“A satisfied customer is the best customer strategy of all” – Michael LeBoeuf

Constantly focusing on your customers and prospects will help improve the way that you sell to them. If you’re looking for a way of nurturing customer relationships and increasing the number of sales you make, here are three questions that you need to ask:

1. How does your customer make money?

You’re not the only one in the business of making money – your customers are too. Knowing how your customer makes money will help you understand how you can reduce their outgoings or increase their sales.

To do this, you will need to know:

• What their company sells

• How much money they make

• Which product or service lines are the most profitable

• Who their competitors are

• What their market share is

This sounds like a lot, but it will help you better understand your customer and the needs they have.

2. What are your customer’s pain points?

Once you have researched your customer and understand how they make their money, it’s time to look at what they need to get ahead.

By offering a product or service that promises to alleviate their pain points, they’re not only more likely to sign up, but stay signed up.

For example, if their main issue is a loss of turnover, what can your product or service do to turn this around?

3. How can you quantify the benefits of your product or service?

It’s not just enough to say “we can increase your turnover”.

You need to say how much your product or service will increase turnover by. Putting figures or percentages on the table will make it easier for your customer to visualise how your offer will put them at an advantage.

We know this is hard – after all, you don’t want to over-promise and under-deliver.

We’d recommend keeping your numbers realistic. You can even put together various scenarios to hedge your bets and keep your prospective customers interested.

Dedicating time to understand and research your prospective customer beforehand can increase the number of sales you make. Don’t have the time to do this yourself? We’d love to help!