Get Prospects Saying "Yes"

Get prospects in the habit of saying "yes" to you by constructing questions that present "yes opportunities" multiple times throughout a formal presentation, sales call, or even casual exchange. Ask, "Can you relate to that?" or "Does that ever happen to you?" or "Can you see how this could apply in your organization?" A few "yes questions"" will get them primed and ready to say "yes" when you pop the big question, "Are you ready to buy?"

Make Signage Work Positively for You

Stilted, rude signs barking commands at customers are everywhere. No substitutions. No checks. Deliveries in back. We hate you unless you pay with cash. Signs make impressions too, so pay attention. Don't just order the standard fare. Make your own--and be kind to customers. Instead of saying "No Checks," say "We Welcome Your Credit Card and Cash Payments" or "Thank You for Paying with Cash or Credit Card." Even on a sign, you should be talking to a target as if she were standing right in front of you. And don't hesitate to have some fun, too. I once saw a No Parking sign that said, "Elvis Says Anyone Who Parks Here Will Be All Shook Up." Awesome! Instantly, I went from a thought of frustration to a burst of laughter--a much better way to welcome a company visitor.
 

Establish Common Answers to Common Questions

Customers should get accurate, professional, and consistent answers throughout your company. To achieve this, write down commonly asked questions and issues and script out the ideal way of answering and addressing them from a marketing and customer service standpoint. You might just develop the perfect FAQ page to use as a marketing flyer or to add to your website. Train team members on the questions and the right way to answer them. Review and refresh at least every six months to be sure your company remains strong, calculated, and consistent in its information.
 

Make Customers Better Customers

It's our job to teach customers what we do, why we do it, and how we do it. The better we educate our customers, the better they perform for us, and that makes life better for everyone. So what do you need to teach your customers and how can you do it? Do you need to create a tip sheet? Develop a video demo? Post better signs? Expand your website? Slow down and explain the details better? Wherever you find frustration, mistakes, and miscommunication happening most is where you need to pay attention first. Also remember that what you appreciate appreciates. So, when customers do things well (like give you all of the right specifications from the beginning),compliment them. They'll work harder to be a good customer for you.