Anne Alexander

Since 2002, Anne Alexander has provided coaching and consulting services to small business owners with five to fifty employees to help them move forward with substantial, profitable business growth, personal satisfaction, and bottom-line control. She is their confidential, strategic partner in managing and growing their business.

You prospective customers and clients are unconsciously looking for any reason to say “no” to what you’re offering. Even though they may deeply need or want what you’ve got.

Yesterday I was about to make a purchase when my browser suggested there was somewhat of a problem with the security of the shopping cart. Now, I’m a veteran online shopper and never had a problem . . . until last month. I ignored a warning message and someone got my credit card number and immediately (and I mean immediately) charged a plane ticket on it.

Of course the credit card company issued me a new card, but what a hassle. So now I’m a bit gun shy. And when this site had a bit of a problem, I hesitated and decided to order over the phone. I called and got voicemail, so I left a message.

Then last night I realized that I could actually make do without buying that piece of equipment. I lost my willingness to shell out the bucks. So when they called me back almost 24 hours later, I wasn’t buying anymore.

Little things tripped up this sale for the company. A problem with their shopping cart. Then making me leave a voicemail on their toll free sales line. Then not returning my call for 24 hours.

In my small business coaching and consulting services, I help my clients take a magnifying glass to their sales process from start to finish. It’s not only, how do you GET a prospect, but also where can you LOSE a prospective customer? Where DO you lose them?

Never stop asking these questions – fix everything you can!

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