A 5-Minute Strategy to Boost Your Revenue
A 5-Minute Strategy to Boost Your Revenue
Instantly boost your sales. This piece is part three of a five-part series that will examine the five factors that will have the most impact on your ability to attract and retain customers.
Consumers Purchase Advantages
Do you desire an increase in sales? Buyers have a certain motivation. Your product or service offers a benefit that they desire, which is why they buy it. A feature of your product would be informing the buyer that it comes with a 10-year guarantee. To market the benefits your consumer desires, you can tell them that out of 400 roofing jobs last year, there were zero leaks, zero call backs, and no broken tiles. You can boost sales by selling consumer perks.
As to Why You Offer Features
To sum up, selling features is less difficult. A product or service's features are the aspects that are immediately apparent to the naked eye. The senses of sight, touch, sensation, and smell comprise features.
Your self-interest lies in selling features. You can not function without the items and services. You are constantly surrounded by them. They are completely familiar to you. You have a passion for discussing them!
It is not easy to determine the perks each customer desires. A customer is an individual. Nobody buys anything except for themselves. Rather than focusing on finding distinctive customer benefits, it is more convenient to discuss typical product aspects.
Boost Your Sales with Just Five Minutes of Your Time!
The "SO WHAT" exercise is a five-minute warmup. Substituting selling product characteristics with selling customer advantages is what this exercise is all about. What sells are the benefits to the customer. This is the process.
Make up a five-minute conversation in which you and a made-up client have an exchange. It is crucial to have this discussion aloud. Choose one of your company's most well-liked features to begin with. Your role-playing client needs an explanation of the feature. After that, pay attention when the client asks, "so what?" Respond to the "so what?" query posed by the client now. Next, pay attention when the client asks, "so what?" after hearing your answer. Once again, respond to the customer's "so what?" asking. Once again, the client asks "so what" in response. If the consumer keeps asking "so what?" after each exchange, you should keep going.
There is a customer perk that you have just discovered!
Take A Look At This Case Study
The exercise was utilized in this manner by an insurance agent. My question was, "What sets you apart from other agents?" For his clients, he "finds the cheapest and best policy," he assured me. "So what?" was my response.
"Well, I tailor each policy to my client's specific needs, unlike other agents," he explained. A non-issue, I remarked.
"I assure you that I will keep you apprised of any policy updates that could be advantageous to your company in the future as part of my program," he responded. The question "So what?" came out of my mouth.
"The client is reassured that they are getting the most cost-effective insurance plan available," he said. I asked, "So you are saying I can sleep well knowing that my insurance premiums will not be too high?"
That is the peace of mind my insurance product gives every client, he proclaimed with an emphatic "yes!"
Following the steps outlined in the SO WHAT exercise, the agent shifted their focus from offering the "cheapest rates" (a business feature) to guaranteeing the customer the best rates at all times (a customer benefit).
Which insurance agent would you choose if they offered you more assurance regarding your rate and coverage, or the one who offered the lowest rate?
In summary
You now have a no-brainer method to increase your income by boosting sales. Get customers excited about the features of your company by using the SO WHAT discussion with them. To see a customized study outlining the five essential components and how they interact to increase your company's clientele, In the subject line, write "Special Report." Then, send the email to al@hanzal.com.
Copyright © 2004 Al Hanzal. Protected by law
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