1-4 value delivery

So, sales is all about converting a prospect customer to a paying customer

Value delivery primary objective is to:

Take that paying customer and making him happy, satisfied customer

-         It is the 4^th business core process

-         Every business must have a value to deliver. If it doesn’t have a value or it doesn’t deliver it, that would be a scam not a business

So let us see how to make that happy, satisfied customer …. 

1-3-15 sales: Keep in touch

Getting new customers is demanding process that takes effort, money, time, resources

This is something that most entrepreneurs don’t consider:

It is easier to sell to a person that has already purchased from you in the past than to find/make new customers

That term is called "reactivation"

-         Past customers do know you

-         They probably know the value that you are offering, have passed already through the marketing and selling process

-         They have trust to buy from you again; they have already done that before :)

By sending regular emails, post cards, brochures that contain offers and discounts about what they are interested in. just keep them reminded to be ready at the door once they decide to enter and  buy a thing that you and your competitors offer. Also they may recommend you to someone they know

 Keeping in touch with your current customers especially who haven’t bought from you in a while. That would be extremely easy and cheap thing to do, almost effortless

Just make sure to have the contact info necessary to execute this strategy, and that you have their permission to do such thing without annoying them 

1-3-14 sales: About the ridiculous guarantees

Another thing so profound about us:

We hate to lose, to make mistakes and bad decisions. We all fear from the perception of risk, fear from the idea of losing 

For the customers, you and your product are the potential mistake they might make

They just tell themselves all the time: "am I gonna regret this? Well I don’t know if this is a good idea, why should I trust him?"

This feeling of uncertainty is very bad for you. That decreases the chance of closing the deal to a great extent. 

The more unsafe they feel about that, the less they are gonna buy form you

  

So what can you do about that?

-         The best solution is to do the "risk reversal" thing: take all the risk that they feel upon yourself as a seller

-         You need to make ridiculously generous and insane guarantees like: here, try that for a complete year and if you don’t like it just call us for free and we will come and give you 101% of your money and erase this bad experience from you ……. Etc.

The benefits from this are:

-         Making such promises and guarantees just overkill this feeling of risk, increase their trust in what you are offering. Your customers will just have no reason not to deal with you  

-         On the long run, this is a very good way to stand alone and to build marvelous reputation and to build trust between you and your customers

-         And according to the same concept on witch this strategy is built, customers just hate to lose a thing they used to own for a long period. Almost no one returns a thing they sued to use for that long

You may found that some customers are taking advantage from you. People who go through the entire thing and just ask you for repay at the end. I know that no one likes to be used like that and we just hate being scammed like our customers do. But don’t be disappointed by that attitude

The benefits you will get from applying such ridiculously generous guarantees greatly overweight the losses you may encounter. You will make much more money that will make up for it