DIVERSITY

By Alisa Clickenger

TALES OF DETERMINATION

Angie Sandow was one of the presenters at my “Uplevel” online Women’s Motorcycle Conference last weekend. Her presentation was titled “Tales of Determination”and it was very uplifting. Angie was born with a congenital birth defect and does not have a right hand. You might wonder how someone can ride a motorcycle when they lack a hand to twist the throttle... and that’s a great question. Because she wondered, the impossible became possible.

Being curious is one of the best ways to attract new customers and build a business. Curiosity leads to innovation, new programs, and especially new approaches. Being curious also helps connect you with your customers. Wanting to know what makes them tick and how they view the world leads to your being able to better solve their problems, and better address their needs. This, in turn, leads to more authentic connections with your customers, which then leads to a better buying relationship.

We all know that people buy from people they know, like and trust. It’s a catchy sentence and it’s easy to let that idea float on the surface. But if we become curious about how to get people to know, like and trust us, then a whole world of wonderful customer service opens up. How can you connect to your customer more authentically? How can you find out what their true needs are?

Curiosity begets answers, and for your female customers, the answer is helping them feel connected, validated and heard. Ask a lot of questions. Be curious. Why aren’t they riding more? Does their apparel fit poorly? Do they need a windshield or their handlebars adjusted so they can feel more comfortable riding further? Are they worried about a strange engine noise? In addition to being curious and asking great questions, if you want to build a relationship with your female customers, listening should become your go-to superpower. Let your female customers tell their full story — without interrupting — then confirm what you heard her say. Pause before you respond. Do you need more clarity on her true need? The worst thing you can do is interrupt a woman telling you her true need (even if it’s a circuitous story) and then pitch something that doesn’t address her issue!

Asking and listening has another advantage, too. It feels less like selling and more like problem-solving. And don’t we all love to get easy solutions to our problems? Providing solutions leads to better relationships, and building relationships is the ultimate way to create those raving and loyal fans that buy from you again and again.

In Angie’s case, a dealership’s dedicated and determined sales person made everything possible. Angie was able to experience the empowering joy of the open road, and the dealership developed a lifelong customer. Angie is now on her fourth new motorcycle… a little curiosity can go a long way!

Still curious about how Angie twists the throttle? Just like she plays a guitar! Find out how she does it here:

https://www.justridin.com/

Alisa is a two-wheeled world traveler, author, tour operator, and event producer. She has been featured in a variety of media outlets as a woman pursuing a life of adventure and helping others to access their inner wisdom and be free to lead lives they are passionate about. Her book Boost Your

Confidence Through Motorcycling: A Woman’s Guide to Being Your Best Self On and Off the Bike

became an Amazon.com #1 Bestseller. In 2019 Alisa was also named to Dealernews TOP 100 People in Powersports. Her personal mission is to empower women through motorcycling and adventure while being a strong advocate for the powersports industry at large. Alisa’s motorcycle touring company is www.WomensMotorcycleTours.com.