Too often small businesses fall into the trap of “trying to sell something” to their customers. As a result, the potential customer feels like it’s a one-sided deal, or the deal favors the small business (seller). Customers get the impression “This guy is trying to sell me something, and it’s not clear to me why I need it”. The potential customer can quickly go into a defensive stance, and the deal falls through.
Small business’ needs to focus on what value their products and services bring to a potential customer. Instead of taking a “hard sell” approach, listen to the customer, and help them find the right solution, whether you offer it or not. Even if you don’t get the sale, the customer walks away with a good impression of you and your business, and may return at a later time, or tell other potential customers of the good experience.
Look at any potential sale from the customer’s perspective, and always look out for their best interest. In the long run, it’s a win-win proposition.
