How Can I Increase My Account Sales? – 2 November 15, 2007Posted by David Dirks in Building trust, Keeping Your Customers, Managing Sales Accounts, Sales Strategy/Tactics, Uncategorized.
Tags: account management, account sales, customer service, sales strategies, Sales Tactics
Increasing your revenues from existing or potential business accounts is key to long term profitability. One aspect that is often neglected is helping your clients solve their most pressing challenges. That starts by asking your client THE question:
WHAT ARE YOUR MOST PRESSING BUSINESS ISSUES/CHALLENGES?
I can guarantee that most business people, regardless of the size of their business, DO NOT ask this question of a prospective or current client.
“But I’m not an expert in what they do?” If that’s your first thought or reaction, then listen up. You may not be able to directly solve any or all their most pressing business issues. However, by asking the question and getting grounded on what’s keeping this customer up at night, gives you a insight as to how you can best service and support this customer.
But that’s not the only issue here. By demonstrating that you are really interested in their business and helping them succeed, you begin to build real trust. That’s the beginning of building a strong relationship.
No, you may not be able to DIRECTLY solve the problem(s) but you probably know someone or something that just might help. I don’t care if it’s not directly related to what you sell or services you provide. What I care about is that you take an genuine interest in their business. You get to know what makes it tick. And you get to know what makes it sick.
The follow-up to asking this question and carefully listening/noting the responses, is to make sure you make an effort to help. It might be someone you know who has the expertise they need. Two months from now, you may read an article that sheds light on one of your customers most pressing needs…and you can send that article to them…in person.
Wow. Imagine what a prospective customer or current account would think? They’d probably faint in finding someone who actually listened to them about what they need help with most in their business and was actually trying to do something about it.
Your competitors aren’t asking this question. You can bet on that. When was the last time some retailer or service provider ask YOU that question? And if they did, bet they didn’t follow up on it either. Only the best execute on this one.
There’s a lot more to this question than meets the eye.
Oh, and your sales…they just come.