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The most overlooked Technique to know your Prospects

Copyright ? 2006

Your hottest prospect is someone that has just bought from

you. This is your best opportunity for another immediate

sell. The key to successfully doing this is having products

that offer solutions to problems that your prospects have.

Related problems and solutions to those problems mean

increased opportunity for sales.

How simple it would be for the cashiers at the local

discount store to suggest another product that may help

solve the customer's problem. All they have to do is notice

how the products that the customer is currently buying are

related, and be knowledgeable enough about what the store

has to offer to be able to suggest another product that

could help solve the customer's problem.

The buyer that just bought from you offers a prime

opportunity to sell again. Your products must be good,

however, and you must prove to him that your "back-end"

product will also help solve his problem.

Again, I am talking about knowing your prospects' wants and

desires. Your job isn't over once you've sold your customer

his first product. You and your employees should constantly

be striving to find out what problems your prospects have

and then proposing the appropriate solutions to those

problems.

If you are focusing on what your customer wants and are

offering them a solution to a related problem, they will

not be resistant to you as you try to "up-sell" them. They

will be grateful for your desire to help solve his problems.

Just remember- your customers are never hotter than when

they first buy. Immediately acknowledge their first

purchase and tell them how appreciative you are. Then,

offer them something else so they'll have the chance to

solve more of their problems and to spend even more money

with you!

You should look for logical product or service extensions

to offer your customers. Using the backend will turn

one-shot sales into repeat customers. Ironically, most

businesses rarely try to sell their current or previous

customers anything again. You should do it constantly.

Most businesses almost make it difficult for a prospect or

customer to buy from them. Most businesses do business from

9 to 5. This is a mistake.

You must be prepared to do business when the prospect is

ready to do business. With the technologies that are now

available, especially with the Internet, there's no excuse

for a business not to have a 24-hour phone service center.

Even a simple answering machine can work wonders if

utilized as a marketing tool.

You must be fanatical about servicing your customers and

having a positive impact on your prospects. You must focus

on their needs consistently. Think of how you want to be

treated when you do business with someone.