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Date added: 23 December 2011

How do you turn customer thoughts into action? 

Our Swindon business advice column with Gail Gibson
 
Gail Gibson Business Advice Swindon
We’ve all seen the expression on the face of the customer who is 99% sure that they’ll buy from you. 
  
Here’s what you’ve seen: there’s a bit of frowning, the hand moves to the chin or the hands move restlessly. Staring you right in the face is someone who just isn’t 100% sure that what you have to offer is exactly what they need right now. 
  
Chances are this person will refuse your amazing offer, leaving both of you empty handed. Goodbye sale and farewell opportunity! 
  
What about the issue of converting the thoughts of your online visitors too? 
 
With more and more business transactions taking place via the internet, how successful are you at turning your customer from visitor into buyer? Do you have what it takes to change their mind? Do you make them really feel that they need what you are selling? 
  
How much success have you achieved from selling your product or service online or in a customer facing role? With growing levels of direct competition online, mostly from rivals in your marketplace, the time you get to spark the interest and capture the buying moment, is actually a very tiny window of opportunity. 
  
Do you think you get minutes or seconds? 3-5 seconds is the norm! 
  
Would you like to add more profits to your business?

Here are 5 ways to help improve you develop, refine and achieve more success with your customer engagement: 
 
- Is your offer clearly explained? Avoid hidden meanings to save confusion. Provide understanding and your prospect will be more favourable to buying. 
 
- How complex is the buying process? Are your contact details and delivery times etc readily available at the click of a button? Keep it simple to attract immediate interest.  
 
- How will your product or service make a difference? Do you promote the benefits rather than the features of your offering? Promote the features and your visitor will say “So What” and leave. 
 
- What value do you offer? We buy when our needs are met. But more importantly we buy because we see the value of the transaction. Without value there is no reason. 
 
- How effective is your customer service? Once you’ve captured your customer, build a relationship. Enhance what you offer and maintain a standard of excellent care of your loyal customers. 
 
Look after your clients, particularly your key clients, and they will return your loyalty with support and recommendations to other businesses.        
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