Back End Selling . . . .

Written by Don Monteith

Continued from page 1

Many firms stop withrepparttar one (1st) sale and never realizerepparttar 127492 added profits they are leaving behind. YOU would never let this happen. Onrepparttar 127493 other hand, maybe it would just be a good exercise for all of us…. to ASK yourself…. am I selling everything I possibly can to ALL of my current customers? Hits hard, doesn’t it?

Think about it! You have been successful in making that first sale. Why? Our basic assumption is that you have earned their confidence. Trust. You have lived up to your promises. Your product or service has met or exceeded their expectation. It’s only natural to believe that you will live up to this same level of competence inrepparttar 127494 future.

Search for your USP… Unique Selling Proposition. What is it that makes YOUR firm stand out fromrepparttar 127495 pack? Are you REALLY any different? Do you offer something special that only YOU can provide? This is what separatesrepparttar 127496 great businesses fromrepparttar 127497 also ran. You have to be unique. Different! A visionary. Added VALUE is every customer’s expectation today.

Your next challenge is to find as many "back-end" products / services as you can. There is no better customer than one who has already done business with you. YOUR greatest business asset is your customer… without him/her…there is no business.

ACTION TIP: Treat your customer as someone SPECIAL. Look for new products to compliment your first sale. Separate yourself and your firm fromrepparttar 127498 ordinary. Be an important source of information. Make suggestions. Offer to help. Work hard at keeping every customer. Your most valuable business asset.

Don Monteith Tel: (704) 392-6634

Give Them More Than a Sales Pitch

Written by Ron Sathoff

Continued from page 1

Another added benefit to this approach is that it will help build your credibility, especially if you are offering useful advice or information. If you can provide your customers with information that makes their lives easier, they will be grateful to you, and will see you as someone who is worth listening to. Keep giving your customers this kind of service, and they may actually start looking forward to getting your messages -- imagine THAT happening with a standard email sales letter!

As email becomes more and more popular, competition for our customers' valuable time will become keener. One ofrepparttar best ways to distinguish ourselves from our competitors is to provide information that goes beyond just "the sale." By going beyondrepparttar 127491 immediate chance to profit, we can build relationships that can be mutually profitable to all involved for a long time.

Ron Sathoff is a noted speaker and manager of DrNunley's He provides copy-writing, marketing, Internet promotion, and help for business speakers. Reach him at or 801-328-9006.

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