For merchants it’s always been this way and will always continue to be.
As you’ve worked to grow your revenue, you’ve worked proportionally to connect with your customer-base, driven by the adage that more customers means more sales. Yet, many business owners struggle in the relentless pursuit of understanding the profitable relationship between sales and customer-base.
Entrepreneurs intellectually know the quantifiable and qualifiable benefits of narrowing the focus, niching down, and clearly differentiating the ideal customer from the impostor customer. However, with more tangible things to focus on, many owners sweep these branding basics under the rug.
Therein lies the actual barrier to selling more — the absence of brand positioning.
Sellers are not good at saying no. In fact, we’re trained never to say no.
Sellers pair products with customer needs. Sellers overcome customer objections. Sellers transfer product knowledge. Sellers make alternate recommendations. Sellers are accommodating, flexible, and responsible. As a result, sellers are terrible at saying no.
In order to uplevel your selling game, you need to think and act differently — like a writer.
As you watch this 6-minute lesson, listen for how these writing practices can help you hone your merchant savvy so that you can sell more:
- Explore a new skill set to help you find and nurture your true, loyal customer base.
- Take advantage of the time and space that can be found when learning how to do things differently.
- Develop the skills to craft a brand narrative and the characteristics of your ideal customer persona.
- Ask serial questions to help you dive deeper into understanding what motivates your ideal customer.
- Gain clarity about who your loyal customers are through iterative discovery.
- Quickly understand your ideal customer by exploring who you don’t want to serve.
Take some time to reflect right now and then comment below!