Just The Tip Curtis DeCora

There are tremendous benefits associated with a customer data and list building.  In this episode we cover 8 ways to build a customer database, along with 5 true benefits of having a customer data base.  

Less than 10% of my clients, when I started working with them had a customer database.  These businesses are focused on customer acquisition through digital advertising.  Some gooroo told them they need to spend money on Google Adwords Pay-per-Click, and Facebook Video Advertising, among other excessively spendy options.  Whereas, I focus on building customer lists with buyer and non-buyer data.  I focus on cutting costs, becoming more efficient and boosting our revenue through simplistic means.  

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Often, I get sales professionals say the following, "I just wish they (prospective buyer) would see it the way I see it."  Now, in a perfect world wouldn't that be the Sales Utopia?  Well, the fact is, we don't need to live in a perfect world for this to be fact.  

In the majority of sales conversations, sales people tend to go high level terminology, thinking this is going to be something the prospective buyer cares about.  In reality, they want it to solve three of their biggest challenges:
+ Will it help me increase my revenue?
+ Will it decrease my overall expenses?
+ Does this help me become more efficient?

If we're talking about the cadmium sulfate in the rotary garter that keeps the systems cooled while competitors only use air-forced cooling engines.  You may have fallen asleep just reading that.  Your prospects are going to fall asleep when you get high level tech talky, too.  

Keep it simple, share the information, the insights,  help the buyer navigate alternatives, help the buyer avoid minefields, and lastly help the buyer justify the purchase.  After all, if they need to "think about it" it usually means they want to keep shopping because you haven't sold them on their primary reasons for shopping.  

BANT:  The quickest way to lose sales opportunities

Agreement is one of the most uncommon things we can come across in society today.  If you tune to social media, open up a major media source and read the comments.  Very few people are agreeing on anything.  Everyone has opinions stated as facts, and very few people are sharing fact. 

The fact remains, there is magic in agreement.  Whether you're starting a non-profit organization, picking the restaurant for dinner, or choosing a Saturday activity with your children.  When everyone agrees, there tends to be more favorable outcomes.  

The same applies buying and selling situations.  

If we look at the last item we sold, whether it was something on Facebook marketplace, Craigslist, or we are professional sales people that sell products, services and solutions.  We have specific situations during the last few sales transactions that we liked, disliked, and in some cases wish never happened.  What happens when those situations are favorable for everyone?

What if I could show you a way to help the other side, see exactly what you saw in your product, service or solution?  Isn't that the issue with non-buyers - they just don't see the value in what you're selling?  Let's explore the magic of agreement and perhaps there are some tips that will help you close more deals, shorten sales cycles or fill your pipeline. 

There is magical power within intention.  We as humans often neglect the fact that we are humans.  As humans, we have an innate ability to over-complicate things.  Let's consider the last time we were dating.  In a situation like dating, there are times whereas we don't truly know if we are just feeling things out, or moving forward amicably. 

Dating Coach, Corey Wayne, states, "Make your intentions clear from the beginning,  and neither party should misconstrue any actions or conceptions."  

This is also true in business.  While we are filling our pipeline with prospects that meet our ideal client profile, Avatar if you will.  We must be clear up front that we are intending to earn their business.  Here are some quick tips for stating your intentions early, and making your position clear;  you mean business.