Now, you have identified a customer benefit!

Check Out This Example This is how an insurance agent used exercise. I asked him, “What distinguishes you from other agents?” He told me, “I find cheapest and best policy for my customers.” I responded, “So what?” He said, “Well, unlike other agents, I customize each policy for my customer.” I said, “So what”. He answered, “As part of my program, I promise to keep my customer informed about any policies changes that may benefit them in future. “ I asked “So what”. He responded, “The customer has security of knowing that they have best program and best costs for their insurance.” I said, “So you are guaranteeing me that I can go to bed at night and not worry that I am paying too much for my insurance?” “Exactly,” he exclaimed, “That is security I provide each customer with my insurance program!” By using SO WHAT exercise, agent moved from selling “cheapest rates” (business feature) to providing customer security of knowing he will always have best rates (customer benefit). Which agent would you buy from; one with cheapest rate or one that provided you with security about your rate and policy?

Conclusion

Now, you have a simple way to make more money by improving your sales at no additional costs! Use SO WHAT dialogue with each of your business features and start selling customer benefits. For a special report that shows how five critical pieces work together in getting more customers for your business, Send an email to al@hanzal.com with subject line, “Special Report.”

Copyright Al Hanzal, 2004. All Rights Reserved

5. Hire a part-time organizer-computer assistant.

Call your local high school and place an ad for their career center. It's minimum wage usually, and you can double, even triple your business results with just a little help. If you don't promote each day, you lose your momentum and potential buyer’s responses. You can do creating, your assistant can send emails out, clean up your files, and do web marketing.

6. Send out an email survey to discover what's on your potential customer's or client's minds.

Ask them what is number one question they would like to have you answer for them. Then compile questions and answers. Leverage them to place on your web site, place a few in several ezines to add new content, send out as article for opt-in ezines or for web sites, or exchange with strategic partners.

7. Take some time off.

Renew yourself with a walk to hear birds, see green and enjoy smells. On my walks I take a big whiff of Starbucks coffee aromas as I pass by to my local lake. Check out nearby places such as a spa, hot mineral springs, or gardens to be silent. Include more yoga in your day.

8. Get your expenses tallied before tax season.

See what else you can do to get more deductions before year's end.

9. Stop spending time on things you don't enjoy.

Say, "I let go of all that doesn't serve me." Look over your daily to do pages, and instead of dashing from one thing to another, list just 3 High Level Activities you want to accomplish for each day. The trick is to finish them before you wander to another lesser priority.

10. Make promotion and marketing part of your daily life.

Doing a little each day does bring great rewards. You may not get to pick time someone uses your service or product, but ongoing promotion does work. Just found an email from one year ago from a potential client. Today he is with me as a full on client.

These tips are just beginning. Put an easy attitude on as your build your business even during holidays. Then, reward yourself with quality time with friends and family.