What Bugs Customers
The quickest way to make a sale is to find out what bugs a customer. Then help them fix it.
When something is causing us trouble, we are quick to buy anything that will solve the problem.
Unfortunately, most people won’t give you a straight answer if you point blank ask them “what’s bothering you?”
There are several good ways to find out what problems your customers need fixed.
1. Simply start a conversation. Get the customer to relax and trust you. Sooner or later, they will tell you where they need help. That is when you make your offer.
2. Join an association that ministers to your customers. You can bet the association knows their members’ most pressing problems and talks about them in their newsletter
and on their website. Check the Gale Directory of Associations available through many libraries.
3. Subscribe to email newsletters directed to your customers. Most feature how-to articles pointing out common problems the group experiences.