Adjust Who You Are, Based on Who They Are

In using the Internet, you will attract a certain type of client. Make sure that the manner in which they are treated when they visit the store is consistent with the way that is most effective in selling to them. You know, the golden rule doesn’t usually work in selling. The golden rule states that you should treat others the way you want to be treated.

But not everyone is like you. If you want to sell someone something, you must treat them the way they want to be treated. They may not be like you and may want things that are completely unimportant to you.

The Internet shopper comes to you from a position of strength, with knowledge and a plan of action. They are educated, credit worthy, time challenged and demanding. They receive a very high level of service in their other transactions and expect the same from you. To treat them as if they are the adversary will not only turn them off but will cause them to leave without buying and take all their friends and referrals with them.

You must make a decision as to how you will most effectively sell to this client and then set up procedures to follow in doing so. And then you need to stick with that procedure, fine tuning it as you go.