1.Do you have a clearly defined USP?
“Why should someone do business with you rather than your competitor?” “What makes you unique? Your answer to these questions constitutes your Unique Selling Proposition.
2. Are you selling features rather than benefits?
People don’t buy features, they buy benefits. Tell them clearly how the features of your product/service will help them, make their life easier, etc.
3. Are you making it difficult to do business with you?
Are your sales staff knowledgeable about your products? Does someone answer your phone promptly and in a friendly manner? Can people find your phone number, location? Can customers find things easily in your store?
4. Are you maintaining an up-to-date customer database?
Rather than always working to bring new customers in the door, why not take advantage of the goodwill you have already built with your existing clients? Experiment with extending special offers to your customer base. Ask for referrals. Send them a card on their birthday.
5. Do you know what what works?
Do you know which ads are effective? What media pulls best? What offer gets the best reaction? Why people like doing business with you?
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