I make it my goal in these weekly notes to pass along information which has proven useful to our firm and our more successful clients. I do this because we want to be a partner with you in helping you grow your New York Metropolitan Area business.
We’re not marketing “gurus” around here, but we do hope to demonstrate our good will by passing along business-building information we come across.
And, of course, we’re always open to helping New York Metropolitan Area business owners in a variety of ways, be they financial, bookkeeping, or otherwise. Let us know how we can be of service to you: (718) 896-8715
Oh, and an IMPORTANT TAX NOTE:
Personal and pass-through entity returns that were extended back in “tax season” are due MONDAY, October 16th.
That means that if you’re someone we’ve been working with on an extension, and we are waiting on something from you … well, this week would be a marvelous time to send it our way! And, of course, we’re working like bees in a garden to get all of our extended clients finished with the excellence to which you’re accustomed.
Anyway, I’ve got a little anecdote here, which is useful to model when it comes to how you present your products and services.
This week’s Strategy Note is designed to push your thinking OUT of the conventional way you may be presenting your business offerings. In fact, it’s something I’m always looking to improve in my own processes, but which I know works.
Ask For The Sale! New York Metropolitan Area Business Owners Sales Psychology
“Confidence comes not from always being right, but from not fearing to be wrong.” – Peter T. Mcintyre
Here’s an instructive story for you to consider…
A young man, serving in the army, was assigned KP duty. Specifically, he was responsible for the apples in the chow line. Now, most of the soldiers didn’t care for the apples, and generally passed this young man without taking any.
After a while, the young man changed his serving tactic. Rather than ask his fellow soldiers if they “would like any apples,” he simply said, “One apple or two?”
Most of the soldiers then went away with at least one apple on their plate.
How many times do you give your prospects/customers a chance to “slip” away without a sell? Is the way you sell to your customers making the most of your products/services?
• Sometimes, prospects and customers simply need a push in the right direction.
• Always speak about your products/services with enthusiasm.
• Assume your prospect/customer wants/needs what you have to offer.
• Use encouraging words and phrases such as “when you buy this product” versus “if you buy this product.”
• Ask for the sale! Later… ask again!
• And when you DO ask, present it in a “Yes/Yes” format, instead of “Yes/No.”
Follow these tips and you’ll be surprised at the number of customers that walk away with your products and services.
Feel very free to forward this article to a New York Metropolitan Area business associate or client you know who could benefit from our assistance — or simply send them our way? While these particular articles usually relate to business strategy, as you know, we specialize in tax preparation and planning for New York Metropolitan Area families and business owners. And we always make room for referrals from trusted sources like you.
Allan J. Rolnick, CPA, CTC