The reason you went in business in the first place was to make a profit. Regardless of the amount of success or lack there off, there is a time-tested strategy that’s bound to increase your business. Now that I’ve got your attention let me explain.
Customers have to purchase our products or services in order for our business to grow. So each time a customer is encountered he’s bombarded with sales messages. The sales agent is looking to see what he can get out the customer, namely a sale. People are on the defensive when they know someone is trying to get something from them. This is human nature.
There is nothing wrong with putting customers first. However, with the conventional approach you are going against the grain and it will hurt you in the long run. In order assure long term customer relationships you must be committed to running your business in a different way.
All people are taught from the earliest ages that it is not right to receive something with out giving back. It is woven into our human dna. The principle is time-tested and will continue to govern our behavior. Here is a good example.
A study was conducted at Brigham Young University. A professor randomly mailed Christmas cards to perfect strangers. He simply got their information out of the phone book from different cities. He received a flood of cards from people he had never known! The people who received the cards from a complete stranger felt obligated to give back. There is a principle here that you can use to grow your business.
To utilize this principle to grow your business you must ask different questions. When you are about to approach your prospect, ask yourself…how can I truly help this person? What can I do to go beyond the call of duty before he buys? What can I do to induce the feeling of indebtedness toward me and my business? These small changes can make a big difference to your bottom line.
If you really want to grow your business then you must make this adjustment. For example, if you are selling an ebook. Why not contact a few prospective buyers and allow them to view a couple of chapters of the book for free. Let them know that you don’t do this for every customer. If the book is well written and informative your customers will be more likely to do business with you. Remember if your customers feel like you are giving them something special they will be more likely to give back the same behavior.
Take some time to do some strategic thinking. Your results will depend on how you can you best apply this principle.
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