We live in a world that is becoming increasingly connected; yet disconnected at the same time. While it has never been easier to communicate with anyone, anywhere in the world, we lose something when we stay behind the veil of technology – deeper relationships.
We forget that relationships underpin every business transaction. The deeper the relationship, the more profound and profitable it becomes.
Your customers crave connection – real connection – from the businesses they buy from. They don’t want to interact with a faceless business, hear from general autoresponders or enquire only through a web form. They want a real relationship, a real person – they want you.
As research and experience are showing us, customers want more than products and services from brands they buy from; they want a story to tell and be part of.
While we can often fall into the trap of trying to be the loudest in the marketplace to get attention and stand out from our competitors, the truth is you don't win the heart of your customer by them following your voice; you win it by finding theirs.
To help you break through the noise of a competitive marketplace and win the heart of your customers, here are three ways to build a customer-centric business.
When it comes to putting together a successful marketing campaign you need to know your market, but a general overview will only get you so far. To get that intimate voice in your copy where a potential customer wonders “are they reading my mind?” you need to get to know your buyer.
One of the best ways of doing this is to establish buyer personas, avatars that describe the people you want most as your customers. These avatars embody the demographics, characteristics and behaviours of your ideal customers, and give you a single person to direct your blog posts, social media updates, videos and sales copy to.
But where do you start? While ideally you want to interview your ideal customers to get it straight from their mouth, you can also start to establish personas by looking at past customers and who you want to work with. Here are some questions to ask to get you started.
Whether you are designing a product, developing a marketing strategy or writing a blog post having a thorough understanding of your target marketing is vital.
But how do you get clear on who it is you are talking to and targeting? Here are four questions you MUST ask to get to know your customers - and why you need to ask them.
Networking can be an interesting experience. While you meet a lot of different personalities and businesses, two types of people tend to stand out in the crowd, those who are interested in building relationships and those focused on the sale.
While we need sales to survive in business, there is a real danger in making sales your only focus. Could your motives be costing you customers?
Few things can kill your business faster than becoming irrelevant to your customers. The hard fact of business is that change is inevitable, while you can be on trend and meeting needs and wants one day, there is no guarantee that it will be the same the next.
With greater competition, new technology and changing customer demands how do you ensure you stay relevant in the mind of your customers?
It doesn't matter if you are pitching an idea, promoting a product or delivering a service, to make a sale your customer needs to believe in you.
But with only minutes to win them over, where do you start?
Our customers are the lifeblood of our businesses, the very reason we can open our doors each day and do what we love. While many are brilliant to work with, some have the ability to drain the time, energy, ideas and life out of us.
While every customer gives us the opportunity to learn and improve, I’m sure we’d all rather work with customers that challenge us for all the right reasons. So how do you find the customers you want to work with and not just have to work with? Here are four tips to help.
When it comes to creating raving fans in your business, great service is only the beginning. You need to be intuitive, understanding your customers’ needs, wants and expectations so you can go above and beyond to create a truly ‘wow’ experience.
Happy customers will always be your greatest sales people, but how do you get them to the point where they want to tell the world about you? Here are four steps to help you create more raving fans in your business.
Like it or loathe it intuition and having a “good feeling” about someone or something can greatly impact our business decisions and the purchase decisions of our customers and potential customers.
So how do you ensure you are giving out the right vibe when you are talking to people? Here are five tips to help you give people a “good feeling” about you.
While you know exactly what you love about your business and what you think are your biggest selling points – do you really know what your customer’s value and love about you?
More often than not business owners are selling what they want to sell rather than selling what their customers want to buy. To make sure you're not one of them, here are four quick checks to ensure you're not assuming what your customers want, but rather listening to what they value.
If you want to create a real competitive edge in your business start focusing on your customers. It sounds obviously simple, but the fact is most businesses continue to focus on what value they can get as opposed to what value they can give.
But when you start to focus on your customers and what they want and need, you create better products and services, generate more business opportunities and sales, develop more loyal customers and increase your referrals.
So to ensure you are reaping the benefits and profits of giving value, here are six tips to help you create a more customer-focused business.
Credibility is essential for converting contacts into customers. While you may have the better product or service, if you lack credibility, perceived or otherwise, chances are you won't make the sale and your potential customer will go knocking on a competitors door.
So how do you build your credibility in the eyes of your potential customers? Contrary to popular belief credibility doesn't start by focusing on your experience and expertise, it starts by meeting your potential customer where they are, identifying what they need and want, then easing their frustration by solving their problems.
To help you here are five ways you can establish credibility with your potential customers before you start talking about yourself.
Whether we like it or not people make assumptions about us, our business and even how we conduct our business based on the industry we are in.
Don't believe me? What is the first thing that comes to mind when you think of a used car salesmen, lawyer or journalist? When you call a tradesman are you expecting them to be on time or late? Tidy or messy? What about when you meet with an accountant? Are you expecting a passionate, engaging person or a person who has less personality than their calculator?
While some people certainly do fit their industry stereotypes, many of us don't. But as frustrating as it can be to be judged according to a perception, idea or bad experience someone else is responsible for, it can provide you with a very clear way to differentiate yourself and a very powerful method to sell.
To show you here are four tips to help you turn your industry stereotype into powerful points of difference.
While mistakes in business can fill us with dread and embarrassment, like many other times of trial and adversity they can be turned into an opportunity to showcase the professionalism integrity and authenticity of our business.
So how do you recover with your reputation in tact after you've dropped the ball? Here are three tips to help you turn a mistake into a marketing opportunity and win the respect of your customers and business associates.
One of the fastest ways to make more sales is to get your existing customer base spending more with you. Having already seen the value and results in doing business with you, your existing customers are not only easier to convert, but also don’t require you to outlay any money in order to reach them.
So how do you keep your customers coming back and spending again and again? By finding ways to resell, upsell and cross-sell your products and services.
When you're working late nights and early mornings, constantly pushing yourself to work harder, increase your clients, grow your business and meet deadlines, you can end up tired, stressed, overwhelmed, late with your work and can even lose the passion you had for your business to begin with.
So how do you maintain your health and sanity and your clients happiness during busy times? Here are six tips to help you avoid burnout and burning clients.
You saying you're great is one thing, but a customer saying you're great? That can really help to get sales over the line.
Testimonials and case studies can be incredibly powerful. Not only do they give your potential customers an example of how you could help them, the customer giving the testimonial is doing the sales pitch for you, and chances are what they loved about you will be what potential customers are looking for.
So how do you get more testimonials and make the most out of the testimonials your customers give you? Here are four tips to help you get testimonials that will convert sales for you.
Repeat customer sales are the cheapest and easiest business you will ever generate, so it makes sense that more of your time should be spent nurturing and leveraging your existing customer relationships than bringing in new business.
But how do you keep customers coming back and buying again and again? Here are eight tips to help you turn those once off buyers into loyal, profitable, repeat customers.