Archive for the 'sales' Category

Simple & Easy

Did you know that your own customers may leave you without telling just because doing business is even a little bit harder than your competition?  Confession is good for the soul, so let’s use me as an example.  Every customer has their priorities…price, friendliness of business, how important you make them feel, etc.  My top two are friendliness of the employees and convenience.  Make the gas pump ask me to punch fewer buttons to get gas and I’m there!  Let me buy from your store without up selling me at the counter or requiring my phone number and zip code at the register and I’m yours.  🙂  Make the line move a little faster, make the online buying process just a touch simpler to figure out, or make your parking lot easier to access from the street and I will pay your price, really! 

I’m a big fan of Publix.  They are always super friendly to my family and they never let me wait in line.  They are quick to open a new register just to get me out a little faster…my kind of people!  But then look at the Sam’s Club biz model:  I have to pay to join, have to have my card to get in the store, have to get my card back out to pay at the register, and then have to show my receipt to the guy at the exit to get out.  I’m not slamming Sam’s…they go for people who like to buy in bulk and save on price; but it’s too complicated for me.  Another example is the gas pump…many of them cut me off at $75 of gas…why is that?  And if you get a pump that pumps slowly, it really can double the time it takes to fill up.

Enough whining, right?  The good news is that you don’t always have to give up profits in order to make things just the slightest bit easier.  Check out this article about how Amazon added an extra $300,000,000 in sales just by making the online buying process a little easier.  Ask a friend to be a new customer for you and to walk through your process with “new eyes”.  What things could you change just to make your product or service just 5% easier to use?  You’ll be amazed at the results!

 

It isn’t the mountains ahead to climb that wear you out; it’s the pebble in your shoe.”  ~ Muhammad Ali

Be A Sure Thing

sure-thing_drHave you ever had an old car that was there for you most of the time; but from time to time it just wouldn’t cooperate and do the one thing you bought it for (drive)?  Then you know the feeling you get when you are running a couple minutes late and you jump in your beloved old car…it’s sort of an anxious feeling as you pray aloud “…just start…just start…START!”

While it doesn’t let you down often, the fact that it MIGHT let you down is enough to keep you from trusting that it will be there to do the job when you need it most, right?  Did you you know that business relationships work the exact same way?  Businesses that don’t deliver what they promise every single time are businesses that never allow their customers to trust that they’ll be there when they need them most.  And that lack of trust will keep you from experiencing the real success you are in business to achieve. 

The good news is that if you drive a stake in the ground and declare that no matter what, you will deliver what you promise every single time and especially when circumstances beyond your control get in your way…you will put yourself in the small group of businesses that people can’t help but refer to their friends.

  • Be the lawn company that doesn’t let rain throw you off schedule.  Let customers plan the party without worrying if the mowers will show up on the scheduled day to make the yard look nice.  [If it’s a monsoon that literally prevents you from cutting, have a plan in place to catch customers up the next day.]
  • Be the dry cleaner that has customer’s shirts pressed even when your hired help doesn’t show up for work.
  • Be CPA that gets the tax returns done on time even when you’ve over promised.
  • Be the sales leader that the owner turns to when he needs a job done right and done today.

Being a sure thing means you can charge higher prices, that you will have people on a waiting list to become your customer and that you can invest your old marketing budget into business tools that make your work easier.

“If you think you are too big for a little job, you are probably too little to be trusted with a big job.”  ~ unknown

Nice Job Chick-fil-A!

chickfila-cowQuick sighting of excellent customer service I couldn’t pass up:  Yesterday, I went to our local Chick-fil-A drive thru and it was packed…I mean wrapped 1.5 times around the building packed.    Here’s what they did to make me thrilled with my wait:

  1. The line was so long that the people pulling away from the window with their food were having to drive through the line of cars waiting in line to order.  They had a full time person directing traffic to get them out safely and to help people pull into and out of parking spaces safely and quickly.
  2. As I got in line, a young man with a menu came and took my order and handed me a piece of paper with my order on it.
  3. Next, as I approached the next Chick-fil-A guy, he took my paper with my order on it, called it in and told me my total.
  4. Then I pulled up to window number one and gave them my money.
  5. Finally, I pulled up to window number two where my food was waiting.

All of this took maybe 5 or 6 minutes max.  Not only was all of this fast, and my food hot and fresh and my order correct; but they did all of this with tons of enthusiasm and confidence.  Nice job!

“The best job goes to the person who can get it done without passing the buck or coming back with excuses.”  ~ Napoleon Hill


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