I hear it all the time… business is slow, times are changing and the economy is affecting my business.

When a client or a potential client utters these words, the first thing I tell them is great! Use this time to really get to know your customers. The often look at me in bewilderment.

If you want to sell more then you really need to get to know your customers. I can assure you that the reasons you think they are buying from you are very different from their reasons.

My two tips for today are:

1. Talk to Them – ask them what their problems are and what they are looking for. It is only then at you will be able to explain the benefits of what you do and how it can help make their lives better today.
2. Ownership – Let your clients feel what their live is like when they have your product/services. Wait a few minutes then take it away from them. Remind them they have to own it first.

The last one sounds cruel, but it is very effective.

Let me know how you get on and most importantly, what you learnt when you really got to know your customers.