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Small Business Customers

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Improving Your Inflection on the Phone

When you deal with customers over the phone, you have a whole new set of etiquette rules. The minute you pick up the phone, body language disappears, and your tone of voice and the words you use become [more…]

Closing the Sale

Empathy is an intimate understanding of the feelings, thoughts, and motives of another. That's why empathy is of prime importance in professional selling. Empathy is putting yourself into the prospect's [more…]

Winning Over a Difficult Customer

Service providers who don't learn how to work well with difficult people lose their hair, their marbles, and their customers. The nature of your job requires that you sometimes work with customers who [more…]

Expanding Your Concept of Service

Your definition of service shapes every interaction you have with your customers. If you hold the common idea that service is only giving customers what they want, you may well paint yourself into a corner [more…]

Keeping Your Menu Competitive with Well-Timed Updates

Even restaurant franchises change their menus, in large part because of an increasingly savvy dining public. With more people going out to dinner more often, the question isn't [more…]

Mastering the Art of Customer Service

Customer service isn't just the job of your customer service department and representatives; it's the job of every employee in your company. And service starts at the highest levels of a company. [more…]

Selling Tips: Mastering the Meet and Greet

Your first meeting with a prospective client can set the entire tone for your relationship. Here are some guidelines to ensure that your relationship has a positive start: [more…]

Exhibiting a Customer-Friendly Attitude

One thing all people who give great service have in common is that they have a genuine customer-friendly attitude. You view your customers as the most important part of your job and sincerely appreciate [more…]

Evaluating Your Sales Techniques

Like any serious effort to make positive changes in your life, changing how you sell begins with an honest assessment of your current skills. Until you admit that you could be doing something better and [more…]

Identifying the Seven Buyer Motivations

Until you know what your prospective clients want or need, you're in no position to sell them anything. All you can do is present the product and describe its features. When you know what the client is [more…]

Using Your Voice Effectively for Telephone Sales

When you're making telephone sales calls, the person at the other end doesn't know whether you're wearing a suit and tie or ratty pajamas. The only image that your sales prospects get is transmitted through [more…]

Getting Into Customers' Heads via Surveys

You can conduct several different kinds of customer surveys, including demographic surveys, which help you determine which age groups, genders, races, and socioeconomic groups tend to use your business [more…]

Sticking to Customer Service Values Online

Service strategies — like the seasons — come and go. Ultimately, the success of your enterprise has more to do with your core values (and a commitment to delivering them) than it does with the latest and [more…]

Knowing Product Basics

What must you absolutely, positively, truly know about your product in order to do well in selling it? Always begin with the obvious: [more…]

Pursuing High-Quality Customers

Every salesperson has his share of high-maintenance customers. The expense and aggravation of keeping them satisfied isn't worth the revenue they generate. Shedding yourself of the deadweights and removing [more…]

Three Clicks to Researching Telephone Sales Prospects

When you study up on your prospects before your telephone sales calls, you gather information that is bound to unlock sales success. As a side benefit, prospects are impressed and flattered when you show [more…]

Getting the Most Out of Your PR Hired Help

You've looked at your checkbook, looked with dismay at your current promotion campaign, and made a major decision: You want your promotions to be first class, and you've decided to get professional help [more…]

Rounding Up the Likely Sales Prospects

If you sell products or services for a company, you should have learned during your product knowledge training where the likeliest places are to find your products or services in use. Those are, obviously [more…]

How to Haggle with Willing Customers

Customers, especially customers from other cultures, love to haggle. They often revel in the negotiating process and look forward to haggling with a challenging businessperson. [more…]

How to Locate Your Business's Geographic Market Area

As a business, you need to be where your customers are coming from, and you'll want to research where your customers live to make sure that your business is well-placed. This is also a good way to target [more…]

How to Define Your Business's Market

Define your business's market, who your business's customers are, so that you can target your marketing decisions directly at potential customers who fit your customer profile. Narrow your customer definition [more…]

How to Identify Customer Buying Behaviors

While any amount of foot traffic is good, your business needs buying customers. So, figure out a few buying behaviors to convince your customers to buy your business, product, or service. To identify buying [more…]

How to Figure Out Why People Buy from Your Business

People rarely buy what you think your business is selling. Customers don’t buy your business's product or service. Customers buy the promises, the hopes, or the satisfaction that they believe your product [more…]

How to Sell Your Business or Product over the Phone

If you want potential customers to call your business, make your phone number large and bold, and give them a reason to dial it by helping them understand what you offer in your ads. And then be ready [more…]

Getting Customers to Come — And Enjoy Their First Visit

Give potential customers a reason to visit your business in person. To convince potential customers to visit your business, make impressions and cultivate interest well in advance of those potential customers [more…]

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