Does One Size Fit All?

Sometimes, when we think of selling, we think of a static process whereby the customer comes to buy a product or service, and the business provides it plain and simple. But people are not static. People, like life, are fluid and ever-changing.? If you offer a one-size-fits-all approach, you miss opportunities to set your business apart. Basic transactions may seem “easy,” but they can also occur at the expense of customer loyalty, longevity, and innovation. You risk starting over with customer acquisition and lifetime customer value every time. That’s not just expensive; it’s also keeping you from seeing hidden profit potential. Simple adjustments to your sales process can illuminate opportunities for your business and create satisfied, lifetime customers. Here are a few ways to get started.

1. Find A Way To Give Your Customers What They Didn’t Know They Needed

Have you ever watched Shark Tank and thought, “Why didn’t I think of that?” Think of the solutions you offer your customers in the same way entrepreneurs come up with their great ideas. Look for problems your customers might have and solve them. How can you accommodate customers who work from 9-5? Are there ways your offerings can be more robust, quieter, and more efficient? What can you provide to make your customer experience more enjoyable? Many of your customers’ needs are predictable. What’s just beyond that? Where are they going next? How can you anticipate their needs just beyond what’s most apparent? How can your solution go the extra mile??

2. Anticipate, Then Adapt?

Adapting and being flexible are significant assets in life and sales. Use strategies to leverage the unexpected rather than be thrown off by it. Take the time to map all the scenarios that may arise during a sales cycle. Have an “if this, then that” flowchart focused on anticipating objections, problems, and curve balls you may encounter along the way. Doing so doesn’t just arm you with confidence; it impresses your customers, makes them feel heard, and creates relaxed transactions.?

3. Create Trust (And Advocates)

You’re not just a business that provides solutions. You are also a trusted advisor when you’re in the sales process.? Any practices you can implement to put your customers at ease and make them feel like they’re truly in the most capable hands put you at an advantage over your competitors. This perception can create loyalty and turn your customers into your advocates. Customers who recommend you to others, whether by word of mouth or online, are your strongest and most cost-efficient forms of marketing. It’s all about building relationships.?

4. Let Your Customers Know You’re Listening

Prioritize finding ways to listen to your customers’ needs along each point on the sales journey. In addition to anticipating these needs using the information you already have, ask your customers what they need. Doing so will highlight what sets you apart and allow them to feel your passion for customer satisfaction. Ask your team to keep notes on each customer, including relevant personal information, information about their buying history, and other info of note. Consider a CRM if you’re not already using one. During the sales cycle, asking questions that clarify their happiness is number one. What problems would they like you to solve? Then, go about providing those solutions. Send personalized thank-you notes, offer birthday-month coupons, and check in occasionally to ensure your solution runs smoothly. That extra bit of customized attention goes a long way. ?

Focus on building relationships, prioritizing and anticipating customer needs, and you’ll begin to innovate beyond what you could have imagined. Much like a symbolic tree, your business’s value proposition will grow, your customers' trust and loyalty will deepen, and your profit (and profit potential) will be the leaves.?