVERE - Be kind to yourself, not everyday may be a sale, however giving up is not an option. Learn from your mistakes or failures and use them as stepping stones to elevate yourself. If feeling challenge allow yourself a short time to reflect and work through your challenge. DON’T STAY STUCK.6. PROMOTE - Consider all marketing options and platforms. If you do not know how or what research, learn or ask someone to teach and train you. Every time you learn more and gain knowledge thatknowledge empowers you to achieve more. However gaining knowledge is even more powerful when applied.7. PREVIEW - Regularly re look at you idea or selling techniques and the re evaluate so that you move to a greater level of success. Write down or do a feedback on your progress. Give affirmation and gratitude for what you have achieved and don’t bash yourself up on what you have not yet achieved. Use this brainstorming time not to crush you but to grow you. YOU CAN, YES YOU CAN.I trust these practical steps will assist you to improve your sales and business skills. As a Life coach I am passionate about seeing individuals succeed and unlock their potential.CREATE AND BE THE BEST VERSION OF YOU YOU CAN BE.Deborah Conlon - Motivational Speaker and Life Innovator & Vision Activation CoachIselwa Impacting Lives Pty Ltd - ck 2015/003093/07“Investing in & Impacting Lives “ - Reaching IN Equipping OUTCell : +27 71 114 8559 Email: debbie.phenduka@gmail.com www.deborahconlonministries.co.za
27 July 2020 15:38Continue Reading
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