Want to learn how to stop clients from leaving you for a lower-priced competitor? What about having to lower your margins to price-match direct sellers? There’s a way to effortlessly gain new loyal clients who’ll order from you again and again – and refer their colleagues and friends to your firm.
You may think working daily to increase your client base and gain referrals is a grind, but it doesn’t have to be when you follow three simple steps to success:
MAKE IT EASY FOR YOUR CLIENTS TO BUY FROM YOU.
People are almost always willing to pay a premium to make their lives easier. People stop shopping price and go with ease and comfort. Very few folks will go through headache after headache just to save a few pennies.
Offer clients an all-inclusive program rather than a piece-by-piece one with extra costs every step of the way – give them all the bells and whistles for one price.
You want clients to say, “Wow, it was so easy to work with that distributor. I got my dream promo and they didn’t nickel-and-dime me at all. Just great products, great ideas and one low price.”
BUILD YOUR CLIENTS’ DREAM BY SHOWING THEM TOP-SHELF PRODUCTS.
You’ll build on our first step to prove your expertise to your client, so if they’re still shopping around, they won’t after this step.
While you should show your clients items within their budget, make the focus on the best possible products for their ideal promo campaign, even if they’re a little outside the buyer’s budget. The goal is to show your client how awesome their promo could be. There can always be adjustments – you can tweak those perfect products in some way to fit their budget or the client can expand the dollars they’ll spend to get what they really want.
When you show a buyer their dream project from top to bottom, a fully customized solution they can’t find online, they’ll remember you as their “promo guru” because you wowed them. You’ve gotten your customer emotionally involved by doing this – they’ll think of you first for their next promo and all your competitors will become second tier.
BE THERE FOR YOUR CLIENTS ALL THE TIME, WITHOUT ACTUALLY HAVING TO BE THERE AT ALL TIMES.
This step builds on the prior two. You’ve made it super-easy for your client to do business with you, and you’ve built their dream promo campaign. Now, you need to be there for them at all times.
If you did this by yourself, it would be really tough, but with the right support system it can be very simple. To recap, you make it really easy for clients to do business with you first. Then, you build their dream promo. Now, you present yourself as a full-service solutions provider that will be there all the time, offering them comfort and no headaches.
An easy way to offer this comfort is to ensure that for each of the products you sell, your supplier has this type of support in place for you. You can’t possibly know everything about every product. That’s why you need to work with the supplier that offers handsoff support you can pass onto your client.
When your client purchases from you, they envision that no-worry, no-headache scenario they’d pay more to have versus the potential headaches lowprice competitors or direct sellers can offer. If anything goes wrong with their order from a direct seller, it’s your buyer’s problem; if something goes wrong with your order, you take care of it, 100%.
Now that you’ve learned these three simple steps, here’s one last very valuable suggestion: Eliminate all risk for your clients when they buy from you. Offer a guarantee that they’ll love their product or they don’t have to keep it.