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Monday Morning Motivators – July 25, 2006
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Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"If you want to get somewhere you have to know where you want to go and how to get there. Then never, never, never give up."
-- Norman Vincent Peale
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Table of Contents
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1. Lean Metrics: Wait Time – Linda Fayerweather
2. Marketing Solutions Pose Problems – Rebecca Booth
3. Ask People to Introduce You to Their Clients in Person – John Meyer
4. To Do This Week
5. Fine Print
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1. Lean Metrics: Wait Time
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Whether you are a ball bearing waiting to be installed or a customer trying to buy the newest snappy footwear, waiting may be part of the story. Scientists actually call this Queuing Theory and it is studied, analyzed and restudied. Where inventory will quietly wait, people often don’t. Sometimes they will, hang up the phone, leave the shop or buy a different brand. If the waiting is for an appointment like a doctor or dentist, the customer my just get annoyed.
Knowing when customers will have to wait and why is something you want to explore in your business and then set standards. Having a plan is key to keeping customers happy.
Things that work:
1. Keeping customers informed of wait time;
2. Cross training staff so that when needed, a staff person will be available;
3. Eye contact when a customer is waiting – they just want to know they are seen; and
4. Planning for known busy times – think toll booths and December 24!
Now, what works for your business? Post your best practice for keeping customers happy while waiting below in the comment spot.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. Marketing Solutions Pose Problems
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Ok, so you’re selling your benefits instead of features in your marketing promotions, right? Well, that could be problematic if you’re not addressing the problem first. Instead of leading with the solution, you should be getting people on board by qualifying them as having a problem. Why? It’s been proven time and again that you can’t sell to anyone who doesn’t want to buy. The only reason a person will buy is because they have a need or because your product solves a problem for them.
Think problem first. Hungry?
Then think solution: Try the $.85 McDoggle Burger!
Problems serve as a means for perking up the ears of your target market. Present the problem, then the solution and you’ll see better results from your efforts.
If your target market is women or if you’re selling “community”, keep in mind what community truly means to your target market! This will enhance your success.
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
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3. Ask People to Introduce You to Their Clients in Person
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Your sources can help you build new relationships faster by introducing you in person. They can provide you with key information about the prospect. They can also tell the prospect a few things about you, your business, how the two of you met, some of the things you and the prospect have in common, and the value of your products and services.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
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4. To Do This Week
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Check your business site for its “first impressions”.
