by Debbie Ruston, Columnist & Featured Contributor
WE HAVE ALL BEEN that consumer that is “just looking” but not really serious. We don’t expect, and usually don’t want the representative to spend time with us, because we are not serious about making a purchase. If a rep is all over us and we are just curious, it puts us off and we feel pressured. In business it is important that we identify the serious from the curious and we don’t waste our valuable time with people that are just curious.
Curious is fine, it could lead to a sale later. Curious means people are exploring, gathering information, and filing it away for later. You can certainly let the curious know you are there if they need anything answered, but to spend a great deal of time with the curious is a poor judgement call. You can be pleasant with people that are curious, and offer to answer any questions they have, but do not need to give them your valuable time that could be spent helping those that are truly serious.
Regardless of the type of business you have, you are selling something…either a product or a service. Spend your time with those that are truly interested, and stop attempting to “sell” people that are not serious.
People want to buy, but they don’t want to be sold. Don’t be so hungry for the sale, you lose sight of the value you provide. Educate, share information, answer questions, provide value. When you have a truly serious client and you cover these things, it builds trust & credibility and they naturally want to buy.