Finding a way to genuinely express your customers' needs or wants is a great strategy to succeeding in your business. This boils down to really listening to your customer to discover the reason they are asking about your products and services. Yes, we create and sell decorated apparel and products. That is the “what,” the product line that we offer to our customers. When you become adept at asking what they want to accomplish through this purchase and you start understanding their “why,” you can offer products that will directly address their needs and greatly increase the chances of getting this order, as well as their repeat business in the future.
Here are some ways to begin to uncover the customer’s why. Ask them:
- Where will they be worn or used?
- Who will wear these and how often?
- What do you need to accomplish with this order?
New embroidery professionals often ask me, “What sells well?” There are no hard and fast rules when it comes to what makes a given product or design successful. This, unfortunately, makes your job as an embroidery business owner tougher. We are all guessing what is going to resonate with any customer or community. If we develop our skills, start looking for the why, and understand what their need is before we offer product suggestions that might work, we will be able to have endless best sellers because every order will accomplish exactly what each customer needs.
Find more tips from Cox here.