A to Z of Simple Sales Tips: M – Make it easier for your customers to buy from you


When I worked as a sales manager in the financial services, part of my role would be to accompany financial advisers on their client visits.

I would be there make observations around how they conducted the interview and give feedback in order for the adviser to improve their skills.

One piece of feedback I often gave was when the client would say “I’ll think about it” at the close of the sale.

In sales-speak, when your customer says “I’ll think about it” it actually means they won’t think about it for a second longer – in fact it means they’re not going to buy from you at that point because you’ve done something wrong!

This may seem harsh, but I know it’s true from my own and other’s bitter experiences. There are many thinks you could have done wrong, or more accurately, not done well enough, but a common own-goal is not making it easy enough for your customer to buy from you.

Customers don’t want to make hard decisions when it comes to buying – I know this for fact, because I know I don’t and I’m someone’s customer.

So make sure your sales pitch –

  • Focuses on the results they’ll get > so they clearly know how their world will be improved after working with you
  • Is presented in simple language > if a 13 year old boy can’t grasp the basic premise of your pitch then you’re running the risk of it being too complicated!
  • Doesn’t include too many options > this can muddy the situation to a point where the customer is too confused by too many options to buy, so buys nothing!
  • Includes a pain-free easy purchase > many customers like to try before they buy so let them
  • Gives an example of others who have benefitted from your service > few of us are trail-blazers, which means most of us like to follow a well-trodden path (for instance, if you know someone who attends a Zumba class, I’ll bet you they started going because someone they knew was already going!)

If you do nothing else but include the above points in your next sales pitch, I guarantee you’ll be making it easier for your customers to buy from you.

You’ll soon start reducing the “I’ll think about its!”

Next time, look out for N in the A to Z of Simple Sales Tips!


A to Z of Simple Sales Tips: L – Living your business…

Many businesses live and die on the strength of many things – but the one simple source of vital fuel that every successful business requires in order to sky-rocket is authenticity.

What do I mean by Authentic? Consider a genuine pair of Levi 501s, as opposed to a pair of replica jeans from Turkey.

At first you might not be able to see the difference. But after a while, especially if you put the replicas under strain, they’ll start to come apart at the seams. Yet the authentic ones stay strong despite what you put them through. And that is because they are AUTHENTIC.

Now think about your business – are you at the front-line of your business? If you are, then you are what your customers see about your business. And not just see – also what they feel and believe in your business.

We all talk about the need to live your business, but how many of us actually do?

When I was a kid, my parents used to preach to me: “Do as I say, not what I do!”

This was after I would question what they were telling me to do when I saw little evidence of them actually doing it themselves – don’t worry, parents the world over do this.

But the reason why I questioned and doubted what they were saying to me at times was because I didn’t see them doing it – and it’s the same with your own business.

If you are not practicing what you preach (and I know I’ve fallen foul of this over the years) then your customers will soon start questioning your methods and authenticity.

We can all think of examples where we start to question what we see – for instance, a builder whose house is falling down, or a mechanic whose car breaks down.

Tragically, I knew of a life coach who took her own life, because…well, she wasn’t at peace with her life.

It is so vitally important to live your business and be authentic, because your customers will soon see through you if you are not genuine – just like a fake pair of jeans!

Next time, the sales tip is M – Making it easy for your customers to buy from you


Don’t lock your Inner Branson away in your bedroom!

I was going to get back to my A to Z of Simple Sales Tips this week, but something happened that made me want to share this blog with you instead.

I was having a conversation with a client of mine about making the most of your Inner Branson – that is the part in all of us that thinks we can make a difference and come up an idea that can really fly – just like Richard Branson did when he first set up in business!

The thing with our Inner Branson though is that often it gets locked away in our bedroom and never gets to see the light of day – I mean, how many times have you heard someone telling you about a great idea they have for a new business, only for it to only ever stay as just that – an idea.

We can all lay in bed and day-dream about what we’d like to do, if only…if only…if only we unlocked our Inner Branson!

Real-life examples of locked Inner Branson’s are all around us. In fact, I remembered talking to two different guys about 6 months ago who had Inner Branson ideas.

Both wanted to earn money while they slept by setting up e-commerce websites to sell their product 24/7. One was by selling watches; the other was mobile-phone paraphernalia.

 In my opinion, the guy with the mobile-phone site had the better market proposition, while I wasn’t sure about the on-line watch shop being a winner.

I spoke to them both the other day – the watch guy, who didn’t have a great business plan to start with but just wanted to get on with it, and the mobile-phone guy, who wanted to make sure his web-site was spot-on and professional. The watch guy is booming, with orders coming out of his ears – and the mobile-phone guy? Well, he’s still waiting to get his website set up…

Basically, the difference between the two guys was the acceptance to let their Inner Branson fly.  A former business colleague of mine – Andy Bounds – used to say “sometimes it doesn’t have to be great, because good is good enough!”

You know what? I agree with him – if you’ve got an idea don’t let it get bogged down with peripheral stuff, because it’s so easy to let it. Don’t let getting the right logos and branding hold you back. Of course it’s important, but not as important as road-testing your idea and just GETTING IT OUT THERE!  

The watch guy’s website isn’t great but is most definitely good enough – and his sales are proving it! He tells me he’ll improve his website in time but for now it’s more than fit for purpose.

So get out there and don’t lock your Inner Branson in your bedroom – because more often than not good enough is good enough to be great!