5 Minutes to More Revenue

 5 Minutes to More Revenue

In just five minutes, you can boost your sales. This piece is part three of a five-part series that will examine the five factors that will have the most impact on your ability to attract and retain customers.
Consumers Purchase Advantages

Would you like me to increase sales? Everyone buys for a certain reason. Customers purchase from you when they find a product or service that meets their needs. One product feature is informing the customer that the device has a 10-year warranty. Offering the benefits your consumer want can be as simple as mentioning that out of 400 roofing jobs last year, not a single one had leaks, call backs, or broken tiles. You can boost sales by selling consumer perks.
Reasons to Offer Features
To sum up, selling features is less difficult. A product or service's features are the aspects that are immediately apparent to the naked eye. It is the senses of sight, touch, smell, and hearing that make up a feature.
Your self-interest lies in selling features. Your products and services are the essence of your existence. On a daily basis, you coexist with them. You are very familiar with them. You seem to enjoy discussing them.
It is difficult work to identify the benefits that each client wants. Every customer is special. Nobody buys anything except for themselves. Instead of digging for specific consumer benefits, it's easier to go over the product's common features.
The Five-Minute Trick to Boosting Your Revenue!
The "SO WHAT" exercise is a five-minute warmup. Substituting selling product characteristics with selling customer advantages is what this exercise is all about. Consumer advantages are the driving force behind sales. The process is as follows.
The goal is to act out a five-minute conversation with a made-up client. Having this discussion aloud is crucial. To kick things off, choose one of your company's most well-known qualities. Describe the function to the imaginary client. When the consumer finally responds, "so what?" pay attention. Address the customer's "so what?" inquiry now. Next, pay attention when the client asks, "so what?" after hearing your answer. Respond to the customer's "so what?" inquiry once more. Once again, the client asks "so what" in response. The customer will stop asking "so what?" if you continue this conversation.
You have just discovered an advantage for your customers!
View This Illustration
An insurance agent put the activity to this use. "What sets you apart from other agents?" I inquired. It was his job to find his clients the greatest and lowest policies, he assured me. I said, "So what?"
As an exception to other brokers, he tailored each policy to the specific needs of his clients. A non-issue, I remarked.
"Continually updating my customers on policy changes that could be advantageous to them is an integral aspect of my program," he responded. By asking, "So what?" I set out to clarify.
"The customer has the security of knowing that they have the best program and best costs for their insurance," he said sharply. I asked, "So you're saying I can sleep well knowing that my insurance premiums won't be too high?"
"Indeed!" he gushed, "That is the peace of mind my insurance program gives every client!"
Following the steps outlined in the SO WHAT exercise, the agent shifted their focus from offering the "cheapest rates" (a business feature) to guaranteeing the customer the best rates at all times (a customer benefit).
Who would you choose as your insurance agent: the one who offered the lowest price or the one who gave you peace of mind regarding your rate and coverage?
In summary,
You now have a no-brainer method to increase your income by boosting sales. Get customers excited about the features of your company by using the SO WHAT discussion with them. To acquire a comprehensive report outlining how these five components might boost your company's clientele, Please submit your report by email to al@hanzal.com with the subject "Special Report."
All rights reserved by Al Hanzal, 2004. Copyright © 1999-2019
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