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Sales Truths: Know Your Customer To Grow Your Business

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 WHY IT’S TRUE 
Selling used to be about transactions; now it’s about relationships. People come to your store for jewelry, but they come back only if you care. The information that you have in your database about their occupation, family, and hobbies, and their jewelry wish list, will take you a long way in developing and maintaining a strong relationship. 
 
PLAN OF ACTION 
How many customers do you have in your database, and what do you really know about them? Conduct this exercise with your sales staff. On a sheet of paper, ask people to write the names of your top 50 customers. Then ask them to write something they know about that customer — spouse, hobbies, etc. You will be amazed at how little your people, and perhaps you, really know about the customers who come into your store. Customers don’t care what you know until they know that you care.
 

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Maximize Every Sale with Wilkerson

When it’s time to run a sale, whether it’s a retirement, going-out-of-business, anniversary or “we’ve got too much merchandise” sale, let Wilkerson handle the details. The Diamond Galleria did just that when they selected Wilkerson to run its liquidation sale. According to Sharon, their CPA, it was the right choice. “We could have done a going-out-of-business sale ourselves and done 30 to 40 percent of what we actually sold with Wilkerson involved,” she says. Seeing the strategies that Wilkerson puts in place for every sale was something that convinced her they had made the right move. “I would highly recommend Wilkerson to anyone considering this type of sale.”

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Dave Richardson

Sales Truths: Know Your Customer To Grow Your Business

mm

Published

on

 WHY IT’S TRUE 
Selling used to be about transactions; now it’s about relationships. People come to your store for jewelry, but they come back only if you care. The information that you have in your database about their occupation, family, and hobbies, and their jewelry wish list, will take you a long way in developing and maintaining a strong relationship. 
 
PLAN OF ACTION 
How many customers do you have in your database, and what do you really know about them? Conduct this exercise with your sales staff. On a sheet of paper, ask people to write the names of your top 50 customers. Then ask them to write something they know about that customer — spouse, hobbies, etc. You will be amazed at how little your people, and perhaps you, really know about the customers who come into your store. Customers don’t care what you know until they know that you care.
 

Advertisement

SPONSORED VIDEO

Maximize Every Sale with Wilkerson

When it’s time to run a sale, whether it’s a retirement, going-out-of-business, anniversary or “we’ve got too much merchandise” sale, let Wilkerson handle the details. The Diamond Galleria did just that when they selected Wilkerson to run its liquidation sale. According to Sharon, their CPA, it was the right choice. “We could have done a going-out-of-business sale ourselves and done 30 to 40 percent of what we actually sold with Wilkerson involved,” she says. Seeing the strategies that Wilkerson puts in place for every sale was something that convinced her they had made the right move. “I would highly recommend Wilkerson to anyone considering this type of sale.”

Promoted Headlines

Most Popular