The Secret to Increasing Sales and Marketing - Go Beyond Polite
This very simple change in how you respond to everyone you come in contact with will increase sales by several times.
I've seen it do it.
I do a Customer Service program where everyone learns that "meeting expectations" of the customer is not enough.
There are three kinds of people in the customer service world, and the sales world.
Those that
The average sales person tries really hard to live up to what the customer expects, but all that delivers is average results and a "satisfied" customer.
Don't we want a really delighted customer? Most people think that "meeting expectations" is enough.
However, to separate yourself from the crowd you have to deliver something that is totally unexpected and considered extremely valuable.
Then you are providing real value that excites a customer.
Now, let's take that one more step.
Most of the people we meet daily "expect us to be polite" and to treat them with respect.
But guess what...
then we become average...
just like everyone around them.
That does not make us stand out.
So what would make us stand out in the crowd? There is one person that I keep running into in networking events that always stands out.
When I call him and leave a message, he responds almost instantly, and treats me as if I'm the most important thing in his business.
He's exciting, and fun, and treats me like a king.
It's not that he's not busy and has time for me.
He is busy.
And the reason he is busy is that he takes time to make everyone feel like a king.
His sales show it.
When most of the people I talk with respond in a few days, and some even respond in a few hours but frequently with a "I'm busy right now.
I'll get back to you as soon as I can.
" They are "the average.
" And, yes, they were polite, even more polite than most in that they did reply to let me know they would get back to me.
However, I wasn't on the top of their list.
They were legitimately busy with something and I don't expect them to drop what they are doing to deal with my call.
They met my expectation...
But the guy who did respond quickly, and treated me like I was extremely valuable...
got my business.
And not only did he get my business, he kept treating me like a king every time we interacted.
So I gave him even more of my business, and referred many of my clients to him.
I've seen it do it.
I do a Customer Service program where everyone learns that "meeting expectations" of the customer is not enough.
There are three kinds of people in the customer service world, and the sales world.
Those that
- Don't live up to expectations
- Live up to expectations
- Both live up to expectations and provide LOTS more value that the customer NEVER expected.
The average sales person tries really hard to live up to what the customer expects, but all that delivers is average results and a "satisfied" customer.
Don't we want a really delighted customer? Most people think that "meeting expectations" is enough.
However, to separate yourself from the crowd you have to deliver something that is totally unexpected and considered extremely valuable.
Then you are providing real value that excites a customer.
Now, let's take that one more step.
Most of the people we meet daily "expect us to be polite" and to treat them with respect.
But guess what...
then we become average...
just like everyone around them.
That does not make us stand out.
So what would make us stand out in the crowd? There is one person that I keep running into in networking events that always stands out.
When I call him and leave a message, he responds almost instantly, and treats me as if I'm the most important thing in his business.
He's exciting, and fun, and treats me like a king.
It's not that he's not busy and has time for me.
He is busy.
And the reason he is busy is that he takes time to make everyone feel like a king.
His sales show it.
When most of the people I talk with respond in a few days, and some even respond in a few hours but frequently with a "I'm busy right now.
I'll get back to you as soon as I can.
" They are "the average.
" And, yes, they were polite, even more polite than most in that they did reply to let me know they would get back to me.
However, I wasn't on the top of their list.
They were legitimately busy with something and I don't expect them to drop what they are doing to deal with my call.
They met my expectation...
But the guy who did respond quickly, and treated me like I was extremely valuable...
got my business.
And not only did he get my business, he kept treating me like a king every time we interacted.
So I gave him even more of my business, and referred many of my clients to him.
Source...