Why buy you? Don’t ask me. www.fixitnow.com

Why buy you? Don’t ask me. www.fixitnow.com

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

Why buy you? Don’t ask me. www.fixitnow.com

I was jogging in New York City and passed a long line by a movie theater. “Why don’t they just get their tickets on the internet?” Was the thought that flashed through my mind.

It would save the people from waiting, and the theater would encourage more business. In fact, that convenience could get them more seats sold than the theater that makes people stand on line – especially in bad weather.

Then all of a sudden I realized HEY – there’s a lot of “why’s” when it comes to the new online choices we have.

The internet is offering alternatives to commerce where none existed five years ago. And will continue to expand those choices for the foreseeable future.

    Let me ask you a few “uh-oh” questions about sales choices and see if you get the drift – and the new sales opportunity that is here as a result of the internet – If you harness it rather than avoid it. IF YOU EMBRACE IT RATHER THAN CURSE IT.

  • Why buy term-life insurance from a broker?
  • Why buy stock from a broker?
  • Why buy a car from a rude distrusted car salesman?
  • Why go to the book store?
  • Why buy a CD or a video at the store?
  • Why go to the computer store and get frustrated waiting for someone to serve you, and then they say, “I don’t know” to the answer you need?
  • Why go to the flower store?
  • Why go to the department store?
  • Why go to the theater or symphony box office – why even call them and get auto-attended until you want to scream?
  • Why call anyone where service has been rude or has long on-hold waiting periods?
  • Why book a ticket or hotel through a travel agent?
  • Why shop for a house from a realtor?

OUCH. If you are in one of these fields – or several others that are on the brink of lasting change in the way customers buy and prospects get information and make purchases – you’ve only got two options and you need to implement BOTH to win in Century 21 (no real estate pun intended)1. Have a GREAT reason why people should buy through you instead of the impersonal web.2. Have a great web presence yourself so that if the customer decides to web-it, at least you have a shot at the business.

You are not doomed – but there’s gonna be a BIG shake-out and the only survivors will be the extraordinary value providers that are easy to do business with.

It’s on the web, baby, and I can get it there faster, cheaper – and most of the time without human intervention.

24.7.365 – those are the worlds new business hours. As I complete this column it’s 11.45pm. If I decide to go shopping when I’m done, what can I buy on the internet? Answer: ANYTHING I WANT. OK, what could I buy from you? OUCH.

Just because you’re closed, doesn’t mean people don’t need your stuff. And just because you’re there, doesn’t mean that people will buy from you.

With the internet you can find the best way, or the best price or an assortment of ideas instead of calling some dumb Airlines and having to wait, be insulted, or have to act like a jerk until they tell you of another airlines that gets you there one flight less and saves hours of time.

What Airline companies are saying is “find out yourself,” and what the internet is saying is “OK, we will.” Cool.

There are billions being spent every MONTH online – the number will rise – the question is how much will be yours – or worse – how much will be taken away from you.

E-commerce is taking the world by storm – instantly. And it’s doing it twenty four hours a day seven days a week without rude employees, long waits on hold – and in many cases at a lower price. Ask Barnes & Noble if Amazon.com hasn’t taken a bite out of their business – without ONE retail outlet.

The internet is no longer a place to display your brochure. It’s a place to display your value to others, and sell your products at midnight.

If the clock strikes midnight and you’re not web-ready, no handsome prince is gonna come looking to see if the glass slipper fits. Cinderella you ain’t, Bubba. You will turn into a pumpkin. The internet-ready-to-sell-e-business will turn into a wallet. And that’s the ugly truth.

Free GitBit…Want an outline that will get you web-ready? It has the things you better have to best the competition. Go to www.gitomer.com – register if you’re a first time user, and enter the words WEB OUTLINE in the GitBit box.

Jeffrey Gitomer, author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com