Do you know how to grow your revenue? No, really, do you know the mechanics of growing your business?
It is a process and a repeatable process at that. Growing revenue is about attracting new customers to buy your goods and services.
They were most likely already buying competitive products and services but chose to switch to buy yours. Why?
Most of the time we are so happy that they started buying from us, we don’t care why, so we don’t ask. Plus if we ask they may start to reconsider that decision.
After a new customer makes their first purchase from us, all we want is repeat business that is an ongoing client relationship.
Now the client has developed a new habit, of buying from us. They will always buy a specific or product from us as long as they keep their new habit and habits are hard to break.
So getting a prospective client to switch from their current provider to us is all about helping them break a habit.
Breaking a habit is asking a person to make a change in one part of the way they do business. Most of us don’t like change and the way we usually make change is by overcoming our fear of the change.
So if you think about it, what you are really asking the prospective customer to do is overcome their fear of change, break their current buying habit and then buy from you.
Why would they ever consider doing that? They will really need some compelling reasons.
So let’s start with the fact that most people like to buy but don’t like to be sold.
Second, most buying decisions are emotional and then we rationalize them with logic.
Here are a few things you can do to create demand and sales success.
First, define your target audience clearly, who are they, what do they need, what do they currently buy to meet that need?
Second, make the target audience aware of your products or services that could also meet their needs.
Third, provide as much information as possible about your company and products or services to help them overcome their fear or solve their problem.
Fourth, provide motivation to act (buy) – please note I did not say discount.
Fifth, be available when they reach out to you. Respond with real people answering their phone calls and have quick responses to their email questions.
Finally, over deliver when they order, over service after they order, help them create a new habit.
Changing habits is difficult are you ready to do it?
[themecolor]Dave Baney is the founder and CEO of 55 Questions, LLC. We work with successful top executives with a driving ambition to crush their competition. We help CEOs and Entrepreneurs improve alignment, communication and accountability throughout their organization. [/themecolor]http://www.55questions.com
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