If you were able to attend our webinar 6 Principles to Grow Your Business & Achieve Your Goals in 2016, you heard Jeff Bajorek of Parabola Consulting refer to Harvey Mackay’s 66 Things You Should Know About Your Customer. This is a timeless practice that will aid any salesperson in any field. The idea? Truly know your customer. Not just their buying habits, know your customer as a person. In short, care. In our fast-paced world, going the extra mile to connect with your customer can make all the difference.
Put yourself in the shoes of the customer. If you have two people trying to sell you identical products–doesn’t matter what, let’s call the product a blank spiral notebook for our example–at the same price, which notebook do you buy? You’ve Googled the notebook, you’ve read the reviews. You’ve heard the sales pitch and each salesperson has been thorough and informative. So in the end, you aren’t buying the notebook. You’re buying the person selling it. Are you more apt to buy from the salesperson who seems most interested in simply closing the deal? Or are you inclined to buy from the salesperson who knows not only your name but your sons? The salesperson who asked you what you caught on your fishing trip last month? The one who talks about the big game at your alma mater…the one who is genuinely interested in YOU. Chances are if you’re like just about every other customer, you buy from someone who cares about more than your credit card.
Obviously, the idea going into great conversation to close on a spiral notebook sale is absurd. But a successful salesperson applies this practice of knowing the customer, at least to some extent, on every sale. Below is a short list of information Harvey Mackay believes you should know about your customer. If you would like to see the entire PDF, click here. Some of the interesting things you should know are listed in green. You’re really going the extra mile when you take the time to care how someone feels about whether he or she attended college.
EDUCATION: HIGH SCHOOL
IF CUSTOMER DIDN’T ATTEND COLLEGE, IS HE/SHE SENSITIVE ABOUT IT?
ATTITUDE TOWARD BEING IN THE SERVICE
So, now you have all of this information about your customer. How do you keep it all straight? That’s where a CRM (Customer relationship management tool) can make or break you. Jeff Bajorek and Michael Lucy of 3V Business Solutions spoke briefly about the necessity of a CRM in their webinar this evening. If you missed it, you can watch it on YouTube by clicking here. And once you have all of this information neatly in your CRM, what do you do with it? You contact 3V! We’re everything marketing, all the time. Get ready to grow your business in 2016!