Corn Flakes, Rice Krispies or Fruit Loops? Entrepreneurs, Find Out What the Client Wants on the Menu Before...
Last week-end my 5 and 8 year old nieces came to visit.
In the morning, I asked them - "So what do you feel like eating for breakfast today?" "What are you craving?"
Being kids - of course they said "Something sweet."
So I whipped out the Fruit Loops box and said "I recommend Fruit Loops!"
Although in my cupboard I also had All-Bran, Cornflakes and a box of Shredded Wheat. Not exactly fun food that an auntie should deliver!
One of the common errors I see entrepreneurs making is what I call Cereal Syndrome.
They meet with a potential client or an existing client and proceed to tell them ALL the things the customer could purchase from them. WE do this … and WE have that.
You're basically offering Corn Flakes, Rice Krispies and Fruit Loops!
Offering clients A, B and C packages is not selling.
As an entrepreneur you need to position yourself as an expert. After discussing the client's needs and wants - you make a RECOMMENDATION to them, based upon what you've learned.
You don't need to tell them every single product you sell. They only care about what is relevant to them.
When you provide a list of options and price points you haven't discovered their budget requirements. You are also subconsciously telling the customer you DON'T KNOW the best solution for them. Yikes!
Two things will usually happen. Customers will choose the cheapest package and they will have the expectations of the most expensive package. What you have created is an environment for OBJECTIONS to grow.
So remember - avoid Cereal Syndrome by making a recommendation. Just as your hairstylist should. Otherwise they would be offering you a Mohawk, a bob or blue hair. Would you trust them to cut your hair then?
Copyright 2006 (c) Kim Duke Sales Divas Inc.
Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at www.salesdivas.com