When I drove off the lot in my own completely new silver Audi TT with black interior, I saw one with a convertible top and tan interior. I loved my new Audi, yet I wondered, MUST I have gotten the other one instead? Did I make a good choice?
Because I’m human, I was suddenly drawn from what I’d experienced love with only minutes before. Humans are switchers naturally. It behooves salespeople to learn this reality and do something to avoid cancellations.
6 Methods to Build Customer Loyalty
Among my most elementary approaches running a business is to copy successful people. And for me personally, there’s nobody with an improved reputation for creating loyal relationships with buyers than Joe Girard, deemed the “Greatest Car Salesman” by The Guinness Book of World Records.
Girard sold 1,425 cars in 1973 and 13,001 individual retail units over his 15-year career. According to Girard, though, he never sold an automobile, he sold himself. The most effective products his customers walked away with were Joe Girard and his “service, service, service.” Girard’s principles exercised pretty much for him, gaining him endless return customers and referrals.
If you need to keep your buyers from straying together with your competitors, have a lesson from Girard. Never stop selling.
Girard says, “The sale begins following the sale.” This implies he never saw his buyers as someone else’s responsibility. If indeed they had a problem with the automobile, Girard was involved. He took care of the mechanics so they might care for his buyers. He never wiped his hands of the offer. So far as he was concerned, things were just starting out the moment the client purchased.
How exactly to Dominate YOUR RIVALS With ‘Reciprocal’ Customer Loyalty
Let’s be honest here. Do you intensify your game after customers to remain the dotted line? Or is that whenever you relax and relax?
Is it possible to honestly say that you will be as excited to see customers and clients already under contract as you were if they were still a hot prospect? How about the ones who return with a problem? Do you see their concern as your individual concern? Out of this point on, whatever you’re selling…keep selling it. Girard never stopped selling.
One thing we must recognize is that the moment a prospect signs is when the merchandise reaches its all-time peak in the buyer’s perceived value. If we’re not careful, the same will be true on the other hand, too. That is, as soon as a prospect signs may be the moment their value reaches its peak inside our minds.
We don’t do it intentionally, but we just don’t look at them with the same sparkle as we did if they first walked through our door. If they remain prospective buyers, we are motivated and greet them with energy and enthusiasm. We do the “be-back” dance (the They like me! They really, enjoy me! dance) whenever they arrive. And it’s a long way off from the Oh crap, what do they want this time? shuffle. They are the ones who’ve focused on us and put money at risk for what we’re selling, but we appreciate them minimal. Yikes.
After a sale, Girard would say, "Today you purchased a couple of things. [The car and] Joe Girard. I’ll let you know something else. In the event that you eventually have gotten a lemon, as God is my judge, I will turn it right into a peach. I will demonstrate that I am not the same as any other salesman on the planet. I will offer you service as if you never saw.”
That sort of confidence and skin-in-the-game make it hard to cheat on Joe Girard with some guy outside. So long as your customer feels as though they are more vital that you you compared to the paycheck you’ll get from their website, they’ll stick to you.
Whether you understand it or not, customers can sense which you aren’t as thinking about them once they’ve signed. So stop it! Be excited. Understand that these are the people paying next month’s bills and referring future business. Treat them that way. So long as they feel just as wanted after they’ve contracted, you’ll fight the buyer’s remorse and build loyalty.
To diminish cancellations, increase client satisfaction, and acquire referrals-never stop selling. As Tony Robbins says, “Do everything you did in the very beginning of the relationship and there won’t be a finish.”
The 80/20 Rule of Sales: Where