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.
