We’re turning the corner into the holidays, and it’s a massive selling opportunity for your Bergen & Rockland County business … if you use it.
But I’m not referring merely to holiday promotions. Those are almost to be expected at this point.
What I have for you today is a story that might help you throughout the entire year — holidays included.
And I’d love to hear your thoughts.
Lemonade Stands And A New Selling Strategy For Bergen & Rockland County Businesses
“You have to set goals that are almost out of reach. If you set a goal that is attainable without much work or thought, you are stuck with something below your true talent and potential.” -Steve Garvey
Consider the following story…
There once was a young girl running a lemonade stand. Pretty typical, right? But this ten-year-old girl was exceptionally bright. She had been watching other ten-year-olds run their lemonade stands with one qualm: they let customers slip away without a sell.
Determined, the girl enacted a new selling strategy. Instead of asking customers, “Would you like any lemonade?” like the other kids did, this girl decided to ask, “Would you like lemonade or a cookie?”
From that point on, customers rarely walked away from her stand without AT LEAST lemonade or a cookie to consume.
How many times do you give your Bergen & Rockland County prospects/customers a chance to just “walk away” without buying what you have to offer? Is the way you sell to your customers making the most of your products/services?
- Customers often need a nudge in the right direction. You can do this without coming off as too pushy.
- You must speak about your product/service with enthusiasm. Passion is contagious — is your customer catching it?
- Be direct. Use definitive language like “when you buy this product” instead of “if you buy this product”.
- Like the little girl from the story, present the sale in a “Yes/Yes” format instead of “Yes/No” — the former will lead to a win-win.
All of the above digs at the psychology of selling. Many books have been written on the topic, but I encourage you to start with our lemonade entrepreneur as an example. She’s a real go-getter, and I know you will be too.
More than anything, selling is all about relationships. Be kind in every interaction and SINCERE about how your offering will help. Have any other tips on selling psychology? Please reach out and let me know!
Perhaps we can discuss more over a glass of lemonade … or a cookie.
I’m just grateful for our chance to serve you and your business — and we are dedicated to every part of its success, even its marketing and sales.
Feel free to forward this article to a business associate or client you know who could benefit from our assistance. While these particular articles usually relate to business strategy, as you know, we specialize in tax preparation and planning for families and business owners.
Arthur Sisco, CPA PC