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Are Your Customers Having Fun?

E Column

How often do your make your customers smile or laugh? Is it at least once during any interaction? Well almost any interaction, if someone comes in seething with resentment, first you need to relax them, then solve their problem. After that you might make them smile or laugh.

Any time you can make a customer smile you are closer to a connection and therefore closer to a sale

Smiling or laughing relaxes people, relieves stresses and is good for their health. If you can make someone smile, you will usually smile as well, which is also good for your stress level and your health.

Greet customers with a smile and more often than not they will smile back at you. When you smile you appear open and willing to help them. That can relax the customers and put them in a more receptive mood to listen to what you have to say.

Most of us will frequent businesses where we feel we are valued by the staff and owners. Sharing a laugh with a customer makes him/her feel valued, more cheerful and  more willing to buy. Though humor can be a double-edged sword, when used well it is a great sales tool.

There are times to use humor and times to be serious. As you get to know a customer, a sales person may use a joke or quip to relax the customer and enhance connection. Remember though that we do not know the opinions of the customer to many different things, so don’t assume that your customers have the same belief system that you do. They also may not have the same understanding of sarcasm, so unless you know the customer well and understand their viewpoints don’t use it.

The time to be serious is when you are presenting the key points about your product as humor may also disrupt the customer’s ability to weigh the pros and cons of buying the product.

Be cheerful, smile and use humor to increase comfort levels and your sales will increase.

A tip of the glass from me to you

Elizabeth SlaterE Column
by Elizabeth “E” Slater, In Short Direct Marketing

A recognized expert in the fields of direct marketing and sales in the wine marketplace. Slater has taught more wineries and winery associations how to create and improve the effectiveness of their direct marketing programs and to make the most of each customer’s potential than anyone in the wine industry today.

Follow E on twitter @esavant and facebook.


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