An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back.
In order for that relationship to be cultivated properly, you will need to have some method of keeping in touch with your customers on a regular basis. For this to be possible you will require some personal information about them.
How to get your customers details without making them feel pressured.
We have all been in a shop where a pushy salesperson has fallen just short of demanding our name, address and telephone number. When you have simply bought a pair of shoes you are bound to feel that this information is unnecessary. The shoes don't come with a special guarantee and are unlikely to need a 500 mile service, so there is no obvious reason for you to provide your life history.
There are two things at fault here. The first is the amount of information being requested. Most people have an email address and that is sufficient to maintain contact. Even asking for a first name is not necessary as correspondence can be sent to "Dear Customer". DO NOT take any details from the customer's payment card or cheque as this will rightly be viewed as an invasion of privacy and will do much more harm than good. It may even leave you open to legal action.
The second stumbling block is poorly trained staff. Staff should know why they are asking the customer for this information and be able to explain that clearly to the purchaser.
A sample sales line could be: Our Company is sending out a monthly newsletter which includes fashion tips, seasonal offers and "Money-off" coupons for subscribers. All we need from you is your email address. You can unsubscribe at any time you want.
Nice and low-key. You have to make it easy for your customers to say "No" without feeling pressured or embarrassed.
Another method to increase profits can be used at the point of sale. As an example, let's say you are selling potted plants. Your customer is at the checkout with their fresh, flourishing houseplant. What else could you offer to sell them in order to compliment this purchase? A book on how to look after house plants, an attractive ceramic pot to display the plant to better effect, plant food to keep the plant healthy? You might even find that the add-ons are of higher value than the original sale.
If you view your customers as more than just a single sale you will begin to attract more custom from the same people that use your business. A simple way to increase profits and reduce advertising costs.
Allan Cowley is a Life Coach working with clients throughout the world. He provides online coaching in self improvement, goal setting, time management and small business development. For a free online life assessment with no obligations, you can contact Allan on his website at: http://www.uk-success-coach.com/
The next time you're shopping for clothes in a department... Read More
How many times have you had a customer say to... Read More
If you've ever flown economy class on an international flight... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
A sales manager who reads this newsletter regularly suggested the... Read More
During the late 1980's I was a field sales representative... Read More
A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More
I bought a second pair of reading glasses from my... Read More
Your mission as a business owner is to develop a... Read More
Many sellers like to describe themselves as professionals, but what... Read More
There is no magic pill, trick, teqnique, system or secret... Read More
Have you ever gone into a newsagent, picked up a... Read More
When selling a product to a consumer, one of the... Read More
What is it with appraisals? In September and October there... Read More
It pays to be specific. I believe that statement is... Read More
When I first moved to Seattle, I worked for 9... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
For those of us working in the exciting world of... Read More
"I recommend the 5.8 GHz Digital Phone, because it suits... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
Are you going to win this deal? With just less... Read More
I recently found myself suffering from a lousy cold; all... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
"There are three kinds of salespeople; those who make things... Read More
Most people are always striving to better themselves. It's the... Read More
Let's be realistic nobody really wants to be labeled a... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
Customers will ask you a question and you'll proceed to... Read More
There's an old saying, "Don't air your dirty laundry".If you're... Read More
Look at your marketing material. Now, is there something missing?... Read More
What do you do when you have a big sales... Read More
Three times I have revisited Turkey after living in the... Read More
It's all about relationships!Here is how a popular TV show... Read More
During the late 1980's I was a field sales representative... Read More
Want to increase sales within your company? It's not as... Read More
You want to increase the flow of sales revenue, but... Read More
Have you ever been in the position where you are... Read More
There is a car commercial running were a husband is... Read More
The following 7 sales skills are what I have found... Read More
The reason why you have a job in sales is... Read More
Have you ever tried to explain to someone what you... Read More
Most salespeople are under the false belief that the lower... Read More
A sales manager who reads this newsletter regularly suggested the... Read More
This issue's topic on sales prospects comes in response to... Read More
Here's an idea on how to make reading the daily... Read More
If you're a business person you want to sell your... Read More
Several weeks ago I asked my Newsletter subscribers to send... Read More
Unquestionably when the word hypnosis pops-up in a conversation or... Read More
If you've driven yourself crazy trying to figure out why... Read More
The quickest way to increase sales is to make things... Read More
Marketing is a skill. Once you master it, you can... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Have you ever found a lead on a scrap of... Read More
Recently, right before I was about to deliver a motivational... Read More
Cold calling may now be outdated. People have become defensive... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
My wife and I watched the movie Ray a couple... Read More
In this article, I would like to talk about the... Read More
In the 1990's we lived on a farm in Iowa.... Read More
Ever lost a sale? Of course you have, we all... Read More
I've been getting lots of email from my readers lately.... Read More
Congratulations! You successfully sold one or more of your company's... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
Are you going to win this deal? With just less... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
Do you ever feel that when you are doing direct... Read More
Sales Training |