| ign="center"> | | | | would appreciate the effort I had put in and share |
| This is the first in a series of articles that outline | | | | their thoughts with me so we could come up with |
| the experiences I have gained in a period of | | | | a useful application for them. |
| years succesfully selling face to face for a living. | | | | This approach led to the customer gaining a |
| Then drawing parrallels to online marketing | | | | benefit from their purchase ie. keeping valuable |
| regards attraction type marketing. | | | | customers and promoting new customers by |
| By creating customer loyalty I ended up with a | | | | exposure and referral. This meant as the |
| base of customers who stuck with me though all | | | | recession hit they saw their calendars as a |
| economic conditions. When the recession of the | | | | valuable aid to their business not just a disposable |
| 90 struck all people could do was talk about how | | | | expense. |
| hard it was to keep their customers. During this | | | | So the application of this example on the online |
| time I kept my 90% retention rate of customers | | | | marketing community is applied to the abundance |
| thus resulting in my company approaching me to | | | | of people who market systems that promise |
| talk to the rest of the sales force to explain how | | | | easy automatic riches with the expressed result |
| I was maintaining this level of customer loyalty. | | | | of taking people in, walking away with their |
| The main reason I was able to build this level of | | | | money and leaving people who disparage the |
| customer loyalty was a direct result of how I sold | | | | industry that we work in. |
| and applied a principle put forward by Denis | | | | So the lesson would be to take a careful look at |
| Waitley. The principle called "The Double Win" was | | | | any program you may be considering and sizing |
| contrary to the way most sales people sold ie. | | | | up its benefits for you and your future |
| that sales had to be a win lose situation. The | | | | customers. Consider that nothing comes easy and |
| process was for the sales person to have a win | | | | everthing in this life that is worth while requires |
| and get a commission or sale the customer had | | | | some effort, cost or sacrfice to achieve. Check |
| lost the competition by purchasing. The pressure | | | | out if the people behind the programs that |
| tactics and other methods used to get the | | | | interest you share your aspirations, values and |
| customer to sign up or buy quite often resulted in | | | | goals. If these align with yours and you feel right |
| the customer not getting the products or | | | | about it go for it and promote it with the full |
| services they needed to fit their requirements. | | | | confidence that you are promoting a benefit to |
| Denis Waitley put forward that the only way to | | | | your customers and you will receive the benefit |
| be building customer loyalty was to employ the | | | | of a large, strong and fulfilling business. |
| double win process. This was acheived by a | | | | Until next time may you all succesfully DIY |
| salesman considering the needs of the customer | | | | Rob Clarke is Diy Assist marketing. We will help |
| and tailoring his approach to ensure that the | | | | you to market yourself online and become |
| product or service that he was selling met or | | | | successful. We also offer you the chance to |
| exceeded the expectations of the customer. This | | | | create the complete mind, body state that helps |
| led to the customer winning and as a result the | | | | you to be all you can be.building online customer |
| salesman won by making a sale and gaining a | | | | loyalty |
| customer who trusted him and would ultimately | | | | Report this article |
| refer other customers to him. | | | | This article is free for republishing |
| When I was with my customers I would try to | | | | Source: |
| employ this strategy by using my knowledge of | | | | Republish this article |
| advertising calendar and associated products and | | | | |
| overlaying it on their business to create a proposal | | | | Ask a Question About this Article |
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| straight away with the customer but usually they | | | | gold? |