Entrepreneurs and executives alike are demanding help on how to improve revenues and profits right away. Here are three ways for your sales force to bring in more business in short order:
1. Supersize It!
Okay, okay… the real marketing term here is upsell it, but the word association takes me to McDonalds. You’ve been there… you pull up to the window, place your order and they always say… Would you like to supersize that?
What bugs me is that I instinctively say, Yes! After all, for a few cents more I’m getting nearly twice the amount of fries and beverage. We won’t discuss the fact that a person with normal size kidneys couldn’t possible drink the supersized drink before it goes flat… and that if I were to eat all of the supersized fries I’d be perfect advertisement for an acne medicine company… but hey, I got a good deal!
When your customers have their wallet out and are reaching for their money, they are ripe for shelling out just a few more bucks to sweeten the deal. In fact, about 50 percent will say yes without a second thought. It s the perfect time to offer an upgrade or an extra warranty.
2. After the Sale Offers.
Have you noticed that novel sequels seem to go like hotcakes? Once the author has caught the audiences attention with the first book, they can t wait to get their hands on the follow up.
The same idea carries over with your customers. A customer who is happy with the product and service you provided the first time, is much more open for a second experience.
The backend product you offer doesn’t even have to be your own. Affiliate marketers are rolling in proceeds on ebooks that cover material associated with their products. It s an easy and painless process to market this way… the affiliate handles all the sales, while you collect the commission.
3. Reward Referrals
Do customer surveys that ask 3 basic questions:
- What did you like best about the product?
- How can we improve the value of the product?
- Who do you know that would benefit from the product?
In a nutshell, you are letting the customer know that his needs and opinions are important to you, and that you want to help someone else fulfill their needs too. You’ll gain valuable insight into customer satisfaction, provide material for valuable testimonials, and get tips on potential customers.
Upselling, backend selling and referral selling work together to increase the number of sales you net, without increasing advertising budgets. Try it… you ll be surprised at how easy it is to increase your marketing effectiveness within your current customer audience.
Recommended Books on Increasing Sales:
- The 25 Sales Habits of Highly Successful Salespeople
- Sales 101: The ReadyAimSell 10-Step System for Successful Selling
- Secrets of Closing the Sale
- 42 Rules to Increase Sales Effectiveness: A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills
- 151 Quick Ideas to Increase Sales
Allyn Cutts has spent over 24 years helping businesses like yours find new customers and increase sales to current customers. Allyn is a marketing and sales fanatic, providing measurable marketing solutions that drive huge results for small-to mid-size business clients. Allyn works personally with clients to design and deliver off-line and on-line direct marketing strategies that focus on metrics and measurable results. You can learn more about Allyn Cutts at http://www.AllynCutts.com
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