Tough Times Vs Tough People

[Motivator]

Hi,

you've probably heard phrases like 'Tough Times never last, but Tough People Do!' and 'When the Going gets Tough, The Tough Get Going'!!

But the truth is we're soft.

Most of us have never known a war (classing a war as en event that requires conscription), we've never experienced a financial Depression and thanks to plastic, we've never had to deny ourselves the joy of the latest toy or fashion that takes our fancy.

So how do we go about selling our goods and services when times get tough.

My take on it is that -

1) we have to ask our customers why they like us and what would make them like us more, and

2) We also have to do more networking and marketing (and even perhaps some carefully considered and researched advertising if we can afford it) to let potential customers know how we can help ease their burdens and improve their situations.

What do you think?

[kathiemt]

Being prominent amongst our target audience is important so networking is definitely high on the 'to do' list. People like to do business with those they feel they know and trust and they'll only feel that way if you've been visible - either physically at events or active enough at online forums. Developing relationships and building on them is paramount in my books.

[MissieK]

I agree with Kathie. I also think for many online businesses, they need to get offline. Whether they start attending networking events, take their products to markets, or whatever, they need to be seen more than just online.

Melissa

[kathiemt]

Absolutely Melissa. If people only network and promote online they're missing a large part of their audience. Not everyone uses the web to find services or connect with people. A lot of people are STILL technophobic or don't use computers much in their businesses. And in my case, they need someone like me to help them with that part of their business - but they're not going to find me because they can't or won't use the technology that would let them find me. So I have to go to them and through face-to-face networking events, that's one good way.

[Motivator]

A friend pointed out in an email direct to me that we also need to listen to what our customers really want and expect from us, and then over-deliver.

She also pointed out that we need to make them feel special by remembering the little things – Birthdays, events in their life etc.

Further "We also have to be easy to find and hard to forget!"

Am keen to hear more thoughts!

Cheers,

Grant
Sales Central - Your One-Stop Sales Shop

[Astrid]

Hi Grant and all

My first posting here

I can only hightlight what you've written. I've learned that he old saying is still true - that you get 80% of your business from 20% of your clients. And that it is important to keep a good relationship with these 20%.

Re your no 2): I think it's also important to show and tell potential customers and clients in these days the advantages of working with us. Small microbusinesses vs larger corporations. Our knowledge has been build within larger companies - now we are much more flexible. Timewise, costwise.

Cheers
Astrid

[Angela, communic8 design]

I agree with the 'off-line' comments. Technology is great, but we're all suffering from information overload and too much screen time. How nice is it to sit down and read a letter or get a card from someone we've helped out?

I'm a big fan of the good, old-fashioned paper newsletter for that very reason, something that the recipients can read over a cup of tea.

Bring on the tough times I say! It's going to create great opportunities for businesses who are ready to do the little extra things that make such a big difference - thank you cards, hand written notes, consistent staying in touch tools like newsletters and e-news.

I am constantly being told "I see you/your business name everywhere" and I have to honestly say, it's not that hard. It's all about having some great tactics that work for your business and systems that allow you do keep it up, consistently.

I often tell my clients not to get daunted about all the things they COULD be doing to improve their business brand, just pick a few things that appeal and stick with them. They'll undoubtedly be streets ahead of their competition.

[JohBD]

I agree with your earlier respondents - going off line is really important.

I have many clients who I spoke to online or over the phone, but we didn't gel completely until we met. Watching someone's body language, seeing them speak and really interacting makes all the difference for me. It makes my service more personal if I feel I 'know' the person I am writing for or promoting - and I get better results.

Johanna

[Burgo]

When I started in business over 50 years ago we communicated either by telephone , mail or visit. Today is a very different story mobile phones and computers have change the way most of us do business, but nothing beats the face to face approach.

All my appointments are done either by phone or email, then I get to meet the customer and things change, you can have a chat over a coffee, find out something about them that there passionate about and work from there.

Building up a customer base takes time but I have over 400 regular customers, that refer me to others on a regular basis. Its all about building trust in your relationship with your customers, being reliable, being honest and always yourself. Doing the best possible job at a reasonable price and getting repeat business everytime.

The greatest reward is the phone call from the customer letting you know what a great job you did, and the money aint too bad either.

[MissieK]

It's funny, I have an offline magazine & hold an offline business conference. So many people have asked why these aren't online! My response - with the magazine, my clients like to read them over coffee, waiting for kids/doctor/etc, with the conference, members want to meet offline

Melissa