Category Archives: Sales

5 Things You Should Do When Your Customer Buys (if you want more business in the future!)

by Dr. Jeffrey Lant

You SAY you want more business and the money that comes thereby. But unless you do these 5 things, you’re just whistling “Dixie”.

1) Smile & Say Thank You

Do a little survey. For the next few days, take a look at how you’re treated in the various stores you patronize.

When you buy do you get a radiant smile from the check-out clerk and a warm thank-you? Or is the action meagre and perfunctory; or even absent altogether?

The warmth of the thank you, the brilliance of the smile are indicators of just how much you value this customer and desire his business.

P.S. Whenever possible, use the customer’s name. “Thanks so much for your business, Mrs. Smythe. We do it appreciate it you know!”

And be SURE to make eye contact. This is essential.

2) Hand the customer a bonus coupon.

ALL businesses live or die by repeat customer business. That’s why you need to give each customer a bonus coupon,

First, make the bonus a valuable one, nothing cheap and insubstantial for your vital customers, please.

Second, make sure the bonus coupon has an expiration date. Remember, offers work because they are meaningful in value… and because they expire.

Third, hand this valuable gift to the customer and deliver with a smile!

3) Offer to carry the customer’s purchase to her car.

Want to make an especially good impression… the kind the customer will convey to her social circle?

Then carry her purchase to her car!

This courtesy may not always be possible; you may be the only one in the store, for instance. Very well. But don’t throw the baby out with the bath water. If you cannot always offer this special courtesy, do not for that reason never offer it.

And, remember, in offering this special benefit, don’t stint on the accompanying smile… or customer’s name.

4) E-mail the customer a thank you and bonus offer.

What should be awaiting your valuable customer when he gets home? A terrific bonus offer e-mailed at once!

Speed here is everything. That offer should be e-mailed right away. The speed with which you send this bonus offer will be a clear indication to the customer of how much you value her business.

You’re able to achieve this result if and only if you have created one or (even better) more offers before you need them!

It goes without saying that you must have the customer’s e-mail address. You do request it from every customer, don’t you? Semper paratus is not just a motto for Boy Scouts.

5) If your product runs out, make sure to e-mail the customer when you’ve estimated he will need more. THAT is your moment to appear supremely customer-centered… and put more money in your pocket, too.

Say the average customer uses up this product in 60 days.

E-mail a bonus offer 30 days before renewal is necessary… then 15 days… and 7 days. Make SURE you include a special offer with every e-mail and make sure this offer has a clear expiration date: like 5 days from e-mailing.

Last Words

As every smart business person knows, your success (and comfort) derive mainly from one source: your customers. Right now you SAY this… but you may not run your business properly to derive maximum profit from customers. This article should help. Read it! Print it! Live it! You will start seeing the pay-off at once!

About The Author

Harvard-educated Dr. Jeffrey Lant is CEO of Worldprofit, Inc., where small and home-based businesses learn how to profit online. Attend Dr. Lant’s live webcast TODAY and receive 50,000 free guaranteed visitors to the website of your choice! Dr. Lant is also the author of 18 best-selling business books. Republished with author’s permission by Daniel Fischer Check out Info Cash ->

Five Things You Don’t Know About Closing Sales Which Are Eviscerating Your Profits

by Dr. Jeffrey Lant

It isn’t just that most people are lousy at sales… far more shocking is the fact that most SALES PEOPLE are lousy at sales.

If you’re one of them, this article is for YOU!

The plain fact of the matter is that the overwhelming majority of sales people rely on their charm, gift of gab, and ability to “wing it” to make sales… instead of being prepared to make sale after sale. STOP IT! Following these sensible steps means more money:

1) Closing sales is not a matter of motivation or pressure. Instead, it’s a question of having the right information readily at hand, so you can answer customer questions quickly, easily, thoroughly.

Thus, consider what you have readily available when you are talking to a customer.

2) Do you have (readily available, mind) a sheet of “you gets”, that is a list of PRECISELY what your customer gets when using your product/service?

Dollars to doughnuts, neither you nor any member of your business has sat down and written out the features of what you’re selling; then converted each and every feature into a benefit that the customer gets. Treat each and every benefit like scoops on an ice-cream cone; the higher you stack ’em, the more enticing to the customer!

3) Do you have a sheet of offers?

Products do not sell themselves; a sales person bragging “Our product sells itself” is wrong, naive or both. What sells products is offers; the better the offer the faster the sale.

Thus, have you got a sheet of offers; “add-ons” you can use to motivate immediate customer action? This list should make it very clear just what the customer gets for fast action. AND when the customer must act, for ALL offers must be limited by time, quantity, etc.

4) Do you have a sheet of results testimonials?

People what to be assured and re-assured about what they will get when using your product. Here’s where “results” testimonials come in. These not only provide a happy customer’s experience in using your product (“I loved it”), but the specific results that customer achieved. The greater the specificity and the benefits, the better and more effective the testimonial.

Note: whenever possible ALL testimonials must include full customer and such relevant details as title, location, etc. In short, testimonials must be detailed and complete to be completely credible.

5) A page of objection responses and rebuttals

Face it, not every customer will leap for joy upon hearing of what you are selling. That’s why you must be prepared for the nay-sayers, the procrastinators, the cautious, and the merely foolish. For these folks, a list of every possible objection and your strongest response is required.

Commmon objections include:

“I must ask my spouse.”

“I’m on vacation for the next 2 weeks.”

“I have to check you out.”

“I don’t have the money.”

Now hear this: there isn’t an objection under the sun which cannot be effectively answered, only not by “winging it.” EVERY successful sales person knows that preparation here is mandatory; the rebuttals may seem spontaneous… but they must ALWAYS be rehearsed. Brainstorm all objections; then work on the responses. As new objections surface, add them to your list… and, again, perfect the perfect, objection- demolishing response.

Last Words

The key to sales success is NEVER a “wing and a prayer.” It is ALWAYS a matter of total, complete, deliberate effort. Such effort can turn a mediocre sales person into a stellar performer. That, of course, is precisely what your goal must be, and now you know how to achieve it!

About The Author

Harvard-educated Dr. Jeffrey Lant is CEO of Worldprofit, Inc., where small and home-based businesses learn how to profit online. Attend Dr. Lant’s live webcast TODAY and receive 50,000 free guaranteed visitors to the website of your choice! Dr. Lant is also the author of 18 best-selling business books. Republished with author’s permission by Daniel Fischer Check out Info Cash ->

How to stay focused and make money on days you DON’T feel like it!

by Dr. Jeffrey Lant

Did you lay in bed this morning unwilling, unable to get up? Did every fibre of your body demand more time in the sack? Was it a struggle to open an eye… and get up?

Sure enough, if today wasn’t like this, some of your many tomorrows will be. You need to be prepared for such inevitabilities… because they can and will occur and can and will sabotage your ability to make money. Here are some suggestions that’ll help you rise and shine… suggestions I use myself when getting up and getting going are most decidedly NOT my first priority!

1) Create a “to do” list before you go to bed.

The key to making tomorrow organized, efficient, and profitable is what you do today. Make it a rule before you retire for the night to draw up a clear, clean, specific “to do” list. Write it, read it over, put it next to the bed… then turn off the lights.

While you’re sleeping your subconscious mind will be busily at work helping you organize and implement the items on your list. Even when your body is screaming for more sleep and all the creature comforts it can get, the brain — and your crucial “to do” list — will be helping you get up and at ’em.

2) Take a cold shower.

The British empire, the largest the world has ever known, was practically built on a cascade of frigid water. Its young men, pillars of the imperium, were shipped off to prep schools and immediately subjected to the jarring temperatures which will work for you as well as it worked for them. Don’t stand there and debate…. turn up the cold tap and plunge! You’re about to be invigorated, rejuvenated, primed to run your empire.

3) Do some exercise.

Are you huddling in a corner of your kitchen, hands gripping a cup of joe, comfy in your bunny slippers? Whoa! This isn’t helping getting your act together. You need some brisk, bracing exercise… the kind guaranteed to send vital oxygen to that all- important brain.

Put the steaming liquid down and kick up your heels… or quick-step around your back yard or up and down your street. With every step your brain will exult. The key isn’t coffee… it’s oxygen. Move bristly and infuse it where it must go for maximum good.

4) Give yourself an easy, immediate success.

Don’t feel like doing anything? Then give yourself an easy, immediate success. This should, of course, have been indicated on your “to do” list. Before you go to bed be sure to post on your list an easy thing, a thing that will start today’s sequence of successes. Once begun, as we say in New England, is half done.

What could this “easy” thing be?

It could be calling a long-time customer to get a nice re-order or following up with a new customer to whom you’ve already sent a proposal and quote.

One success engenders another. Even a small success is sufficient. Start successful, remain successful. It all begins when you least feel like it.

5) Put on your head phones and engage with some stirring music.

Still need help getting into gear? Go to the play list on your computer and choose something rousing. What? You don’t have such a play list? Start it today. I can assure you, you are going to need it. Here are some of my sure-fire upbeat selections, guaranteed to get you going:

Wake up Little Suzie by the Everly Brothers (most appropriate, don’t you think?)

Think by Aretha Franklin.

Natalie Cole’s version of Pink Cadillac, and

J.P. Rameau’s always motivating Tambourins I-II from Dardanus.

Your list may well be different from mine; the important thing is to have a list you can access at once. Turn up the sound… and move your body. Your uplifting selections are moving you towards another successful day.

6) Visualize what you’ll get when you turn this day into a success.

All too often we work without conceptualizing why. We work today because we worked yesterday. This is not nearly good enough.

Remind yourself just why you’re working and what special thing today’s successes will help create.

In my case, for instance, I have a pile of auction catalogs stacked high next to my computer. I motivate myself on days when such motivation is needed by looking at the things I want from auctions coming up quickly. Getting myself focused and together is a precondition for maximum acquisition. Visualize success; then do what’s necessary to achieve it.

7) Still not alert and moving? Then take the day off formally and properly.

Like most people these days, you are working more and longer than either your parents or grand parents. We are the most leisure-challenged generation ever.

The plain fact is, you may be unable to get up and resolutely face the day because you’re just worn out. If so, take the day off… sleep in, sleep properly, sleep, relax and goof off without guilt. You’ll be the better tomorrow if you take what is necessary and do not regard it as an indulgence but physical need. Enjoy!

About The Author

Harvard-educated Dr. Jeffrey Lant is CEO of Worldprofit, Inc., where small and home-based businesses learn how to profit online. Attend Dr. Lant’s live webcast TODAY and receive 50,000 free guaranteed visitors to the website of your choice. Dr. Lant is also the author of 18 best-selling business books. Republished with author’s permission by Daniel Fischer