Be the EXPERT is really getting YOU to realize that you need to sell your products and/or services with confidence and RIGHTSELL the customer.
Some people call this upselling, at Make Your Mark Training, we call it right-selling – making sure you sell your customer the right products and/or services to ensure they get the results or the solution that they want.
At Make Your Mark we say, “When you have a great product or service, you owe it to your customer to sell it to them well!”
In many instances we do not think about the opposite of not selling somebody the most appropriate combination of products and/or services that best suits their needs, and have clients returning or going somewhere else disgruntled because you did not deliver the RESULTS or SOLUTIONS they were looking for!
A few good examples to get your creative juices flowing:
A SERVICE: Chiropractor
When you go to see a Chiropractor and they do their evaluation and give you only the one treatment you are looking for and then let you leave their rooms, knowing that according to the injury you had, that 5 treatments would be ideal to get you back on track, they are doing you a disservice by allowing you to leave their practice. If you ask the Chiropractor WHEN should I book next and they say… maybe 1 – 2 weeks from now… they have done you a disservice.
They know what is ideal for you and should be informing you that according to your injury and after the initial treatment that you need to return each week for the next 5 weeks to ensure the injury is easily overcome and that no further damage is done.
If they demand only one treatment and that’s it. It’s your choice to treat them knowing that it’s your reputation on the line. You may turn them away or convince them otherwise, but if you do just a single treatment and let them go… you have done them a disservice that could hurt your businesses reputation.
Of course this has to be done with integrity and heart – you only sell a package when you know it’s the RIGHT thing to sell your clients!
What packages can you sell in your business?
A PRODUCT: Migraine Product
If you sell a migraine product and only sell customers what they ask for, you are not right-selling them, especially if you know that people that suffer from migraines often suffer from insomnia and lethargy. By packaging products in groups you can let them know you are the expert by selling them the Migraine Relief Package that consists of 3 products; Migraine, Sleep and Energy – this is truly being the EXPERT and RIGHT-SELLING the clients.
A SERVICE: Bookkeeper/Accountant
As a bookkeeper you know that it’s best for a client to have their books done weekly or monthly or daily dependent on the size and type of business. If you ask a client how frequently they would like their books checked and updated, and you know it should be weekly, you are doing them a disservice.
What are some of the KEY things to focus on – starting NOW!
- What can you do to RIGHT-SELL your clients?
- What packages can you create that you believe you can sell? Remember to keep your packages simple, create VALUE and make them a better price than individual units, sessions, etc.
- It’s also recommended to keep the number of packages to 3 – too many creates confusion.
- Think about what your product or service does for the customer in terms of days/weeks/months after they have used it. What could they be experiencing that you could call and check-in with them about? Example: If you start a body cleanse and you drink a lot of coffee you will possibly experience headaches – you can call 48 hours after the start of the program and check-in with the client. Let them know you are the expert and what they may be experiencing. It’s amazing.
What can you do to increase your CONFIDENCE in what you sell?
- You are an EXPERTS in your own right – own it!
Finally, remember that packages, programs, etc. do not sell themselves… FOLLOW-UP is critical!
you can email colin at Colinsprake@gmail.com
Author: Colin Sprake is the CEO of Make Your Mark, a Canadian company of live seminars, online entrepreneur academy and live accountability groups that have helped 10,000’s of Entrepreneurs achieve rapid results in small business growth and development. Colin is a best-selling author of ‘Entrepreneur Success Recipe’ and trains for BMO, Sun Life Financial, Scotia Bank, T.D. Bank and lives by the tagline Business With Soul – putting heart back into business!
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