I’ve just got back from a 2 week vacation in Disney World, Florida and we had a blast! 

And there were so many marketing and sales lessons to be had that I could write about 50 blogs on them. 

But the overall lesson that I’d like to bring to your attention was how they made me feel as a customer. 

I stand corrected, because they didn’t make me feel like a customer at all. They made me feel like a friend and that we were the only people in the resort. 

And that’s the lesson… 

Whatever you do, whether it’s your sales process, your customer service, no matter what it is, it should be geared around your client.

 As consumers we all want and more importantly have a deep down desire to feel special and important. And we ultimately rate our experiences on the feeling that it gives us and in turn that creates an emotion that we associate with that experience and then we want to feel that emotion again and again!

So what are you doing to make your clients feel important and special?

Imagine that they were your only client. What would you do? How would you treat them? How could you surprise them? 

How can you create the emotions associated with feeling like THEY ARE your only client? 

If you have this mindset with all of your clients then you’re not going to go far wrong. 

……..I’m booking Disney again next year by the way.

Happy selling

Sean

Sean McPheat

Internet Marketing Consultant – Motivational Speaker

Check out some free Internet Marketing audios at my Internet Marketing Academy

The theme these past few days has really been about understanding your customer. You may know your product inside and out but none of that matters if you know nothing about your prospects.

When you first launch a product you’re going to feel really excited about it. Often times this excitement is clouded by a bit of disapointment when the salesperson realizes that not as many people are as excited about his product as he is. Very few people will make a purchase.

This is because the people who purchase products can be broken down into five specific categories:

• The first 2.5% of your sales will come almost immediately. These purchasers are innovators. They want the latest gadgets the moment they hit the market.
• Lagging behind them will be the next 13.5% of your sales market. These are the early adopters. They’re not quite as quick to move as the innovators, but they still want to be amongst the first to have a new product.
• Behind them will be the early majority. Approximately 34% of your sales will occur after the product has been on the market for a short period of time. These people will recognize the product through advertising or word of mouth and then rush to check it out for themselves.
• The late majority, making up another 34% of your market, will wait until the others have purchased the product before buying it for themselves. They’re willing to let others test the product before they determine whether or not they want to spend the money.
• The last 16% of your market is comprised of laggards. They’ll simply take their time and have no real motivation to make a purchase either way. They’ll eventually see that the product is necessary or effective and will at some point get around to making a purchase. They’re slow moving, but they’re still there.

Understanding that not all customers have the same mindset will give you a different perspective as you approach your sales and marketing campaigns. There are obviously points in time in which you should increase your advertising instead of decreasing it. Carefully track these trends and you’ll soon have an effective way of determining when and how you should modify your own campaign.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Before you can make a sale you must put yourself in the shoes of your customer. From your own perspective as a salesperson you anticipate a need, illustrate the need, and inspire action. The product leaves your shelf permanently.

Things are much different from the viewpoint of a customer. When he or she decides to purchase a product he’s going to go through a very specific cycle:

• First he’ll decide he needs a product.
• Then he’ll go out and shop for it, comparing several different brands.
• He’ll then purchase the product.
• Afterwards, he’ll own and use the product until its lifetime ends.
• Finally, he’ll aim to replace the product.

It’s usually those last two points that most salespersons forget about. We are so excited about our products that we tend to be blind to the fact that they’ll eventually get old, stop working, and need to be replaced. I’m not talking about defects, either. I’m talking about good, old-fashioned wear and tear over the course of several years.

What will your customer do when his product finally reaches the end of its life? Will he come back to you for a replacement or upgrade or will he look to another company or brand.

The way you view the stages of the customer experience will significantly impact your future sales. You can either keep in touch and hope they still appreciate you enough to purchase from you again in the future, or you can relax and let your competitor sell his product as a replacement instead. The choice is really up to you, but I hope you choose the former!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker