How do you eliminate tyre kickers?
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Tyre kicking customers are a big time waster for businesses. What can be done to eliminate tyre kickers from your business?
7 Great ways to either avoid tyre kickers or turn them into valuable customers for your business.
1. Accept that all new customers start out as "shoppers". They all need to be nurtured.
Think about how you go about buying something. Consider last time that you went to a major shopping centre. You had a purchase in mind, for example some new jeans, you were definitely going to buy them. The only question was where. You go from shop to shop looking for who has got the jeans you want, you're welcomed and treated well in each shop by the shop assistants, and you go ahead and buy your jeans from the shop that both has the ones you want and treats you best as a shopper.
Now, apply this to your business. Are you welcoming every "shopper" that approaches your business? Are you treating them all well. No-one will buy from your business unless you've nurtured them. How are you going to improve your business to start nurturing each "shopper" better so that they become a customer?
2. Know what type of customers you want
Many businesses can tell you want type of customer they don't want. They don't want "tyre kickers", they don't want "time wasters", they don't want "shoppers", etc. However, very few businesses can tell you exactly what type of customers they do want. Can you describe the type of customers you want?
Knowing exactly what type of customers you want helps you market your business better. It also helps you better nurture "shoppers" to become the type of customer you want. For example, if you know that you want customers for high-end landscaping then you can guide the conversation with shoppers towards high-end landscaping. All too many businesses simply ask a customer what they want and take their answer as gospel. The truth is, customers often don't know what they want and are more than happy to be guided by your expertise.
3. Believe in your business and know the benefits of your products and services. If you don't believe in your business why should others?
People need to see that you sincerely believe in your products and services, and know why they are the best choice around. Think hard about the true benefits of your products and services. What problems are they solving?
If you don't believe in your business, or can't find the true benefits of your products and services, then get out! Your wasting your time, and the time and money of your customers.
4. Have absolute confidence in your fee structure and market competitiveness.
How much does your service cost? How does this compare with your competitors? Why are you cheaper or more expensive than your competitors? Knowing the answers to these questions will help you win more customers. Why? These are the same questions that customers are asking themselves when choosing who to go with. If you know the answers and are able to communicate the reasons to them then they are going to understand why you are the best value choice and why they should choose your business.
For example, if you are more expensive because you provide a better quality product then you can take the time to explain to the customer why your product is better quality and what to look out for in inferior products. If, however, you say nothing and don't take the time to educate the consumer, the consumer is going to think that you're more expensive for no reason at all.
5. Don’t discuss price until the customer is completely clear on what product or service they want, then talk turkey.
You need to position your price to demonstrate the value. Saying your price upfront, without demonstrating the value, will rarely get you the sale. Instead, take the time to listen carefully to exactly what the customer wants and position your business and price to suit those needs.
One example is a painter who actually gives 2 quotes. He gives a customer a cheap price to do a quick job that will last a short period of time, and then he gives a customer a full price quote to do a quality job that will last for years. This approach works very well for him, as he's able to vary his business to suit the different circumstances of his different customers.
6. Think of great ways to demonstrate the full products and services of your business with the least effort.
Does your sales pitch take too long? What can you do to get the message across in the quickest and clearest manner possible? Will creating a nice brochure, or a quality website help you communicate the features and benefits of your business quickly and easily, rather than you having to do an hour-long sales pitch each time?
7. Can you market your business more efficiently?
Is your current form of marketing wasting your time? Is your phone ringing constantly with the wrong type of customer?
Service Central gives you the choice of which jobs you wish to take. With Service Central you can view the details of each job and pick and choose the ones that you wish to do.
Could it be time to Register Your Business with Service Central today?
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