New customers to your business may not be familiar with the products or services you are offering. This can cause great confusion and even indecision when they are reviewing your offerings. To be successful in selling to customers, you need to transport the customer from their current state of … [Read more...]
Make it Easy for Customers to Pay You More Money
When your pay depends on customer service, go the extra mile. Here is a tale of two restaurant servers. One earned a nice tip, the other lost it. A week ago, my team at work and I went to Macaroni Grill for lunch. The waiter, Luigi (yes, that was his real name, he proudly informed us), was the … [Read more...]
Identical Customers Aren’t Always the Same
You may start to see patterns in customer behavior and attributes. This may lull you into feeling like you can start treating customers the same. However, that doesn't mean that you can treat the next guy in line the same as you treated the customer in front of him, even if their buying behavior is … [Read more...]
How to Upsell Your Customers
You've got your best chance to make a little extra money from customers when they are in the process of buying from you. They've got their money out and already trust you enough to buy. Should you try and upsell them a higher priced product? Or cross-sell them an additional … [Read more...]
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