Are,Your,Clients,Buying,What,Y business, insurance Are Your Clients Buying What You're Selling?
Small offices have unique needs, and thatincludes document shredding. Designed with the smaller business inmind, the Dahle 20314 is a cross-cut shredder that offers Level 3security and brings you into compliance with federal regulations. The As we all know to live in this world we have to perform some activity by which we can earn money. There are many activities by which we can earn money and meet the standards to live in this society. And from one of them is franchise. Franc
Linda felt like she had reached a plateau in her cleaningbusiness. For the past 3 years, she'd run the same ads in thesame publications with the same results. She would generateenough new clients to make up for the ones she lost due tonormal attrition, but she was never quite able to get beyondher mediocre success."I feel a little stuck," she shared in our last call. "Every time I tryrunning another ad or sending another mailer, I only generateenough new work to make up for the additional cost I'veexpended. I can't hire an additional employee until I get morework, but I can't seem to get more work. I really want to makemore income for myself and my family and think I could do it ifI could just get some of these new marketing strategies to workout."My next question threw her -- "What are you selling?" "What doyou mean? I'm selling cleaning services," she responded. "No,what are you REALLY selling? Or look at it this way, what areyour clients buying?"It took a couple more rounds before she understood what Imeant. Many service business owners run out to the marketplacewithout a clear understanding of what they are selling or whattheir clients are buying. After awhile, they start getting clients bythe shear fact that they've approached enough people togenerate some interest. The problem comes once they'vereached a plateau and can't seem to grow beyond it.It's like golf. Anyone can learn to hit the ball and, if given enoughstrokes, get it in the hole. They can even become pretty good ...but only sometimes. The rest of the time, they are hooking orslicing uncontrollably. They never play a consistent game. Thekey to success in golf is technique. If you do the right thingsconsistently, youll play a good game every time (well, almost!).In business, its the same thing you need to do the right thingsconsistently. Almost anyone can learn how to make a sale. Itmight not be in record speed or at a profit, but they can makethe sale. The key is in being able to generate sales consistentlyup to and beyond your plateau.Linda thought she was selling cleaning services, but upon closerinvestigation over the next couple of weeks, she learned that herclients were buying something a lot different. Based on surveysshe conducted with her current clients, she learned that theyhired her because they were buying:* more time to spend with their spouse & children* a clean house (not actual the actual "cleaning" service)* time for themselves & their personal interests* stress relief for taking one thing off of their plate* marital bliss (no more fighting over household responsibilities)This was a light bulb moment for her. She realized that her adsand mailers were selling a "cleaning service" when in actualityher prospects and clients wanted to buy a solution to theirproblems not enough time, fights with their spouse, harriedlifestyle. If she could provide the solution to just one of thosepains, she would be serving her clients well.Then quicko, chango, switcheroo she re-focused her marketingefforts to focus on solving her prospects problems and begantargeting overworked professionals and families with children.These simple changes helped her finally grow beyond the plateauwhere her business had stalled.So, ask yourself -- are your clients buying what youre selling? Whatare you currently selling? If you contacted your clients this week, whatwould they say they are buying from you? Are you sure? Why not jotdown a few questions that you can ask your clients during short, phonesurveys this week?Don't have enough clients to do this yet? Perhaps you can work itinto your conversations with prospects? Ask them why your servicedoes or does not sound like something that will benefit them. Yes, Iknow this is hard, but the answers are your ticket to faster success.Afraid to do this? Then it's even more important! Trying to sell thewrong thing to the wrong people is just extending your learning curveand the length of your journey to sustainable success. So go for it!To learn more about making more sales, download 10 WaysTo Lose Great Sales Opportunities" at: http://www.askthebizcoach.com/freebies.htm
Are,Your,Clients,Buying,What,Y