QUILIFYING THE CLIENT FOR THE PROPER PRODUCT OR SERVICE

Buyer's remorse, ever heard of that phrase? It usually is found in situations where someone has bought a product that may not have been needed or sufficient in the goal they set out to purchase. Too much, not enough, too large, too small, too expensive, doesn't fulfill what I need it to. Fact of the matter is, your client won’t be satisfied with your purchase as well as never return to the location again for a product. Did you know that it costs more than five times as much to get a new customer then it is to maintain an existing one? Point being is it is not important just selling your product at all costs but more importantly selling the right product that fits the needs of the client. Learning from the client and developing a personal relationship is important to gain knowledge of their actual intentions. The client may be interested in product "A" however, by learning more about them and what they do you may be able to enlighten them that product "B" also provides them with a second need they have to resolve as well as being more cost effective. Without proper appraisal of the client’s needs, that second need would have never been fulfilled and he may think twice where to go next time he is in need of a product or service. Qualifying the client will lead to a successful product or service for them, and will ultimately lead to further business for you.