A Logical Approach to Know your Prospects

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A Logical Approach to Know your Prospects Copyright © 2006

Your hottest prospect is someone that has just bought from you. This is your best opportunity for another immediate sell. The key to successfully doing this is having products that offer solutions to problems that your prospects have. Related problems and solutions to those problems mean increased opportunity for sales.

How simple it would be for the cashiers at the local discount store to suggest another product that may help solve the customer's problem. All they have to do is notice how the products that the customer is currently buying are related, and be knowledgeable enough about what the store has to offer to be able to suggest another product that could help solve the customer's problem.

The buyer that just bought from you offers a prime opportunity to sell again. Your products must be good, however, and you must prove to him that your "back-end" product will also help solve his problem.

Again, I am talking about knowing your prospects' wants and desires. Your job isn't over once you've sold your customer his first product. You and your employees should constantly be striving to find out what problems your prospects have and then proposing the appropriate solutions to those problems.

If you are focusing on what your customer wants and are offering him a solution to a related problem, he will not be resistant to you as you try to "up-sell" him. He will be grateful for your desire to help solve his problems.

Just remember- your customers are never hotter than when they first buy. Immediately acknowledge their first purchase and tell them how appreciative you are. Then, offer them something else so they'll have the chance to solve more of their problems and to spend even more money with you!

You should look for logical product or service extensions to offer your customers. Using the backend will turn one-shot sales into repeat customers. Ironically, most businesses rarely try to sell their current or previous customers anything again. You should do it constantly.

Most businesses almost make it difficult for a prospect or customer to buy from them. Most businesses do business from 9 to 5. This is a mistake.

You must be prepared to do business when the prospect is ready to do business. With the technologies that are now available, especially with the Internet, there's no excuse for a business not to have a 24-hour phone service center. Even a simple answering machine can work wonders if utilized as a marketing tool.

You must be fanatical about servicing your customers and having a positive impact on your prospects. You must focus on their needs consistently. Think of how you want to be treated when you do business with someone.

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