How NOT to Get Repeat Business

I’ll be blunt here.  A lot of marketing strategies I see are down right unethical.  Sure, they “work.” And by work, I mean they manipulate Sleazy salesman pointingpeople into opening up their wallets and buying things.  They will help you get sales in the short-term but they don’t help you build a loyal and intelligent client base who loves doing business with you over and over again.

In contrast, manipulative marketing strategies and high-pressure sales tactics fill your business or practice with desperate people who buy out of fear. This often sets up a very “co-dependent” type of  business relationship.  I’ve seen this more times then I can count in the business coaching industry.  It is no wonder that helping professionals feel so icky when they think about marketing and sales.

The good news is that marketing and sales don’t have to be slimey acts against your prospects and clients.  In fact, when done correctly, they are  great services that you do FOR your clients and prospects. 

I talk a lot about how to increase your sales and get repeat business. Today I want to talk about how NOT to get repeat business.

Here are 3 things you should NEVER do:

1) Guilt people into spending money with you.

Don’t ever use phrases like, “In order to build your business you have to spend money.” Sure you need to invest in your business, but you need to invest wisely. You can’t grow your business spending money willy-nilly.  I also recommend avoiding the phrase, “I really stepped up when I invested in myself.” Yes, we have all done that–no one wants to hear about it anymore. Remember that sales is about your client and what’s best for them, not you.

2) Upsell just to increase your sales.

Some people intentionally leave out key services or bits of information just so that they can have something to upsell people into later. Instead of looking for things to leave out, look for additonal ways you can be of service and help your clients have even more success.  Don’t leave out key ingredients to keep them dependent on you.

3) Misuse your influence.

People come to you because they perceive you as an expert. Do not abuse your power.  When you recommend something, make sure you have your client’s or prospect’s best interest at heart. Don’t give advice you aren’t qualified to give.  Always remember that you are dealing with real people with real lives.  Those numbers in your back account should represent people whom you have helped. Remember, selling is service.

I could go on about ethical marketing, especially as it relates to helping professionals, but if you avoid these three things you won’t have to worry about turning into a manipulative marketer or slick salesperson. Ethical marketing and sales allow you to serve others while empowering them to reach their goals.

What types of marketing and sales tactics do you like or dislike? I would love to hear your thoughts, please leave a comment below.

 

About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. I know the whole deal about big ticket upsales but I do find it distasteful for the most part. Sometimes there is a really high pressure factor or cheese factor. Not my deal, I agree with you.

  2. Tiffany, concerning #3… I just had someone today ask me to link to them…for what purpose? I asked. I have never met them or been connected with them in my life! No way would I risk my reputation for them thank you. Good points.

  3. These are all excellent points – my pet peeve is #2 – I feel we should give our best information and not hold back. You give your best and people will come back to you for more.

  4. I was once at a huge seminar (5000 people at the Staples Center) and while “breaking boards” a man had a heart attack and died. It was shocking and horrific. The speaker came back after a half an hour and asked for a moment of silence, then announced that the now widowed woman who had left the conference, believed that her now deceased husband would not have wanted everyone in the room who had traveled so far, to miss out on the discounts of the the high end coaching programs. He then went into his final sales pitch (he had already pitched about 10 of his products including plastic jars over the 4 days) of the weekend. I was SO DISGUSTED!!! As a speaker, I learn from the good, the bad, and the disgusting. Thank you for teaching on this subject!

  5. Every time I think I have seen it all, another angle to convince
    us they have the latest and the greatest is produced.
    Enjoyed your review.

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