Employee Appreciation–Showing the ones most important to you your gratitude

The most important thing that all small business owners ask me about is making their employees enjoy coming to work without giving them a raise. In many companies large and small if you were to ask employees if they enjoy coming to work probably a few would say no. Surprisingly though if you ask them why it is NOT what you’d expect to hear as a business owner. It rarely has anything to do with employees feeling that they don’t make enough. It is more about how employees don’t feel that they are appreciated or valued for the job that they do.

The more personal touch you can use for employees the better.Most employees are so wrapped up in their work every day they don’t stop to see the contribution they are making to the big picture. How does what they are doing help to make the company more successful or profitable? Sometimes its because they don’t have the ability to see what other people are doing they are so focused on their task. Take time out to show them how they make a difference as an individual. Celebrate the individual more and the work they do.The unbelievable part is the the business owner much more to lose than the employee because of all the time and the money that have invested in the person. The employees gets to take all that knowledge to their next job.
Whoever came up with that line about employees don’t care about the company was somebody that was to scared to share how successful they where in fear that somebody was going to come and take it from them. Share as much as you can with your employees they will appreciate your openness. Being open with those who work for you have great dividends. One the best is the employees feel more responsible for contributing to the bottom line and give more to the company. When you can show them how they make a difference they will want to make more of a difference.

So there are obvious ways to show employees your gratitude

• Find out what hobbies you employees have support them
• Attend their children’s sports games
• Get together for team gathering outside of work to do things like blow off steam or work on team building trust skills
• Take those most important to them out for a night on the town
• When suppliers give promotions or gifts make sure that employees get them as small thank yous
• Sponsor school sports programs of employees children when looking for local promotional opportunities
• Get all employees the “Entertainment Book” as s gift-it will cost about $30 yet it has coupons they can use totaling $1000′s

Lesson — If you don’t start show your employees how extremely grateful in your actions every day you run the risk of them leaving you and taking all their great abilities with them.

How to connect your customers with your products

I was just watching “The Big Idea” on CNBC. Ive already talked about how great I think this show is for ideas. Well tonight when I was watching Donny was giving advice to a new company calledGraffeeti who make a new shoe for kids that you can write on and erase. (How many pairs of shoes did I ruin doing this?) Anyway he was talking about the message on the shoe and he starts talking about the core emotional benefit to your customer using your product.

So often I find that when companies use benefit messages they are talking to the customer in terms of what the product or service does instead of the emotional values. I often say if you give people a big enough reason why they will figure out the how. What I mean is give customers the end result of what they will gain in using your product or sevice on an emotional (not a logical level). In turn they won’t need to know what the product does or how it does it they will figure that out for themselves. The bigger you can make the emotional benefit to the individual the more valuable you will be to them. Let me give you a great example that applied to me of what I mean.

I am a huge music lover and when I first heard of the Ipod I thought that is nice. Then a friend of mine bought one and showed me how I could have my ENTIRE music collection in my pocket at all times. Now the idea of having that ability there was no wanting an Ipod I simply had to have one. As I was factoring the amount of time I would save never having to find a specific CD, figuring out what I wanted to listen to and the all the time I was wasting withcd cases, cds and loading them in and out of player.

My friend had showed me how much more productive, easier and more enjoyable my life would be with this device. When I saw it I was looking at the how this would hold my music (which doesn’t matter) when he showed me what it would do for my life I focused on the big picture– my enjoyment of music. I would figure out all the hows to get me to the reason why I wanted it. This is why Apple is so good in my book they simply show you how much better your life will be and literally the products sell themselves–how easy is that.

Getting back to “The Big Idea” the inventors talked about this statement on the shoe “Tag your it” and they where talking about the game of tag which was good. However what Donny said was great which was you should be talking about the individuality and the creativity of the end user. Create a great statement on that and those shoes will sell themselves. Here is why –the people taking a quick glance at the shoes don’t realize you could CHANGE the design to fit who you are whenever you wanted to. Well I gotta go “The Big Idea” is on again.

Customer Loyalty–Giving 110% to your customers

So many companies talk about how important their customers are to them yet so few of they actually show it. They treat customers as though the customer is completely dependent on them and act as though there is no competition. Since they did a good job once a getting the customers attention that now they don’t have to do anymore work.  Most companies fail at ever getting my business again. The sad part is if they cared just a  little bit and took the time to ask me how I felt about the interaction I might return. No instead these businesses rest on their laurels doingABSOLUTELY NOTHING in terms of customer loyalty.

You shouldn’t be focusing on how you get the job done as a small business owner but instead you should be focused on how the person you did the work for feels about it. You should be showering that person with gratitude so that when they need your services again or maybe somebody they know does  YOUR THE  FIRST  AND ONLY  person or small business they think about recommending or going back to. This Isn’t some pie in the sky philosophy it actually works but only if you take the time to work at it. I know several sales professionals that would blow your mind with the way they get repeat business (including me). If you look at all of us the we have the same goal “it doesn’t matter to us if we did a good job however if our customer feel we have done a good job that we have been successful” Now notice there I DIDN’T say that we sold more than others , that we earned more in commissions, or that we sold a lot to each customer. Regular sales people may feel that way but we don’t. If the customer thinks we did a good job only then do I feel I have been sucessful at my job. It has nothing to do with outside goals it purely boils down to one line which is todays lesson.

Asking every of yourself and of the customer “What have I accomplished that has made the lives of the people I serve easier, richer, more meaningful and overall enjoyable life?” Every little thing that any of us do as human beings on this planet is do those things in that question.  Some of us just happen to be lucky enough to be making a living making people lives better. Start realizing and being grateful for those you serve.

Starting a new business in a competitive industry

I had a friend walk up to me last night after I was done playing pool another passion of mine. He has seen some of the previous consulting work I had done for other small business start ups and asked me a question I get alot. So I figured I’d share this because I’m sure some of my readers may be asking the same thing.I have this idea for a business that I know other people make money at what do I do?What are you doing differently then they are to separate yourself in the potential customers mind? In other words why are people going to choose you over your competition. He then gave me a little info on what business it is  and I gave him some example that he hadn’t thought of yet. A really great question I love to ask people to help them with this concept is the oppposite minded. What need is not being met by the businesses right now that you could fill? What is it that you see other companies NOT doing that you have a passion toward?I call it looking for the gaps and if you find a gap big enough you can have a amazing business. So often though people have such enthusiam for starting the new business which I commend. They don’t stop and ask if the need is already being met. So why be one of many when you can create a new alternative? Business that ask if what can they do better than those already out their are the one with people beating a path to their door.This is a tried and true concept of the USP unique selling point. Which you find out what makes you business unique even in a crowded industry. Your businesses “voice” is what potential customers are going to use to decide if they will do business with you or not let me give you a great example of what I mean.The other day I went out to rent the movie “Wild Hogs” at Blockbuster they wanted $4.50 for a two day rental I thought that was a little crazy and didn’t know if I could watch if that night so I walked out. Before I went home I stopped at Hollywood video and they had it same price and same movie but one BIG difference to me. They had a five day rental at $4.50 BUT if I was done with it tommorow and I bought it back that would credit $1 to my account. Instead of punishing me for not watching the movie fast enough  (the late fees at blockbuster) Hollywood video would REWARD me for getting it back to them sooner BUT I the customer was in control and didn’t have too (I could keep it for 5 days it’s only a buck). So now im changing my habits because of how I felt like the getting back the rental was more important to Blockbuster than me then customers EXPERIENCE. Hollywood gets the visits first and probrably the majority of my rental income because of this shift. I made my decision because of each businesses voice and what each was saying to me.

Five Guys Burgers –the best mission / customer statement ever

It’s not a secret that I LOVE 5 Guys Burgers and Fries.

However besides the BEST burgers they have one of the best business models I have ever seen. I will break down all the little things they do into a few posts because as simple as they are they are the most profound ideas I have ever seen for any business.

Most of the ideas has to do with the expectations that 5 guys has for the customer experience. They value the customer and they let them know it by showing it as well as telling it to them. Basically they back up their words with action. They let you know what the priorities are as you will see. It’s one of the greatest things I have ever seen. If you ever get a chance go to a five guys and before you eat look at this amazing business model. These five guys are the poster child for customer value and  loyalty.

EVERY SINGLE BUSINESS ON THE PLANET that serves customers should be using this statement in ALL areas of their company.

This is posted on the soda machine –the first place you go after ordering your food(I am going to ask 5 guys to post the actual sign but until I get approval here’s the wording)

Thank You Customers

You the customer are the most important visitor on our premises.You are not dependent on us, we are dependent on you. You are not an outsider in our business –you are a part of it. We are not doing you a favor by serving you– you are doing us a favor by giving us the opportunity to do so.

Thank You

Five Guys

If you live that mission statement I will tell that you’ll be ahead of over 90% of your competition and at least 97% ahead of all businesses. Remember it’s real easy to say but takes a serious mindset change and dedication to action to live it.  Did I mention the five guysi’ve been in are always busy and I’ve had to gladly wait in line for the best burgers? I think their revolutionary model is absolutely working.  TheyLIVE AND BREATH the customer is first and i’ll show you more later.

THANK YOU FIVE GUYS

Customer Appreciation #2-The most meaningful way to say “Thank you” to your customers

This one is really simple but still so profoundly powerful. Everybody on this planet that I have met up to this point they want to feel important and like their life while they are here has meaning. I sure as heck know I do and I have pretty good idea that you do to. So the best thing you can do for a customer might not even to be to give back to them directly. WHAT?!?! Tom you’ve lost it—I can hear you now. However hear me out you are going to be glad you did.

Let me start off this idea with an example of a great friend of mine Helen who is an animal lover or should I say activist. This woman who is in her 70′s defends the rights of animals that are being abused by their owners because they can’t defend themselves. <On a personal note–She is the reason that when I found a kitten that was left to die by her previous owners I was NOT about to let that happen and she’s healthy and on my lap as I type this>. Now this woman’s passion on the subject was simply amazing to me and helped me to open up my view of the world. She is one of those people that is so giving she would never even think of having you buy her a present.

I wanted to show her how much she meant to me (no I didn’t buy her a cat LOL) I gave a donation to the organization that helps animals in need the SPCA in her name. When she got the thank you from that she was on the verge of tears. She said “Tom that is the most thoughtful thing anybody has ever given me –THANK YOU”. I might add whenever I’m in her company and probably more when I’m not and I meet one of her friends she says this is my friend Tom Titlow and listen to what he gave me she there by launches into the story of that gift. Did I do it to draw attention? NO. Did I expect her to brag about it? NO. I was only trying to give a gift that would be meaningful to her.

However I took this idea and I applied it to my business. I did one thing that has worked like a charm to make my customers feel extremely appreciated, important and valued as human beings instead of just as my customers. This thoughtful approach has earned me many repeat sales. Do I do it for that reason? NO, but it is a nice bonus. The real reason I did it was to show how grateful I am to my customers for giving me the opportunity to serve them.

So instead of having sales I let them know up front if that I will donate any of the dollars off to what is their # 1 non profit organization. Now of course I make the donation in the customers name and nobody has ever told me no. Several have asked me if I would do the same for a second or a third sale? At this point I like to disappoint them (just for a second) and I tell them no unfortunately it is not good on the next sale……..pause, pause,pause I will be donating MORE to them with that purchase. Of course we both have a nice chuckle.

There are several times where I never mention a sale or discount and it works better. I just off- handed ask what organization means the most to them or I figure it out in conversation and I make the donation without their knowledge. Which then of course has them scratching their head asking “why did he do that if he didn’t have to?” In my mind I did have to because anything I can do to show my customers appreciation and how important they are to me is an absolute necessity whether I ever see them again or not.

Start donating on your customers behalf and watch how it impacts your business in every area.

The simple path to make EVERY marketing program successful

SBO’s often think that the primary piece that their marketing program has to accomplish is to get prospective customer(s) to become interested, educated and willing to purchase the product. Here’s a surefire way to get a customers attention faster, better and keep it longer than your competition— DO the one thing that nobody would ever expect, but don’t offend the customer. Get crazy go nuts@!@!!@@! REalize that the beSt marketing, advertising, and sales programs ever created did one thing better than the rest before getting the customer to listen to YOUR message. The get the person to S-T-O-P paying attention to whatever they are doing. It’s called pattern interupt and its is crucial because your goal is their undivided attention and the funniest most creative , and ALMOST bizaarre way you can get it the more business you’ll get and the faster you’ll close sales because you’ll be in that persons forefront when making a decision to make a purchause in your industry. The more crowded the environment the more creative you have to be. Now this doesn’t nessarily mean the loudest. Sometimes taking away and being the quietest is what gets people to pay attention.

Step#1 pull peoples attention away from where it is now.

Step#2 then immediately create the desire to want to pay attention to what you want to say next.

Step#3 after you’ve created the desire then you give your message

here’s a few hints –If you have to compete for somebodys attention you’ve already lost.

Remember first you have to sell–needing undivided attention

Then and only then you say what you trying to say keep it short, Shocking and interesting. Remember the customer doesn’t feel they need your product as much as you feel they need your product–So you win in the delivery not the message.

“If you have a great product but you haven’t go peoples attention YOU will go broke it’s just a matter of when”

however

“if you make somebody enjoy their life a little bit more(maybe making them laugh) they will remember you and will go out of the way because you created interest.”

REMEMBER THIS—-
The more enjoyable you can make their life is the short term the more success you will enjoy in the long term.

MASTERY QUESTION–
“What can I do today for my customers that they wouldn’t EXPECT but would actually ENJOY?”

Customer Appreciation –Great ways to say “thank you” for being a customer

I’ve said before that showing your customers you appreciate them is so much more powerful than saying it. the reason is simple because your backing it up with action. So I want to do a quick little post(I promise lol)on ways that have been successful. So you can get your own appreciation action plan STARTED. Remember this one thing it is not that you have the best idea or most unique but that you start IMMEDIATELY so you can start seeing the dividends. If your looking for personalized ideas email me — tom4change@gmail.com or call me 302-757-0210

• a after hours preview party for new product, a new store opening, or just a party to celebrate your gratitude toward your customers. Great example #1
• The more ways that can SHOW your customers that you truely care about them (beyond their purchases) the more appreicated the will feel which leads to the more comfortable they will feel around you in the future. When people say hi to you on the street you are succeeding they want to be around you outside of your business.
• Using customers first names in conversation after the first purchase — There is nothing that sound sweeter to anybody than the sound of their name.
• Learn the first names of your top 30 customers and use them often (for a bonus find wives and kids names also). Like next time they walk through you door or call.
• Saturn (the car company) took all of it’s owners to Great Adventure theme park for a day for $20 (I think) which included free parking, all you could eat barbecue and admission to the park. All for their 10th anniversary.
• Have a presale open an hour hourly to let invited customers only have 1st chance to purchase during a big sale.
• Have a friends and family event where either employees or your best customers get a great coupon(say 20% to 30% off any purchase) to use during a specific time period.
• Send a thank you card for every purchase somebody makes
• Tell your customers that if they have a friend that comes in to make a purchase with in 3 week s and they mention their name you’ll give then a $25 gift certificate to any restaurant they choose
• Send them a birthday card with a gift inside (a pool room I worked with has play two hours for free on your birthday )
• Send out half birthday cards( there is a resturant in my neighborhood that give you half off any meal with regular one purchased during the month halfway to your birthday —The card says Happy HALF birthday)
• Treat every single customer like it’s the first time doing business with you. Putting your best foot forward goes a long way making your customers feel worthwhile
• Go all out an do a few free home deliveries to customers that call in an order offer to bring it to them to save them the hassle of making a special trip
• Donate something in their name to those protecting us or any other charitable foundation
• Sponsor a little league team or a school that your customers kids attend

When people feel appreciated they will go out of their way to reciprocate to you by either purchasing, bringing you new customers or just giving you great ideas to make you even more successful that you already are.

I personally have turned many customers into friends from using ideas and many more like it. The key is to be completely genuine in your approach and let the interaction and the ideas do all the work for you.

What can you implement NOW to show your customers how much they mean to you?

Now to show your employees how much your value them read this.

or a small business that is using this ideas right now you can visit–Willy’s Philly’s in Maynard Ma

Believing in your Dream– the Story of the new Willy’s Philly’s in Maynard Ma

Do this and make millions in any business

There is only ONE thing you need to do in business as well as life to become anything you could ever dream of. Its something extremely easy to do however its how you do it that makes all the difference. You already know the answer but you don’t realize that it controls everything I mean everything in your life.

The questions that you ask!!!!!!

let me rephrase that– the quality of questions you ask

Your questions determine your outcome in everything you do in your life whether you realize it or not. The reason why most of us don’t have the success we want in our lives is because we are asking for what we do want yet rather we are focusing on avoiding what we don’t want.

However when it comes to business it is a life changer. All the greatest accomplishments in business all had one thing in common. What ever it was the person who was asking it did it in a way no one else was think of YET. If you look back through the greatest business autobiographies they all had asked themselves a question that wasn’t being asked yet. Go out and read read the autobiographies of Ray Kroc(McDonald’s), Harold Schultz(Starbucks) or Walt Disney.  You will see that the way they approached their businesses through the questions the where asking themselves is what made them the giants they ended up becoming.

So what questions are you asking yourself on a daily basis? Are they bringing you closer to your goals or taking you further away from them?

Start asking yourself the questions that will empower you to start achieving the goals for your business and you will see your dreams come true quicker than you could have imagined!! 

Standing on the Soapbox– getting notice by the customer

In the old days or business people used to stand on soapboxes as a way of getting people to pay attention to them. Well unfortunately in today’s extreme integrated society it not that easy. Today everybody has a opinion on everything and they also have great free mediums to get that message out there.

<>So how do you attract attention to your product or service in a positive way?

<>Now let me give you a great example of what I mean.

<>This past weekend while at the baseball hall of fame ceremony for Tony Gwynn the people of Cooperstown, NY were all on their front lawns selling everything to eat and drink to us patrons. Since there was like 75,000 of us it wasn’t hard to make a ton of money. Everybody had signs that said$2 drinks, $1candy and $3 hot dogs.

<>However there was one guy that had a brilliant sign. Bottle of water $375,000 with a free house. Now that is thinking out of the box. I don’t know if he sold that house but everybody was laughing and taking pictures with that sign. So I know that he generated a lot more business than his neighbors you really couldn’t get near his food stand. He used the power of laughter and a touch of absurdity to stand out in this massive crowd.

So my question for you is –“In whats unique ways can you get your customers attention that they would actually enjoy ?”

IPN#6 –How do you say the two most important words?

The more you can show your customers appreciate them the longer you’ll be in business. How do your say thank you to your customers? Do you do it in ways that will cause them to remember you the next time they need your product or service? Create unique ways of showing your customers gratitude and it will do one think for you  create unstoppable word of mouth refferrals. Give your customers positive reasons why they should be talking about you.

So often companies let the customer go after they have bought and they never show the customer they are extremely appreciative that the chose them on where to shop. A good example of this is a cellular company I worked with didn’t do anything but just say thank you to the customer. So I suggest the sales people send out thank cards (so easy but whens the last time you got one?) and we included a coupon for a free car charger or leather case(cost was next to nothing) customers returned with friends and family asking is to help them too. It gave the customer a reason to come back in the store. They also often purchased more accessories for their phone while they where there.

In what unique ways do you show your customers you really appreciate them?

Excellence in business by Tony Gwynn and Cal Ripken Jr

Today I got to accomplish a dream I’ve been planning for 15 years. See in 1992 I was looking for baseball players to invest in their cards. When I looked at stats I only had an idea of what they had accomplished in the past. I asked the question “what factor of each player would minmize my busting out on the investment? Much like Jim Collins write about in “Good to Great” that underlying principle that makes those companies so consistantly great.  So looked at each player character who they really are, what drives them and what values are important to them? It saved me a ton of money I stopped investing in the short term and started in the long term. They had to have hall of fame potential with a strong character after that I looked at how good they where when they stepped on the field.

I narrowed down to Nolan Ryan, Cal Ripken and Tony Gwynn. However the more I read about Tony the more I realize I wanted to emulate my skills in the business world(at that time just sales skills) on his ethic. He was by far the hardest working guy in baseball up to that point. Even though he was the best hitter since Ted Williams he never had the true talent to suvive at the big league level so he used video and lots of it EVERY DAY to try and perfect his stoke. Just imagine playing in a game everyday then going and watching 4-6 hours of video every night during the season. His individual stats where astounding let me just give you two that to me represents his ability. In a 20 year career he only stuck out 3times in the same game ONCE(remember you get between 4and 5 at bats) and the other his batting average went up substantially with two strikes against him (.458).

My question for you in business is are you getting better in tough time or not? Do you find new ways to get and retain customers, create new products, or make your existing ones more valuble to the customer? Alot of business owners make excuses and say “well the economy is tough right now” Maenwhile there are plenty of others in their industry that make a killing during the same time period. Remember this fact –It’s not about figuring out all the reasons why something can’t happen instead it is focusing on what you CAN do because this roadblock or challenge showed up on your doorstep. Those who create the best ways to do business when times are tough and by far the most successful when things are easy.
I did the same exact thing with my craft I learn one thing new about business every day and apply it to specific situations. Instead of video I like feedback about my presentation from other sales professionals. Or if there is a task I don’t want to do I think of if Cal and Tony’s perserverance  and consider how it would have been already accomplished. This forces me to jump right on it.

In my book EXCELLENCE in business is doing those things you don’t want to and realizing that those things are what will end up making you successful. So often I meet or hear of business owners that fight doing what they arent good at or interested in. The really sad part is depending on what it is it can cost them their business. By the same token I have see others that just say I know I don’t like but without it I won’t achieve my goals and they sit down and LEARN it. The latter group tends to be able to take full advantage of unseen opportunities faster because they know they can handle it. Think of it this way “a challenge is an opportunity that shows up in work clothes”

<>   Thank you Tony and Cal you showed me and 70,000 others the meaning of excellence in how you both lived and played the game. And as you both said to play it with passion, integrity of yourself and your peers, and only focus on the little steps that you take and let the big things TAKE CARE OF THEMSELVES.

The best way to get new customers to trust you FAST.

Let previous customers tell the story to new customers through testimonials, video, or personal calls of how your product or service has helped them. This works all the time for two very simple and powerful reasons. New customers don’t trust you because as well intentioned as you are in helping them you are jaded by the fact that you benefit directly from the decision. On the other hand your previous customers understand where new customers are coming from. New customer know that old ones don’t benefit from the sales and they believe in the product BECAUSE THEY WANT TO NOT BECAUSE THEY HAVE TOO. That last part is extremely important.

One company that has done this extremely well is Select Comfort creator or the Sleep Number bed(I know you’ve seen those infomercials). I was a sales professional before those TV spots and the number one way they attracted NEW customers was (i’m not kidding here) people that owned the bed literally dragging people (friends, family or whoever they where with) into the store so I could give them a demonstration. The bed sells itself but if customers weren’t dragging in their friends nobody would have tried the bed because they would have been terrified to try something new.

So what can you you do to create ways of getting customers to share their positive experiences about your product?

Don’t feel scared asking your previous customers are dying to help you to become more successful they will jump at the chance to help you out.

Instant Insight#1-The ONLY question that will make your business successful !!!

What am RIGHT NOW I doing to add value in the life of my customer ?

The reason is simple if you are doing this one thing effectively EVERYTHING else will fall into place.

The ABSOLUTELY ASTOUNDING part is that next to nobody in business does, They instead are convinced that the customer is buying their product because of how great(in their minds) it is, how well its priced.. yada..yada. yada. They think to some level that the customer is dependent on them and they stop trying to be of value to those they serve.  Companies like this WILL go broke sooner or later. I hate to list bad guys but you’ll see my point better. Some examples are  Comcast(your dependent on their speed of the Internet) so they make their billing impossible to understand. They should talk to AOL about having to use them for the internet. Do you remember when dail up disappeared.

So if you do this one thing you will find customers  literally coming out of the woodwork. They will be dropping everything to do business with you.
The people that have done this exceptionally well are WAWA, Five Guys Burgers, J.K. Rowling and the king DISNEY. Every single one add value to life whether through coffee, Harry Potter, and the ability to dream again. There are several others but they have a product but the actual focus whether intentional or not is to add value to their customers lives.

All you need to do is focus all your attention to finding ways to add value in todays world ALL people need value more than ever and they need to feel important and valued. Do that and people won’t be able to STOP talking about you and your business.

The million dollar question!!! ANSWERED–What is on your customers mind?

This is that question every business owner on the planet is ALWAYS asking. It is the key that unlocks every door in business. WHAT ARE THEY THINKING? So that I can market to them, sell to them , give good customer service to them, get the to buy more and the list is just like the Energizer Bunny is just keeps going and going. It doesn’t need to be said this is the most important question in all of business if not all of life.

These are the answers you’ve been looking for. Now MOST IMPORTANTLY – To make a difference in your business there are a few even more important concepts that you need to understand and implement in order for the answers (there are quite a few as you’ll see) To really have any power. The answers essentially are useless unless you understand what caused the customer to come up with that idea, why the thought exists (it usually has NOTHING to do with you), and most of all what can I do to use any of these answers to make my business successful. Those insights are what I teach my clients to make them successful if you are interested in me helping you please email me at tom4change@gmail.com (sorry shameless plug). HERE it Goes!!!!

• why should I pay attention to you ?
• Why am I paying attention to you?
• what you said I need or I understand
• I would reeallly like it if somebody could do …..
• Why should I trust you?
• What makes you better than what i’m already using?
• Are you listening to me?
• Stop telling me your product is so great and show me?
• How can you add value to my life?
• What do I need you and your product for again?
• Show me you appreciate me as your customer
• Why should I listen to you instead of trying to find more of what was enjoying(music etc)?
• Give me a great reason stop what I’m doing to pay attention to you
• Please make a difference in my life
• Give me something that will make my life simpler, easier, and save me money
• Why would I choose you?
• I can only get …….from you

• I have never had….. before I started coming here

So that should get you started. Most of those are easy and simple and I am going to continually add to this list. I am also going to organize it to show you WHEN the customer is thinking each thought (ex during advertising, customer service , after purchase, before referring a friend–you get the ideas). Now some of the whens may absolutely surprise you cause you don’t realize the customer is thinking that thought when they do. And that alone can make a big shift in your business.