Small Business sales help Part 5 of 8

Part 5 of 8 growing your sales

Did you miss Part 1 of 8 Small Business growing your sales?
Did you miss Part 2 of 8 Small Business growing your sales?
Did you miss Part 3 of 8 Small Business growing your sales?
Did you miss Part 4 of 8 Small Business growing your sales?

Customer service rules the day
We read that there are 3 areas of how to offer and pitch a product a lot it is the old premise based on price, quality and or service.

Logic believes there are actually 5 areas available that can make you, your product and your business a giant success when pitching a sell to a potential customer.

1 Price (you can control a little)
If you are the manufacturer or creator of the product you sale then you have much more flexibility in the pricing area, however for the major amount of sellers they are merely selling for a manufacturer, so generally pricing reductions are out as an option because of the set pricing from the manufacturer or the purchase price to the selling price margins are to close to mess with.

2 Quality (unless you make the product you can do little)
Again like with pricing if you are the manufacturer or creator of the product you sale then yes you can control quality, however Logic as an actual manufacturer of products in the past and today as a software product developer, quality is not something you have a choice about.
Your product should already be of the finest quality; otherwise you need to sell something else. My point quality is expected and it should not even be an option to improve on. 

3 Service & Support (you and your sales staff have total control here)
Regardless as to whether you are a product manufacturer or the seller of the product service and support, you my friend have 100% of the controls here; you need to have the PASSION in what you sale then you can devote nearly all of your efforts toward providing 100% service and support.
This is one of the number one ways to build a businesses reputation and grow beyond any dream you can imagine. 

4 Coolness (you can offer the types of product that is cool)
Salespersons this is where a level three begins to show their true colors, the top of the sales chain salesperson knows through using those two ears more then their one mouth how to apply coolness to almost any product.
They might even dress it up on their own adding the extra coolness.
Super salespersons might hear feedback from potential customers and apply these thoughts to the product.
It is not even a stretch for a level three salesperson to contact and meet with the manufacturer, if they are not already working for the manufacturer

5 Uniqueness (bundle your product with others)
The uniqueness effect can take two directions.
Salesperson works for the manufacturer already.
If you are a salesperson working for the manufacturer you have a higher ability to add features, depending on the product like an electronic device for one example, you might have a special added software, a piece of low cost hardware that provides customer convenience or you might have a custom color applied that only the manufacturer offers to their higher end sales volume locations.
This would make the product very unique from others selling the same product, encourage them to sale more volume of your product or to make the product you sell very upscale or unique to the manufacturer, a standout product in its class.

Salesperson sells products in a retail store for a manufacturer.
What a level three salesperson would do, you can just imagine.
They are going to, through listening to potential customers come up with innovative ways to have the best ways to sell the product in front of them, super salespersons are game players and game changers, they are anything but shy.
They are going to look at the product, call the manufacturer, setup an appointment, meet and suggest ways to add low cost affordable value to the product and they more then likely are going to commit to selling high volumes of this manufacturers product upper-level product over other manufacturers products within the retail store they are working at.
One more thought about the direction a product might take is this, even though they are offering a value added bundled version of the original product they more then likely are going to actually sell more of the base original product because the upper bundled package drives the basic unit sale this is called an in store lure. (it works real well)

Logic’s favorite selling point is service and support
Regardless of your business model, the customer is king, more today then when the economy was doing better, though being on top of customer awareness through continued communications and interactive relations with customers during the good times would have assured you and your business better times in a down economy, or cycle, like we are going through currently.

Start being the best service and support on earth
You own or work at a business, otherwise why would you be reading this article.
If you are a small business owner, you might be the salesperson, better yet; perhaps you have a few salespersons working for you. Let’s motivate those troops, let’s get you and them into the game of automatic sales.

Raise the service and support bar
There is not a single better way to grow any business then to provide service and support well beyond just the initial sell, if you call the customer after about a week and then again at the end of a month to see how they like or they are enjoying their purchase.

Staying in touch after the sale
You are going to be afforded two opportunities to advance your sales growth with great ease because salesperson and friend of Logic, if you make these couple of calls, regardless of the size or complexity of the sell, you are in the less then 10% percent of all salespersons category. You know by now you are on your way to becoming a level three salesperson.

Logic does not know why you would need to ask but here is the answer.
When we salespersons call after the first week of a sale we make the customer aware that hey I bought this product and the salesperson is calling me to see how I like it and if I need any help with making it work for me.

The customer is going to be so shocked that they will have this single call of kindness embedded into their heads setting them up for the next call a call that you the salesperson are going to make at the end of the first month of their ownership.

Salesperson customer relationship for life building tip
Remember that though you might not like to get negative feedback about the product you have sold these customers, more often then not you are still going to have an overall positive experience growing into a level three salesperson.
Because you are the expert in your product each and every detail a part of being a level three salesperson.

This task does not mean you need to be a technical support unit for the customer and the product but you more then likely have access to those types of people, since you are the person selling the product.

This attention to detail and helpfulness will be enough along with great follow-up to be sure things are getting accomplished that again the customer is going to be shocked at the service and the support. 

During this second call it is critical that you ask the right questions.
Is the customer still happy with the product, if not find out why if yes make sure that you continue prying to see that the product is doing everything the customer thought it was going to provide them, if yes it is time to ask for only two favors.

Favor one from customer
This favor you are asking they might have already provided to you.
It is a piece of personal information, it is their email address and the permission to send them educational information, tips and techniques or customer loyalty offers. What you would be mailing or emailing them depends on the type of product you have sold them.

Favor two from customer
Explain that while your business and sells are strong and growing well, the best way to grow our business is to ask the customer this question:

Question:
Would you share the product and the service experience with a friend if the question arises sometime, I would really appreciate it; one easy way to share our product is to just click on the forward this email button or your standard Inbox forward, with a little personal note about your experience with us if you wish.

Oh yes also dear customer, if they do call on me would you be sure to tell them to share with me, that they heard about me through you, so I know who helped me or helped us grow our business? 

You have closed an important loop
Salesperson and friend of Logic’s, welcome to the road, a road to climbing the super salesperson ladder to financial and personal independence and yes popularity, while you are at it, a benefit reserved for level three salespersons.

Coming up in Part 6 of 8
We are going to share how to convert an item that is wanted by a potential customers into a needed item, since people always buy what they need.