New Product Develelopment (A Customer Love Story)
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By John Newland in Selling Published: Monday, 03 March 08 - 05:15 PM (GMT) Last Updated: Monday, 03 March 08 - 05:25 PM (GMT) |
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Here is a great idea for a small business to improve its sales. Its a 2-step idea, and not only will it pave the way for sales to new customers, it will give you an opportunity for greater "share of wallet" with your current customers.
Here is what you do. Call or talk in person to your Top 10 Customers. Say this:
"You are one of my Top 10 Customers, and I really appreciate your business. I was thinking of how I might make your life easier by offering more of the things you need. If there was something you need or use, but I don't offer it, what would it be? If I carried it, is there any reason that you wouldn't buy it from me? Along those same lines, what one new thing from any vendor would make you life easier or better?"
For someone who is not a hardened sales pro, asking "If I carried it, is there any reason that you wouldn't buy it from me?" is very difficult. However. Asking questions and serving customers is the basis of all sales, and is the basis of all successful businesses.
So Ask. And SERVE.
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