How you do anything is how you do everything.
At the core of You Deserve More Sales is our methodology which is based on 3 key principles.
When you focus on serving your clients and adding value to them, instead of “selling” them, you need to get back to basics. You need to ensure everything you do and everything you offer is not only the best it can be, but that it’s communicated clearly and tailored to the needs of your clients.
The principles are sequential, interrelated and best explained visually as a pyramid.
The first step towards increasing your sales through serving your clients better, is to ensure that you have the basics covered. Slick processes, orderly paperwork and process flows, welcoming telephone manner and prompt email response to name but a few. Being as efficient as possible sets the foundation for what comes next, it also engenders trust and loyalty.
With the basics covered and with a satisfied base level of clients, you can look further ahead to how better you can serve and add value by way of being proactive. Proactivity is only possible when the basics are covered as it requires time, consideration and a disconnect from the day to day operations. Proactivity also requires a change in focus flow, you must focus on the needs of your client first, not the needs of your business.
A Lagniappe is a small, relevant and unexpected gift delivered at the point of purchase. Lagniappe is essentially “the extra mile”. It doesn’t have to be grandiose or expensive, but it does have to demonstrate thought, care and be relevant to your client’s needs. Going the extra mile is how you cement the relationship, how you demonstrate you care and how you get a reputation for being good at what you do.
To get from efficiency to proactivity, to lagniappe and beyond requires a shift in mindset. The shift in mindset occurs the moment you realise that in the longer term, all successful businesses focus on serving their clients first and pursuing “business” thereafter.