| ... there is no subsitute for paying attention. | | | | Identifying what your customer wants before she |
| - Diane Sawyer | | | | wants it can place you in an invincible position. Any |
| WALKING into the local grocery store the first | | | | business can furnish customers what they want |
| week in January, I nearly tripped over a pallet of | | | | when they want it, but to give a customer what |
| Slim Fast. I smiled at this excellent piece of | | | | they want and how they want it before they |
| "prophetic marketing" - knowing what the | | | | actually want it, is Customer Service that knows |
| customer wants before she wants it. | | | | no equal. |
| The owner of this store knows that with each | | | | TURNAROUND TIP: This level of Customer |
| New Year nearly every American resolves to lose | | | | Service is all about strategy. Below are three |
| weight. The diet related products are in place on | | | | more ways you can learn to "read your |
| New Year's Eve. And he follows this marketing | | | | customer's mind." |
| strategy all year long. In February, ice chests will | | | | 1.Help customers to identify their needs. Some |
| line the high traffic areas within their stores. | | | | people don't plan for their needs until they |
| Outdoor accessories are on display weeks before | | | | become urgent. Convince them of the value of |
| spring arrives. School supplies are on the shelves | | | | pre-planning. Understand in detail your customer's |
| by the end of June. This business owner | | | | business to see where your product fits in. |
| anticipates each season months before its arrival. | | | | 2.Make it a group effort. Get together with your |
| How can you adapt prophetic marketing to your | | | | colleagues and share information about customers |
| business? What seasons do your customers | | | | and their product or service requirements. |
| follow? Are they sports oriented? Do they own a | | | | Cooperation is the key to making your business |
| boat? Do they follow the hunting seasons? | | | | successful. Discuss ideas on problem prevention. |
| Answering questions about your customers' | | | | Share current resources of information about |
| seasonal inclinations will offer clues that enable you | | | | each cust-omer. |
| to anticipate their personal needs. | | | | 3.Explore all of the capabilities of your products in |
| Another way to anticipate your customer's needs | | | | relation to each customer. You may find that |
| is to be sure you have everything required to use | | | | your service or product can help customers in |
| your product. For example, my wife went into a | | | | ways they hadn't imagined. Be sure your clients |
| store to buy a mailbox. She picked out one made | | | | fully understand all of the uses for your product |
| out of wood. An alert salesman pointed out that | | | | or service. |
| she would need to weatherproof the mailbox. He | | | | By using these strategies, you will gain loyal |
| then proceeded to take her to each location for | | | | customers, increased sales and less stress from |
| the other products she needed - sealant, | | | | unforeseen problems. |
| sandpaper, brush, paint thinner. | | | | |