Business Week Savvy Selling Interview

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Savvy Selling An interview I conducted with Michelle Nichols, Sales columnists for Business Week was posted last week. The focus of the interview was increasing repeat sales.

As far as I’m concerned, sale 2 and 3 have a lot to do with your lead generation and conversion process during sale 1 – and that’s what we discussed. Go have a listen.

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Posted by: John Jantsch on Apr 23, 07 | 5:05 pm
Category: Lead Conversion | Tags:

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Daniel Sitter

Great interview John! I couldn't agree more with your strategies and systems approach.

You are absolutely correct about the importance of that first sale. Likening the customer relationship to a personal one, that first sale is the point at which the romance evolves into a committed relationship! Sales two, three and so on naturally occur only if the romance and committment continue to grow.

Referrals happen when the customer's satisfaction overflows! That has to be earned.

Great insight and advice! Keep up the good work.

Scott

Hi John - agree, great interview and the concept of "lifetime value of a customer" is infrequently seen....in other words, all business owners should see every prospect not as a single sale, but as the sum total of their worth to the business over their lifetime - for some this could be a once off (lawn mower), for others, it could be a 30 year relationship (lawn care service).

A big problem in the small business world is that business owners are not actively out there looking for advice. I have tried to address this by getting back to why someone is in business in the first place, before moving onto techniques - http://changeyourbusiness.blogspot.com

Thanks
Scott

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