| |
| |
|
Go Back | About | Contact | Web Design News | |
|
|
|
The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends. This way you can ensure having their business forever. When working as a branch manager a few years back, I was never satisfied with a customer portfolio until I had the complete wallet share of their business. By wallet share I mean I not only wanted their checking accounts, I wanted their savings accounts, certificates of deposit, home equity loans and so on. The same should go for you. Once you have a customer in the door, and have sold them that first product, continue to satisfy their needs with excellent customer service, and make them aware of certain products that have become new to your company, or any promotions that you may have going on. Continue to make them aware of all things that can make their lives more convenient or save them money. Getting a customer to do all of their business with you, I admit, is a challenge. But like all relationships, the same holds true in business, relationships are built on trust. Once a customer grows to know you and trust you, they will then begin to become more prone to moving the rest of their business over to you, and hopefully shoot some referrals your way. For starters, get your customer in the door, just get one little piece of the pie. Think of it as asking them to lunch as opposed to asking them to dinner. Try and convince them to try out one of your smaller or less expensive products, or if you offer free trials, even better. Than go from there. Getting back to wallet share . . . While still in banking, I once had a customer tell me, that he did all of his business with us, and for that reason alone, he should be approved for the loan he was applying for. Although I was confident that he would be approved for the loan, I decided to call his bluff any way. I said; Mr. Jones, do you really do all of your business with us. His reply was yes. I then asked him if I could see his wallet. He pulled it from his back pocket and handed it to me. After I opened his wallet and examined it for a few seconds, I pulled an American Express card from one of the sleeves and laid it on the table. I said, Mr. Jones, you are a customer of American Express. He replied that he was. I than proceeded to tell him that he did not in fact do all of his business with us. I also seized this opportunity to sell him on one of our credit card promotions. He chuckled at my wit, but did not take the credit card. My point is, you want to get complete wallet share, you must dig deep, you might only have half of your customer's business, when you think you have it all. So ask questions, get to know your customers as well as you can. Find out what their needs are, than sell them the products you believe they can use, make their lives a little easier, or save them some money. So remember, the sale never ends, it goes on and on. Your customers will always be in need of new things. So sell them, their friends, and their family what you have. At the very least, make them aware of the products you have, you never know when they may need it. Good luck! Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
A Quick and Simple Tip For Gaining Customers In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. Mortgage Leads, Choosing the Best Option When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.While working as a loan officer, I dealt with my fair share of mortgage lead companies. How To Set Goals and Achieve Them We use only 5% of God's given potential, 95% of them is not used. Why not tap the 95% of our Creative Intelligence and achieve our desired goals. Everyones Favorite Topic - 3 Tips for How To I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work with people. 5+5 = Your Dream JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking.. 5 Tips to Choosing a Direct Sales Business With hundreds of direct sales companies out there, how do you choose the right one for you? Here are a few tips to make sure you choose the right one the first time:1. Find your passionBefore you even start looking for the "big money", you need to decide what type of products interest you. When Selling, Keep It Simple Stupid! After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, "was a bit too elementary." As a Branch Manager with over 18 years of sale experience, a supervisor who must also produce sales over and above the five representatives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales. "The Power Of Consumer Opinion, & How To Profit From It!" Selling is just a whole lot easier when you know what people really want.But unless you're psychic, or know how to do the Vulcan mind meld, "getting into their brains" is HUGE!I can't tell you how many times I've racked my brain trying to make sense of consumer opinion, & up until this point, I have to confess. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. Ten Tips for Choosing the Right Direct Sales Company Direct sales can be your ticket to a profitable home-based business. There's low risk and low overhead - and you'll find lots of conversation, creativity, and cooperation among the company's representatives. Where to Find Mannequins for Sale Any time a clothing store opens or expands, they must buy mannequins. There are many different places to find a mannequin for sale, including the Internet, companies that mass produce mannequins, and businesses that make unique mannequins one at a time. Is Cold Calling Dead? Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. How to Build A Steady Stream of Customers--Step One The success of a small business depends upon a steady stream of good customers. To build that stream of customer a business owner must examine five critical points in their business operations. Sell YOU With Your Small Talk (Yes You Can) Want to build a relationship -- sell yourself for a job -- get ahead -- make a sale?Your 'small talk' is crucial.Everyday conversation can make or break you in personal relationships and in the business world. The Top 10 Ways to Add Extra Value Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. Writing Effective Sales Messages A sales letter is a document designed to generate sales. It is a distinctive type of persuasive letter. How Improve Conversion Rates Do you know your conversion rates? Conversion rate is the number of visitors to your site that take the desired action against the total number of visitors in a particular period or time. Research has shown that 60% of websites do not know their conversion rates. Nine Keys to Make your Sales Copy Convincing Would you pay $12,500 to discover the keys to great sales copy? Maybe not, but Brian Keith Voiles did. And he put it to use for Fortune 500 Companies. Looong and Boooring Sales Letters You have all seen them,the sales letters that never ends.They go on and on about how this product can do this and that. Selling -abilities : Part 2 In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability.
|
ChicagoAnimation's Acquisitions: Market Polls - 1pennyStock.com
Sponsors: Paving | VTL's | Religious Statues
