Sales Strategy
Six Ways To Get More People Into The Store | April 22, 2018 (0 comments)
Tampa, FL—Remember as kids when a friend shared something they were going to do, and it sounded so good that you wanted to do it too? That's called PERSUASION. (Click here for an assessment of how persuasive you are.)
After capturing customer contact data, the second element of Rocket Fuel success is effectively communicating the persuasive reason for an appointment. (Remember, Rocket Fuel are Appointments.)
Reason is what persuades clients to make an appointment. People who are "high persuasives" do three things to win people over to their point-of-view:
- They believe in the thing with all their heart
- They convey their excitement about the thing
- They create and clearly communicate the value of the thing
There are thousands of reasons for appointments. We categorize them for clarity:
- Deposit - The goal is to strengthen your relationship with the client with no intention to sell
- Follow-Up - The goal is to meet with the client to continue or complete a previous activity.
- Nurturing - The goal is to plant the seed for a future sale
- Service - The goal is to provide maintenance for a previous purchase
- Service to Merchandise - The goal is to move them from being a service client to a merchandise client by selling them a related item to what they already possess.
- Referral - Bring a friend
You will find this list on the Success Accountability Tracking Sheet designed to help you keep track of your customer communications.
Remember: Create a strong and compelling reason and they will come! Here's a test to tell if your reason is compelling: ask yourself, "Would I show up?"
Related: So, What’s YOUR Number? When and How to Ask For Client Contact Information
Terry Sisco is CEO of Exsellerate, Inc., funny-maker, uplifter, mischief maker, father. Exsellerate has revolutionized retail sales training and made it "entertrainment," given it a millennial voice, made it ridiculously easy to learn on-demand style through social media platforms, and given sales consultants a sense of community, purpose, and the tools to crush their sales. Like us at www.facebook.com/exsellrev, call us at 813-787-7355, email at tlsisco@exsellerate.com, and visit us at www.exsellerate.com.