Seventeen Ways to Turn Buyers Into Believers

Last Updated on Saturday, 06 February 2010 14:19 Written by Michael McCann Saturday, 06 February 2010 00:00

Small business

A small business start up can get customers to buy once, twice or even a few times relatively easy, particularly if you beat the competition on price. This strategy can be self-defeating for a small business start up.

The challenge facing a small business start up today is turning buyers into believers so they become customers who do business willingly. This isn’t an easy task that can be accomplished with perfunctory attempts to seem interested and concerned. What is required by a small business start up is a unified effort to communicate to customers a message of continuing commitment. Here are 17 ways to transform buyers into believers.

1. Be the source of new ideas as a small business start up. Every customer looks for ways to cut costs, increase productivity and do a better job.

2. Demonstrate that you have expertise as a small business start up. Make sure customers value you for what you know and not just for what you say or sell.

3. Anticipate the customer’s needs. By assisting customers with a plan, you are seen as a valuable ally as a small business start up.

4. Display the right image. Talking about quality doesn’t resonate with customers, if your proposals, materials and brochures send a contrary message.

5. Get to know the customer’s business as a small business start up. Don’t assume you know what the customer needs if you don’t take the time to learn the customer’s business.

6. Demonstrate that you are constantly learning. This is a key component in sealing the buyer-seller relationship as a small business start up.

7. Take responsibility. The goal is to develop long-term customers as a small business start up.

8. Communicate clearly. Maintaining a clear understanding with customers is more important than ever.

9. Become part of the customer’s business. The goal today is to be viewed as a member of the customer’s team.

10. Be accessible. Customers are far more dependent on their suppliers than ever before. Increase the comfort level and you’ll raise the satisfaction level as well.

11. Keep an eye out for new trends as a small business start up. Leading edge thinking is what sets you apart from your competition. Read, listen and put the pieces together. Then, pass along your ideas.

12. Specialize. Customers are more comfortable with suppliers who know an industry.

13. Listen. When you rearrange the letters in “listen," they spell “silent."

14. Stay in touch as a small business start up. Absence does not make the heart grow fonder.

15. Never decide what a customer wants. Today’s customers want counsel, not conclusions. Offer options and alternatives as a small business start up.

16. Practice paranoia. Constantly be on the edge so you pick up any critically important nuances.

17. If you can’t help the customer, say so. The proof of professionalism is the ability to say no. Customers want good, trustworthy solutions.

As a small business start up, you have to remain nimble and responsive to your customers’ wants and needs. By doing so, you will go from start up to long-term.