When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers turn around and run to the competition?
Author Michelle Dunn, in her new book "Become the Squeaky Wheel," explains how you can avoid scaring customers away and keep them coming back. First, find out what your competition is doing, do they have a credit policy? If they do, what is included? What does their credit application look like? How many forms do new customers have to fill out? Do they have good paying customers? Look online, a lot of business website will have their credit applications available online.
"I am amazed at how much "stuff" people will jam onto their credit applications and new account forms. This alone can scare a potential customer away, especially if they can go down the road and fill out one easy form and have their product or service." Says Dunn.
Consumers get distracted by long forms, especially ones that ask for to much information or are full of legal jargon or long technical terms. Keep your form, short and to the point. Keep the language easy to understand and in laymen terms.
Michelle Dunn has over 17 years experience in credit and debt collection. She is the founder of Never Dunn Publishing, LLC, is a writer, consultant and the Editorial Advisor for Eli Financial Debt Collection Compliance Alert Newsletter. Michelle started M.A.D. Collection Agency and ran is successfully for 7 years. She also owns and runs Credit & Collections.com an online community for credit and business professionals.
She has written 5 books in her Collecting Money Series She is currently writing a book for the Streetwise Series, part of the Adams Media Corporation. In addition to writing and marketing her books, Michelle moderates and runs Credit & Collections.com and was a member of The American Collectors Association for 9 years.
What is Barter? Barter involves 2 parties. Each party wants... Read More
OK, so you want to improve your persuasion power right?Why?... Read More
Obviously, you might logically say, "that is good!" You would... Read More
Ambassadors to other countries are a vital part of international... Read More
What Is Proxemics?The study of the communicative aspects of personal... Read More
In any conversation with two or more people, there is... Read More
Negotiating is no game. It is not for the weak... Read More
There is no right or wrong to fire up your... Read More
It creates some negotiating room, and you might just get... Read More
Based upon my research of over 300 managers in the... Read More
In its simplest form, bartering involves an equal trade. One... Read More
I would like to comment on the "A Beautiful Mind"... Read More
You are standing on a small stage yelling, "What's the... Read More
You may be thinking, "Gary, I am a mom, housewife,... Read More
The hardest and most important part of any negotiation is... Read More
Not long ago, I made a partnership pitch, on behalf... Read More
I want to get better at negotiation, but where to... Read More
Money makes the world go 'round. And when it comes... Read More
There's an old joke about the New York City blackout.... Read More
Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More
There was a time in my life when I sold... Read More
A colleague of mine has a problem. We belong to... Read More
Counter one of the classic negotiating gambits by addressing it... Read More
Cultural and national negotiation styles reflect communication behaviors and the... Read More
1. Be persuasive: It's hard to force your boss to... Read More
"Conflict" is a word that can have varying degrees of... Read More
Negotiating skills can help you manage lots of different kinds... Read More
Believe me, it's not easy! And sometimes, it doesn't work... Read More
A while back, a potential client provided me... Read More
Cross cultural negotiation is one of many specialized areas within... Read More
Negotiating outcomes are the types of results that can happen... Read More
The avoiding approach to negotiating is characterized by losing, leaving,... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
How Barter Can Help Your BusinessBarter trade is a powerful... Read More
Did you know that at one time in this country... Read More
OK, so you want to improve your persuasion power right?Why?... Read More
Arguments aren't always bad things. Sometimes They're used to convince... Read More
Negotiating is a hot topic these days for a good... Read More
Smart buyers will always ask for a better price. Unfortunately,... Read More
Last week, a wonderfully-skilled electrician installed a new light fixture... Read More
Ask and you shall receive & knock and it shall... Read More
Business owners have four options to resolve disputes with partners,... Read More
The principles of Negotiation can work for you in any... Read More
Well Enron dealt with this a little for instance an... Read More
How many times have you heard:"You've got to drop your... Read More
Counter one of the classic negotiating gambits by addressing it... Read More
This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More
Negotiating is no game. It is not for the weak... Read More
Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More
Criteria ElicitationThis is without a doubt the most important persuasion... Read More
Let's talk about win-win negotiating. Instead of trying to dominate... Read More
Time was, in the country, the local "doc" was as... Read More
The avoiding approach to negotiating is characterized by losing, leaving,... Read More
Negotiating outcomes are the types of results that can happen... Read More
What is Barter? Barter involves 2 parties. Each party wants... Read More
Whether you're negotiating a peace settlement in a war-torn country... Read More
Cultural and national negotiation styles reflect communication behaviors and the... Read More
Ambassadors to other countries are a vital part of international... Read More
You may be thinking, "Gary, I am a mom, housewife,... Read More
Not long ago, I made a partnership pitch, on behalf... Read More
Consultants who offer executive assistant or computer services on a... Read More
When you are trying to make a sale and ask... Read More
A colleague of mine has a problem. We belong to... Read More
What better way to gain a new customer than by... Read More
Amy Wright, 34, was extatic when her realtor showed her... Read More
If you are involved with sales, how do you feel... Read More
Negotiation |