Wouldn’t it be grand to have customers walk through your door, ready to buy and you don’t need to say a word? Well, I don’t believe in fantasies, but I can guarantee that you will close more sales when you know these two things about your customers:
Making Sales = Helping
1. What products they need and why. (Your niche market)
2. What specific problems they have that you can solve.
Here’s what doesn’t produce sales: Selling to everyone. To make sales you need to find the people with the problems your product can solve and then get to know them — how they think, what they care about, and what makes them happy, sad or frustrated.
Targeted, quality customers are worth finding if you want to increase your sales without increasing costs. So tell me, how well do you know your customers? Do you know what your customers worry about? [Read more...]
