Part 20 in a series of articles from Sales through Service: How to make customers want to buy again and again and again (because you’re so ‘great’!) by Guy Arnold
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Issue Number 18 – Getting Buyers or other People to Talk with you and Return Calls
This is such a common issue that people experience all the time: buyers and other businesses are continually bombarded with marketing messages and phone calls (we all are: the days seem to get shorter every day and the demands seem to get more, and more, and more)!
So how do you deal with this?
Counter intuition again: stop bombarding and shouting: spend time listening to your great customers, and find out what you can do that will make them want to do more business with you.
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Understand what you do well and what you could do better, and continually look to improve your systems and processes by filtering them through the customer’s real needs … inch by inch.
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Spend time listening to people who have done business with you, but no longer do so, or who have been in contact with you, but haven’t done business with you. These people will give you phenomenally helpful information that, if acted upon effectively, will be worth much more to you than any direct business from these people.
No one is interested in what you are selling: everyone is interested in their own needs. Use the systems and processes outlined in this material to re-arrange everything you have, to align with your Customer Focused Mission and your customers’ real needs; then your customers will be much more responsive, much more willing to talk and engage with you again and again, recommend you to others and drive more business in your direction.
This is what ‘Sales through Service®’ is all about!
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Next time- Issue Number 19- Cost Reductions
