Turning the First Buying Signal Into a Sale

Don't Ignore The Most Important Buying Signal: The Invitation To See You!

In Jeffrey J. Fox’s 2006 book, Secrets of Great Rainmakers: The Keys to Success and Wealth, he offers some succinct insights into marketing in our digital age that anyone, with any business, can benefit from. For example:

"The customer already knows his present supplier is a good company with good products. The customer already knows something about your products, and he knows your products have higher prices than what he is currently buying. So why did the customer agree to see you?

"He agreed to see you because he has a problem, and he thinks you might be able to solve it!"

When you begin to see yourself as a problem solver for everyone you come in contact with, not simply an order taker - and as you begin to shift your thinking from "employee" to "business owner" no matter what your position really is (though every entrepreneur should already be thinking this way) - you greatly enhance your value. It's just in how you approach LIFE that makes the difference.

Figure out what’s bugging the customer or client, offer a resolution and you may have won a customer for life. And do it from HIS side of the table, recognizing that you are advising and not selling.

Fox goes on to explain, "What the first-meeting customer is really saying is, 'Look, I made a mistake hiring my present supplier. But I can’t admit the mistake or it will hurt my career. I have a problem and I need a dramatic solution that I can bring to my company before this bites me in the butt. Please, please help me.'"

This highlights another important point. If your solution can help make your customer look good, you further position yourself as a valuable player in your customer's business, rather than simply a vendor. Vendors are commodities, to be avoided at all costs. Advisors; TRUSTED Advisors are extremely valuable.

Fox concludes, "Customer buy signals are acts in words or deeds that suggest a propensity to agree, to continue, to buy. Buy signals include customer smiles, nodding heads, agreements to test, technical questions, scheduling another meeting.

"But the first buy signal is when the customer agrees to see the salesperson, to make an appointment, to take the meeting.

"In today’s busy world, decision makers do not schedule sales calls unless they have a need.....If the customer agrees to meet, the customer has a need."

It’s time you turn the first "buy signal" into a sale for you!

So stay alert as you turbo charge your work at home: people all around you may be asking for help and not a purchase... but in the long run, you will win a deeply committed client or customer who will stick by you for a long time.

TurboChargeMyWorkAtHome.com - see short movie now!


Charlie Seymour Jr
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http://TurboChargeMyWorkAtHome.com



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