There are strategies to getting more customers that require a complete change of process, and then there are ninja techniques that are very easy to implement and require little effort. Both are important, but we all love the ninja techniques because a very small amount of effort can lead to huge increases in the numbers of customers. Here are three ninja techniques to open the floodgates to more customers:
- Remove the Risk: At the point of sale, it is the prospect who is taking on the risk. What if you turned out to be a snake oil salesman? What if your product is crap? What if your solution doesn’t work? All of these questions are running through your prospect’s head, so remove all of that risk by offering a total money-back guarantee for the first phase. If your solution isn’t exactly what the prospect wanted, then the prospect can have his money back within the first phase of implementation. This will put prospects at ease and will allow you to close more sales. If your solution is great, they will almost never ask for their money back.
- Affiliate: Find another company that sells a different product or service to the same kind of company as you and share your customer-bases. You spent years developing your customers, and other companies have also spent years developing their customers. Simply share your assets and you both grow exponentially in a very short period of time. As long as you have complimentary rather than competing products or services, you will only win in this scenario. Find other companies with the same types of customers and become affiliates for one another.
- Offer a Small Intro Product: Often, a prospect needs what you have, but simply isn’t ready to make the full investment because he is not fully sold on your solution. At this point, you can throw your hands up and walk away or you can sell that prospect something smaller to just get the relationship started. What is a small introductory product or service that you can offer to prospects just to get your foot in the door? You don’t always have to lead with this, but it is a great tool to have when you just want to take a first step in converting a prospect into a customer.
What ninja techniques do you use to get more customers? Please share below.
Written by Marc Wayshak, author of the book Game Plan Selling, and a sales keynote speaker.