Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches.
I know I have. And ironically all this choice means I either made none and found somewhere else, or picked what seemed like the safe option.
Your customers will feel the same way if presented with too many choices. (Transcript below video)
Transcript
Have you ever felt confused by too much choice? A café menu board with 50 variations of exotic sandwiches. I know I have. And ironically all this choice means I either made none and found somewhere else, or picked what seemed like the safe option.
Your customers will feel the same way if presented with too many choices.
This is true whether you sell food, consulting or even cars.
Realise that a confused prospect never buys. Paradoxically, presenting less choices will help you sell more.
Analyse your offering and apply the 80/20 rule to it. 80% of your clients will buy the same 20% of what you sell. So you could streamline your services and concentrate on what brings the most profit.
But don’t stop there. As clients we all want guidance.
You’re the expert. You know how to best use your product or service to get maximum results. So go out there and teach your clients how to get the most value.
Your product may have complex options which when used correctly could save your clients time and money and increase production. Maybe even do things they’d never thought of.
By helping them get the most value out of your products you keep them in the fold. They rely on you give them advice, improve their productivity, fix issues rapidly etc.
Consulting not only puts dollars on your bottom line, but gives you ideas for innovation. You can see how clients are using your products or services in the real world, what issues they’re facing and how you could improve.
And the best part is you’re always in front of them. Your competitors will never stand a chance as you’ll be the trusted expert and authority.
We consistently see this when conducting customer surveys. Many end users we’ve interviewed have told us how the organisation was always there to help and why as a result they’d never change suppliers.
Looking after your clients breeds loyalty.
So if you’d like help figuring out what your client’s really want from you and how to streamline your offering so you become more profitable, we’re here to help. Give me a call and we’ll see what we can do.
Till next time, this is Rashid Kotwal.
