You wouldn’t be Kenyan enough if you did not fight tooth and nail through December. What now with the new school calendar? Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? Actually, I’m not so sure about spending being affected by the
Read More
“I want a salary increment because my personal expenses have increased.” Good luck with that. I mean, why should they buy? “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” That’s
Sell with stories. Watching the movie tends to kill your expectations after reading the gripping novel. Now you know why. To begin with, facts tell, stories sell. Also, facts appeal to logic; stories, emotion. Facts keep us going because they trigger the emotion, that initially moved us, when it wanes. Expert sellers fuse both into
Your business that is ‘customer-led’ through intermediaries, must gain control of that process, monitoring it as it unfolds. This way you ‘own’ your customers Who ‘owns’ your customers? If you think you do, good for you. Still, read on to confirm so. Today’s piece targets businesses that say they are customer driven (customer-centric, customer-led etc.),
Sales lessons from COVID-19. It doesn’t matter how much you extol the virtues of your product or service; if it’s not working, it’s not getting buyers “Hata Corona imeisha” my cabbie said, casually declaring the end of COVID-19. He said this as he donned his mask because company policy dictated so, and it could affect
The online buyer has control. So? insisting that the employee must be in a suit when attending a ‘Zoom meeting’ will only frustrate you, the employer. You can’t control that. Accept and move on. You are no longer in control. This is a bitter pill for most sellers to swallow. Yet now, more than ever,
Remove friction from the purchase experience. But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs. The former
From traditional to digital. So, where do you start if you’re migrating from offline vs online buyers? Leverage on what’s working now. Make a customer not a sale. If there was a time this were true it is now. And for the many that made sales and not customers, offline, the migration to online (which
Buyers will refer to it as they understand it, and expect the seller to know what they mean. Work with buyer’s name of your product. The risk is minimal, the benefits huge. Unless they are on premium, most buyers rarely differentiate a product the way it’s seller does. The seller uses its official name. Buyers
How to convert more leads to sales, you wonder? Don’t be too quick to assume successful lead conversion based on the lead giver’s goodwill with the lead. To begin with, a lead is a potential sale, not an automatic one. In fact, even a hot lead, is not an automatic one. A lead can be