How do you achieve
success in your business? Most likely, you strive to set goals for yourself,
stay organized, delegate appropriately, participate in professional
development, and prepare adequately for a day’s work. Doing all these things is
an excellent start on your road to success, but I’ve come up with a list of
actions you can take that will help your business thrive. How many of them have
you mastered?
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·
Be
assertive without making prospects uncomfortable. There is a fine line between assertive and
pushy. Prospects have confidence in those who are assertive because it’s easy
to tell that they are knowledgeable and believe in their product. Those who are
pushy, on the other hand, tend not to listen to the prospect, fail to ask
appropriate questions, and sometimes make him or her feel pressured to take
action right then and there. Potential customers often shut down in response to
a pushy salesperson because they don’t want to be rushed into a decision that may
not be right for them. Always be sure you are listening to your prospect and
responding to his or her social cues (eye contact, body language, etc.).
·
Don’t
rely on your prospect to make the next move. In your effort to avoid being that pushy
salesperson, don’t go too far in the other direction by leaving the ball in the
prospect’s court. You must still be the one to take action in order to close
the deal. That action may be to come right out and ask for the sale when
appropriate, or possibly to follow up at a later date by sending an email or
making a phone call. Even if the prospect leaves the meeting saying, “I’ll be
in touch,” it is important that you follow up after an appropriate amount of
time has passed. Reach out to him or her and find out if there are any
questions that still need to be answered or where he or she is in the
decision-making process. A follow-up is an effective way to seal the deal.
·
Be
positive by limiting negative thoughts. Negative thoughts and self-talk have a way of
taking over your brain. When this happens, you begin to doubt yourself and lose
motivation. Replace negative thoughts with positive affirmations, pep talks,
and reminders of all you have accomplished. Don’t just be your own worst
critic; be your own best cheerleader as well. By reminding yourself regularly
that you are intelligent and capable, you are driving yourself toward the
success you so greatly want and deserve.
·
Think
from a customer’s perspective. Avoid getting wrapped up in how a customer’s action or response affects you. Put yourself in your
customers’ shoes; doing so allows you to better understand where you may be
falling short in some aspect of your business. For example, you’ve recently
replaced one of your products for a higher quality, but pricier version. At the
same time, you notice that some of your most loyal customers haven’t been
around lately. After reaching out to them, you find out that they are
disappointed that their favorite product is no longer available. You may have
been so excited about the new product that you failed to see how a customer
would be hesitant to try something new, especially if it costs more and they
loved the old version. Taking a walk in your customers’ shoes is essential to
the success of your business.
·
Become
a problem solver. Instead of being someone
who sells a product or service to make a profit, be the person who provides
solutions to customers’ problems. When the owner of an in-home daycare seeks
out new customers, she emphasizes that her business provides the professional
quality of child care in the comfort of her home. This solves a problem many
parents have: where can I send my children while I’m at work that will be
educational and nurturing at the same time? Her clients know that their
children are getting the individualized attention and stimulation they need
during the day so they can be the happy and well-developed children their
parents want them to be. Figure out what problem you can solve for your
customers and make it your number one priority to do so.
You can learn how it
feels to be successful by putting your customers first. Listen to their needs
while being assertive, think from their points of view, and solve problems.
Your genuine interest in helping people will certainly shine through, and your
business will succeed. What do you think of this list?
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