How do you feel about people, who either ask you questions about your service or look around your products… then leave without buying?
Some business owners get angry. That’s understandable. They perceive these people to be time wasters. In doing so, they miss out on an extremely valuable opportunity. They leave a huge business asset on the table, untapped. An asset, which could help them massively improve their sales figures.
The asset I’m referring to, is the feedback that so-called time wasters can provide you with.
Allow me to explain.
You attract time wasters for a reason
If you’re attracting too many of the wrong type of enquiries, there’s a reason.
It’s usually a sign that:
- Your marketing message needs to be improved.
- You are marketing to the wrong people.
- Or both.
It’s very easy to learn which applies to your marketing, so long as you ask for feedback. Armed with this information, you can then adapt and improve your marketing so you attract the right kind of enquiries from the right prospects.
Before they end the call or leave your premises, ask something like: What was it that prompted you to (visit or call) us today? This will give you some outstandingly valuable feedback to work with.
For example
- If people often say they were looking for a low-priced whatever, (yet your prices are average or above average), you need to review your marketing message. Take a look and see if you are overstating how low your prices are.
- If you are not overstating how low your prices are, then you could well be targeting your marketing message at people with too small a budget.
You get the idea.
The key is to get as much feedback as you can from those who fail to hire you or buy from you. It will help you improve your marketing message, improve your targeting and generate more (lots more) business!
So, reframe how you think about time wasters. Speak with them. Listen. Learn from their feedback. Then, make the necessary adjustments and improvements to your marketing. Don’t just assume that someone is a time waster and therefore of no value to your business.
Their feedback could be commercial gold dust.
In fact, it usually is.