Why do people buy from YOU?

When I first started in sales, I was encouraged to contact the clients who did not buy anything or did not come in again after promising to and attempt to discover what turned them off, what I did wrong and ultimately, why they chose not to make their purchase with me.

This practice was often unsuccessful because most people of course would prefer not to give me details or did not return the message I left. The worst thing about this practice was that it made me feel even more discouraged as a salesperson because the more people chose not to talk about their experience, the more it made me feel like I was doing a poor job and made me question my skills.

I don’t know what made me think that a client might be willing to give me their honest opinion of their experience with me, especially if they were dissatisfied. This data, even if I were to get some useful information would only be a good example of what I should not be doing. Wouldn’t it make more sense to get some feedback about what worked well and what I should focus on and emphasize even more?

Re-Connect with your most Satisfied Clients

Don’t waste your time trying to get feedback from someone who chose not to buy from you. They might not like you anyway! Instead, contact those past clients who have had a good experience and ask them what made them choose to purchase from you. If they really enjoyed their experience, not only will they give you truly honest feedback, they may point out certain parts of your process that they were enthused about that you didn’t even realize was so meaningful.

I’ll bet that even with those clients of yours that were pleased or even thrilled with their choice to buy, you have never actually asked them questions like; “So what was the part of the process you enjoyed most?” or “What was the deciding factor that made you want to buy that project from me?”

After gathering these testimonials from previous customers, you can then begin to understand what parts of your presentation or process are the most effective and focus your attention on them. You may be surprised to discover that what you thought was small and insignificant left the greatest impression on your client.

Contact your past buyers who are pleased and discover the great things you are doing rather than dwelling on the things you may have done wrong.

Good luck!