February  2004      Vol. 13, No. 2  REAP HOME PAGE  A publication of the Center for Rural Affairs    
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Convince Your Customers ...

Most consumers are skeptical. So itís your job to convince your customers that they need your product or service.

How? Try these pointers:

  • Acknowledge the customerís fears. Telling them not to worry is not enough; you have to directly address their fears.
  • Ask questions. Too many entrepreneurs believe the customer will think this is a waste of time, but you canít soothe their worries if you donít know what they are.
  • Promise to follow up. And make sure you keep that promise. Find out how the customer would like you to stay in touch ó by phone, letter, or face-to-face meeting.
  • Emphasize value. Many consumers fear being overcharged. Combat this by stressing the value of your product or service.
  • Most important, communicate. The key to serving your customers well is to meet their expectations.

Source: Excerpted from Get Smart! 365 Tips to Boost Your Entrepreneurial IQ, Rieva Lesonsky, Editorial Director, Entrepreneur Magazine.
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