Remember the 3 R’s of grade school? They were reading, writing, and arithmetic. These three words were the basic
foundation for your education. A good understanding of each of these subjects would help you succeed throughout your secondary education. By focusing on mastering the 3 R’s of Sales, you can excel at growing your revenue. The 3 R’s I’m referring to are relationships, resource, and referrals. Let’s break them down for you:
- Relationships: it’s the backbone of a good customer-focused sale. Customers do not want professional visitors, they want their coach to come armed with ideas to help grow their business or improve their personal lives. The best way to get ideas is through information from the customer. Information does not come easy because customers do not want to waste their time giving everyone information on everything. Show your customers you’ll become a resource for them, and you’ll develop a better relationship. Do you care about your customer? Are you genuinely interested in their lives outside their businesses? Do you know their birthdays? Their kids’ names? Their interests and their hobbies? Do you ever share personal time together at sporting events or the theatre? All these are ways you can build your relationship.
- Resource: provide value to your customer and you’ll have a customer for life. As mentioned above, professional visitors (you know the person who just pops by to see how business is going) are not welcome. You can go beyond the surface by providing your customer with valuable information. What tools does your company have to offer the customer? Some ideas are research, promotional ideas, contacts, and training for their employees. If your company has limited internal resources, you can still come up with great ideas to help the customer grow their business, use online research, and give them referrals.
- Referrals: if you’ve done the first two, you are likely to get referrals. They may not come freely, so ask. Ask your customer if he or she knows anyone else who can benefit from your product or service. The best way to get referrals is to give them. You’ll be surprised by how easy it is to get when you give. Finally, ask your customer if you can video tape a short testimonial. You can use these videos to develop a collage of good customer feedback to post to your website.
The 3 R’s of Sales work together to help you grow your sales. Each one is more powerful when the other two are in motion. Take a tip from your grade school days and become proficient at the 3 R’s!
Have other R’s to add to the mix? I would love to hear your thoughts!
Learn more about these popular programs by emailing JENNIFER@DARLINGCOACHING.COM
- Make It Happen Goal Setting
- Selling Like a Woman in Life & Business
- Kick-Start Media Sales Training
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About the author: Jennifer “is a powerful, enlightening, positive force to be around!” Jennifer Darling is a business growth coach. She has worked with 1,000s of small businesses in strategic planning to grow their businesses. She provides consulting for small to medium businesses, and personal development coaching for individuals. Jennifer possesses 20 years in sales, marketing, leadership and personal development for companies such as NBC, CBS, and Comcast. She holds a Master’s Degree in Management and a Bachelor’s Degree in Advertising & Promotion. Visit her website at www.darlingcoaching.com.