BRX Pro Tip: How Your Best Customers Will Help You Sell
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, the last two pieces of business that I wrote here locally at the Woodstock Studio, I didn’t sell it at all. It was people already in my circle, people I was already serving as clients and I just – all I had to do was not screw it up. So, let’s chat a little bit about how your best customers will help you sell.
Lee Kantor: [00:00:31] Yeah. I think it’s – this is the easiest way to sell more is just talk more to your existing customers. You know, start asking them questions. They’ve already bought something from you, so they’ve already kind of trusted you. They’ve already kind of liked you. They’ve already established that you can help them achieve their goal.
Lee Kantor: [00:00:51] So, ask them what got them interested in working with you in the first place. Ask them what put them over the hump when it came to the actual buying decision. What information did they need to buy from you? What did you say that made them believe that you could make the pain of their problem go away? What did you say that made the math of the value-versus-cost equation work for them?
Lee Kantor: [00:01:12] The better you can answer all these questions, the faster you can automate a lot of your selling. So, if you can get your existing clients to educate you on what worked for them, then you can take that information and then implement it as part of your selling process. Because once you have the answers to all of this stuff, you can put it on your website, and then future customers can sell themselves.
