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3 Special Benefits Every Customer Wants
Every customer looks for 3 special benefits when they dobusiness with you. They may not specifically ask for thesebenefits. But you're losing sales if you don't automaticallyprovide all 3.
1. Fast Results
Prospective customers may take a long time deciding whetheror not they will buy from you. But once they decide to buy,they expect instant results. When people buy a car they wantto drive it home today. When they sign up with a health clubthey expect to look and feel better by the end of the week.
Look for ways you can reduce the time your customers have towait after a transaction before they can start enjoying theresults of their decision to buy. Try to deliver yourproduct at the point of sale. When that's not possible, lookfor creative ways to provide a benefit your customer canstart enjoying immediately.
For example, a publisher I know recently created a specialpackage combination of his latest "how-to" book in print andseveral eBooks on the same subject. When customers order hisnew book, they can immediately download the eBooks on theircomputer. They don't have to wait for the hard-cover book toarrive before they can start enjoying the benefit they paidfor.
2. Easy Procedures
Customers want products that are easy to use and servicesthat produce results without disturbing their daily routine.You can increase your sales by stressing the "easy to use"characteristics of your product or service in all yourpromotions. Convenience and ease of use are often moreimportant to customers than price.
Simplify your buying procedure too. Make it easier forcustomers to buy from you and you will get more sales.
For example, many online shoppers are impatient and won'ttolerate a lengthy ordering process. Minimize the number oftimes your customer has to click to another screen whenordering online. Use a simple order form instead of ashopping cart if you only offer 1 or 2 items. And don't askthem to give you more information than you need to processtheir order.
3. Personal Attention
Every prospect and customer wants personal attention. Oneway you can provide it is by giving them an opportunity toask questions.
Only interested prospects will take the time to askquestions. Many will buy from you if they get valuableinformation from your answer. You can often include apromotion for your product or service as part of youranswer.
Answering questions is not time consuming. The samequestions will be repeated over and over again. But you onlyhave to answer each question once if you save your answer toa permanent file. Copy it into your reply whenever you getthat same question again ...and revise it slightly topersonalize your response. You can answer questions quicklyand your prospects will appreciate your personal attention.
Tip: If you find yourself personally answering a lot ofquestions, add a Questions and Answers page to your website. Post the answers to your most frequently askedquestions. It will reduce the number of questions you haveto answer individually. But remember, it also deprives youof an opportunity to impress prospects with your personalattention.
Every customer wants fast results, easy procedures andpersonal attention. Most won't ask for these benefits. Butthey won't buy from you unless they get them. Make sure youprovide all 3 of these special benefits ...and look for waysto improve the quality of each. Then watch how quickly yoursales increase.
Copyright 2004 Bob Leduc
Bob Leduc spent 20 years helping businesses like yours findnew customers and increase sales. He just released a NewEdition of his manual, How To Build Your Small Business FastWith Simple Postcards ...and launched *BizTips from Bob*, anewsletter to help small businesses grow and prosper. You'llfind his low-cost marketing methods at: http://BobLeduc.com.or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
Customer Service - Google News
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The Death of the Loyal Customer
One of my classes in management focused on the repeat customer. The course stressed the importance of the repeat customer to the financial welfare of the business.
The Consumer Power
While most companies talk about consumer friendliness, customer centricity, customer relationship etc. more often than not they are mere lip service or jargons with little sincerity behind these grand sounding words.
Is Your CRM (Customer Relationship Management) System Doomed To Fail?
"Right, People. Let's blast out that mail campaign we've been planning for so long.
Putting The Serve Back Into Customer Service
Good service is easy to spot and hard-to-find. Mediocre serviceoccasionally stands out but only because it's the cream-of-the-crap.
4 Tips Toward Overcoming Bad Customer Service
Customer service is the pits, you say. You are not alone.
Customer Service - How Good Are YOU?
At 8.30 am a wealthy client (on his way to make a presentation to the local council at 9 am) walked into a store that sells photocopiers.
From Scowl to Smile: 5 Practical Steps to Instill Exceptional Customer Service
Whether in a restaurant, a retail establishment, or the local post office, we have all experienced a decline in customer service. Rarely do smiling, happy employees interact with us anymore.
A New Way To Handle Complaints, Or Is It?
What a lot of money we have been wasting on dealing with customer complaints.Instead of dealing with them and attempting to satisfy the customer we should create a process that makes complaining so difficult then when customers complain they get such a huge negative experience and never receive any satisfaction.
Responding to Complaints
It's possible that in the course of your business dealings, you may (just may) have to deal with a complaint from a customer or client ..
4 Easy Steps to Better Online Customer Support
Customer support is very important when you're running a business, whether your business is on or off the net. If your customer support is hopeless, you'll soon find your customers running away from you and worse, telling others to stay away too.
Customer Service and Call Center Outsourcing, Whats The Buzz?
The buzz is all about customer service and call center outsourcing, also known as BPO (Business Process Outsourcing). According to Gartner, the outsourcing market in Europe has grown with over 6%, BPO with 10%.
Make Your Customer Your Friend
The simplest way to describe a 'durian' (pronounced doo-ree-ann) is to say it's a yellowish-green fruit about the size of an mid-sized watermelon. It has a thick skin of spikes, and a rich bitterish-sweet fruit.
How CRM Software Works -- Creating Customer Satisfaction with a Click
When people ask, "What is CRM?" the literal answer is, "Customer Relationship Management," but that doesn't really convey much in terms of what all CRM does for a business. This CRM definition is too narrow to really explain everything the system does if it is working to its fullest potential and is user-friendly enough to expand and grow as a customer-client relationship changes and grows.
Whats Love Got To Do With It?
Customer Loyalty, we all want it. Don't we?Some people say it's dead - they say that customers are fickle, that they don't want loyalty, that they just want the lowest price and the fastest way to get it.
How to Easily Increase Your Profits
Do you remember the last time you went into a shop and the person 'serving' raced over to you, greeted you with a lovely smile, heaps of enthusiasm and said, "Welcome to our store, what can I help you with today?" And then listened attentively to what you had to say?Doesn't happen very often does it? In fact, while I was writing this, I couldn't recall when I had experienced it. I'm sure I must have yet it would have been so long ago, I can't remember.
CEM Can Improve Customer Loyalty
'A 5 percent increase in customer retention increases profits by 25 to 95 percent.''The greater the loyalty of customers, employees, suppliers, and shareholders, the greater the profits reaped .
Quality vs. Quantity
There is a battle in Call Centers. The teams are Quality vs.
Raising The Bar For Online Magazine Subscription Services And Customer Service
After years of flying below the radar in the magazine subscription service arena online, MagMall.com is gaining traction real fast.
Over Delivering Provides Big Results
Over promising is a problem only when you under deliver. There are a number of ways that you can overdeliver to your customers or prospects, and as a result create a win-win situation for you both.
8 Critical Steps to Establish a Customer Service Culture
"Every company's greatest assets are its customers, because without customers there is no company,"--Erwin FrandDuring our recent weakened economy, many businesses have seen declining revenues and declining budgets. Declining budgets often lead to reduced staff levels and diminished services.
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