Do you make it easy for others to say Yes!?
How you present yourself and your business becomes your brand and your marketing message. These translate into your customer service policy. And ease of doing business is a critical factor for attracting prospects, developing business, and ultimately closing more sales.
When you add unexpected extras, you will develop a long-term clientele. Moreover, they will be grateful and provide you with testimonials and referrals.
Here is a real-world examples of the before and after for doing business:
Background: Gladys sells high-end marketing seminars and accordingly is a multi-millionaire many times over. She decided to have a casual get together for her prospects. The event was to be held at a local hotel. The hours set were 6:30-8:30 p.m. on a Friday evening – a time when many people go out to eat dinner. Without question Friday is a social evening and the hours designated were dinner time.
Expectations: Everyone who showed up expected to make good connections, hear about the latest programs Gladys developed, AND eat some hors d’oeuvres if not dinner food. Wine may or may not be included with the event but everyone knew alcohol would be available.
Reality: A no-host bar was available but complimentary wine was not. Moreover, there was no hint of food. Everyone politely sat around a circle to hear about the latest upcoming events and introduced themselves to one another.
Result: Some people left before the end of the meeting in search of food, and others left immediately at the end. The hunger factor detracted from Gladys making further sales.
Analysis: Had Gladys given a care to what her prospects would be thinking, she would have had hors d’oeuvres and wine available. This gesture of hospitality will warm up any group and lead to further sales every time. The cost would have been a drop in the bucket compared to the business that could have been hers.
Ultimate Fix: We believe by beginning every communication from the other person’s point of view or putting yourself in your prospect’s shoes, you will be destined to enjoy a Smooth Sale!
