We all want to obtain new customers and grow our business. That is a no brainer. Marketing ideas are everywhere, but are you forgetting the secret sauce?
Marketing can consist of phone calls, direct mail, social media, networking, referrals, etc. Those are all awesome things, but I believe most business owners miss one crucial step on their marketing plans.
They don’t find out why their current customers like and do business with them.
Even though this is a simple concept, most business owners and sales professionals don’t really know why their best customers are with them.
This is the secret sauce, yet it is often overlooked.
A business owner may say, “Our clients like us and do business with us because we have a great product.” In reality, the customer may actually say, “we did business with them because they solved {insert problem here} or provided {insert something cool here}.”
Until you actually interview your most successful customers, how do you really know?
Don’t guess. Find out why people do business with you so you can use those same attributes to get more customers.
Once you understand why customers like you, it becomes much easier to market your product or service.
“If you think you know why your customer buys from you, you might be right. If you know why your customer buys from you, you will be right.
So How Do You Find Out Why Your Customers Like Doing Business With You?
This is a very simple process.
Interview your ten best customers and ask why they do business with you? That’s it.
Take them out for lunch or coffee. Drop them off a gift. This works much better in person. Phone is ok, but email won’t get it done.
Explain to your customer that you want to improve your business and you need their help. Here is a sample script.
“Mr. Customer, I really appreciate your business and want to serve you as best possible. With all of the competition out there, why did you choose to do business with me?” Then shut up.
You may get some surprising answers so write them down. See what the answers have in common. This is your secret marketing sauce. Use it, market it, sell it.
If you haven’t seriously interviewed your current customers, what are you waiting for? Find out why your great. There are others who may think you are great too.
What’s your secret sauce? Do you know?
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