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Doug / October 3, 2016

I Didn’t Know You Sold Those!

f7a5d35a-2b78-45aa-8bb6-529780aeac91How long is your list of products and services? If you have a fairly broad line, you will really understand this marketing tip.

How many times have you seen a customer using a competitor’s product? Don’t you just hate that? Nine times out of ten, when you ask the customer about it, they say, “I didn’t know you sold those”. So whose fault is this? Yours, of course.

It is the same thing in my business. For example, we would do a branding project and a website for a new client, and even though they are very happy with the work, they will get their trade show booth or banners somewhere else. Why? They didn’t know Kiers does large format printing, in-house, by a dedicated staff person.

It’s easy to get caught up in the initial sale and forget about future business down the road. As an example, many people don’t know that their investment advisor can also get them a mortgage or life insurance. Many people don’t know that their car dealer can sell them snow tires. You can see where I am going with this.

To avoid this situation, the number one thing you need to do with a new customer, is sit down with them early in the process, and find out not only what they need now, but also what they might need in the future. Get a clear understanding of what their plans are. It’s the best way to avoid hearing “I didn’t know you sold those”.

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