05: Questions - 5 Keys to Capturing Prospective Buyers
Spring has sprung.
The birds are singing as they busily build nests and do their mating
dances. Yeah, it won't be long before the flowers bloom, and grass
starts growing. You know what that means...grass needs mowed. When
you parked the riding mower last fall, you knew that it would be a
miracle if you could get it through another summer. You're going to
need to replace old Betsy sooner or later, and start thinking about
the features you want the next mower to have.
Well, you haven't
tried starting the old mower, but hey, it's raining cats and dogs
outside. With nothing better to do, you head for the mall and find
yourself among a line of shiny lawn mowers with a wide variety of
prices and features. What are the advantages of each one compared to
the difference in costs?
Yep, not every
customer that walks through your door is ready to make a purchase.
Maybe they're still in the thinking about it stage. Yeah, when you
think long enough, you usually talk yourself into doing it. That's
why it's important to treat every customer's question with respect.
You never know when a properly answered question will lead to a sale.
Here are some tips
to keep in mind for effectively answering customer questions:
1. A Question is the Sign of a Potential Sale.
Yeah, if a customer is taking the time to look you up and ask
questions, you're dealing with a high level of interest. Don't take
it lightly. A prompt and quick response laced with the added benefits
of the product will go a long way toward closing a sale.
2. Make it Easy to Ask A Question.
There's nothing more frustration than having a simple question and
having to move heaven and earth to get an answer. Make it easy for
your customers to ask questions. Make your website question friendly
and include a phone number with all of your sales material.
3. Organize - Set up a Frequently Asked Question File
What questions have you emailed answers to sixteen times this week?
Keep a file with those repeat questions. You'll be able to copy and
paste the answers into responses. Hey, your customer will be happy and
you can spend time doing something else. Everyone wins!
4. Get Back - Quickly
How many times have you shopped around while waiting for someone to
get back to you? Yeah, it's easier than ever on the web. Customer
attention spans are ever shortening with the vast global competition
at their fingertips. Don't dilly dally - get back to them pronto!
5. Make Every Question a Sales Opportunity
When someone asks you a question, you've got their attention! They're
waiting for an answer that is important to them. Yeah, it's the
perfect opportunity to expand your response to include benefits of the
purchase.
Questioning
customers wear a badge that says, Buyer on Board! Read it and pay
attention. Often a little nudge will mean a sale to tally at the
day's end. Think of it like this...learning to effectively answer
customer questions is a low-cost and effective way to boost your
profits this year!
Who is Allyn
Cutts, and why should you care?
Allyn has spent over
24 years helping businesses like yours find new customers and increase
sales to current customers. Allyn is a marketing and sales fanatic,
providing measurable marketing solutions that drive huge results for
small-to mid-size business clients. Allyn works personally with
clients to design and deliver off-line and on-line direct marketing
strategies that focus on metrics and measurable results. You can learn
more about Allyn Cutts at
www.AllynCutts.com and you can call 610.437.4106 between 10 AM and
4 PM Eastern Time Tuesdays and Thursdays.
