Business Building Corner

Knowing your customers builds sales

The more you know about your customers, the more effective your sales efforts will be. In building your LPGN business, your customers are not only the people who purchase products. They are also the IBOs you sponsor to duplicate your efforts and become business builders themselves. It is well worth making the effort to find out which category they fall under. So, when you sign up a new prospect, find out who your customers are, what they buy and why they buy it.

You can learn a great deal about your customers by talking to them. Ask them why they're buying or not buying, what they may want in the future and most importantly, what their needs or issues are. Only then will you be able to offer a solution, whether it’s based on product benefits or moneymaking opportunity. Understanding your customers will help you anticipate what they may want/need, so you can offer the appropriate type of assistance or mentorship.

Some useful information to gather about your customers includes:

What they do. Knowing your customers’ occupations and interests can help you put them in the right category: retail customer, customer or business builder.
What they buy. If they only buy Laminine, perhaps you are not explaining how beneficial it is to use all the products? If you are in a rut and only use Laminine yourself, it’s time to branch out and see how you feel when you take all four products.
How they shop. You need to make sure they are comfortable shopping online. If they use your replicated website, they can buy now, as a retail customer, or “join” and purchase wholesale. If they do not want to shop online, they might fall in the category of a retail customer who purchases directly from you in person.
How much they can spend and how often. The lifeblood of network marketing is repetitive business. That’s why signing up new people with Auto-Delivery is so important. Even if they don’t immediately want to be on Auto-Delivery, this is something for you to follow up with, and it’s important to track their purchases.

What they expect of you. Again, once you determine which category your customers fall under, you can find out what your role is. Are you their upline? Are you their supplier? Are you their reminder to order and consume the products? Or are you a business partner?
What they think of network marketing. Are they believers or cynics? Have they had previous experience with another network marketing company? Whether they are openminded or gun-shy will determine your approach to your customers.

One of the keys to increasing your sales volume is to separate the business building IBOs in your organization from the customers who only want to consume the products. They are all part of your downline, but knowing their different focuses will help you manage and support them in the best ways to create lasting relationships.