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30 11, 2015

11 Traits the new Salesperson Must Possess to be Successful

By |2017-03-03T12:06:49-05:00November 30th, 2015|Categories: Blog, Sales, Success|Tags: , , , , , , , , |0 Comments

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Today's salesperson.

Today’s salesperson.

Over the holidays I usually work for an event company demonstrating their product. I do this because it gives me an opportunity to keep in touch with the customers. I also get to talk with them about everything, including life. It’s interesting what people will tell you about themselves and their shopping habits.

Many businesses are still behind the “electronic eight ball” when it comes to their salespeople. The salespeople and the managers are still functioning like it was the 90’s. Although no more than 10-15 years ago, the world has changed dramatically since then. There are somethings that have remained the same; the salesperson still has to build rapport, overcome objections and close the customer. How it gets done has drastically changed. Customers are influencing each other when it comes to where they shop and what they buy. The customer is either “with us or against us.”

The salesperson is now an integral part of the marketing plan. More than ever the salesperson is not just closing the customer, but need to be driving the customer into the store. Here is what’s changed and how the salesperson can become a driving force to bring customers into the store.

I believe this is the profile of the new salesperson:

  1. Web savvy and can show the customer around your web site. Also knows how to link to your Pinterest, Houzz and Instagram photos. Has also created some YouTube videos for you about products.
  2. Understands how social media works and posts updates of customers and their products.
  3. Seeks affirmations and testimonials for customers for your web site. Is not shy about asking for referrals online. Also pays attention to your online reputation.
  4. Has an up-to-date LinkedIn profile with over 500 connections. Knows how to link up with businesses to expand his/her network.
  5. Is consistent in online postings. Posts weekly if not daily about products and new jobs.
  6. Has a smart phone and is capable of taking photos and posting. Can also show customers how to post online and “like and follow” your business on Facebook.
  7. Understands the value of Houzz and how it can help bring in more customers.
  8. Knows how to put together an event at your business as well as build the invitation online. Understand how online “meetups” can help you build a customer base.
  9. Understands that “tweeting” is not just for the birds. Tweets regularly and has a following.
  10. If he/she doesn’t already have a blog, is considering one to help build a “personal” brand.

Most important can help you figure out why your IPhone won’t turn off. Every business needs people with technology skills. Let’s face it, change starts from the top; the salesperson can’t do it alone.

Thanks to “In search of sociable salespeople,”  for the photo.

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17 05, 2012

Who Cares About You Anyway?

By |2017-03-03T12:07:06-05:00May 17th, 2012|Categories: Blog, Building a Brand|Tags: , , , |2 Comments

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Love letters to a businessMy oncologist has decided to move back to Hawaii; he says he needs a place where something new is happening and he can participate in research.  He gave me the name of a physician that he said was very good and I would like. The first thing I did was Google the physician. Much to my dismay, he had two comment with two stars out of five! I was horrified. He had gone to very reputable schools but his patients said he was always late and didn’t seem to listen.  I reported my findings back to my doctor who was also somewhat horrified. His comment, “Now I know why you want me to get testimonials from customers who like me!”

I have been working with a notable bank in my area. They said they didn’ think they needed customer service training because across the country they were rated 97% in customer satisfaction. I suggested we do a search and sure enough there were 14 complaints and no “attaboys.” They were horrified also. They were quick to explain the complaints were world wide and there were none in Albany. I asked how long did they think the customer would spend examining the complaints. Case closed.

Hey, have you Googled yourself and your business? Give it a shot. I Googled my house and was horrified (my favorite word) to find that the picture of my house was before it was painted! I had just saved enough money to have it repainted and it still looked awful. How do I call Google and get them a new photo?

By now you must realize that everyone cares about you. Some like you and some don’t like you. I remember when my sister first went into business. She was well liked and doing great business but didn’t have any testimonials so I decided to send her some. Yep, I made them up. Sis would call me glowing when she got a letter; she was so proud. So I continued to send her more letters. The letters lifted her spirits, helped her stay motivated and loving her business. It wasn’t until years later that I told her I had written the letters. After she died, I found the letters in some old papers.

You need letters and testimonials from your customers for two reasons. You want other people to see them and feel comfortable about coming to your business and they make you feel good! I don’t care what your business is. Whether you have a part-time cleaning business or you’re a physician — you need testimonials.

Check out this link to the article about customer’s shopping locally. In a nutshell, 70% of customers go online locally to check out businesses before they shop.

Should you write your own comments? It’s probably not a good idea–ask your friends.

Lisbeth helps businesses build loyal relationships with their customers through sales and customer service training.

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