There are 3 ways to grow any business:
- Get more customers
- Get more from each sale
- Sell to each customer more frequently.
That's it - everything else boils down to some variation of these 3 activities.
Most owners and most managers want to grow their business. Most of them concentrate exclusively on getting more new customers.
Odd really.
There is lots of marketing research that is pretty consistent in pointing out that it costs somewhere between six and twelve times as much to get a new customer as it does to sell to an existing customer.
And once you have a customer it is generally pretty straightforward to get them to spend more each time they buy from you.
What's that?
Your business is different. There's no way to get customers to spend more.
Maybe so.
But I don't think so.
Here are 29 ideas for you to stick in your brainstorming pot, stir for a while, and then see what comes out at the other end.
Price
1. Raise Your Prices
2. Sell Value, Not Price
Sales techniques
3. Up Sell
4. Down-Sell
5. Cross Sell
Add value
6. Back-End Sale
7. Extended Warranties
8. Service Contracts
9. Consult For Your Own Product
Make the sale easy
10. Terms And Financing
11. Set Up An Account
12. Try Before You Buy
13. Work With Pre-Payments
Give more
14. Develop an exclusive product or service
15. Expand Your Product Range
16. First Time Buyer Incentives
17. Concentrate On High Quality Prospects
18. Use Package Deals
19. Sell Bulk
20. Incentive Builders For Big Purchases
21. Offer Greater Variety
Sales force
22. Sales commission structures
23. Set Solid Sales Goals
24. NLP Techniques
25. Sales Scripts
26. Keep In Touch With Customers
Educate your customers
27. Demonstrations
28. Educate your customers - make sure they know your full product range
29. Audio And Visual Demonstrations
Still don't think you can get more from each transaction with your customers?
Contact us.
We like a challenge.
Keith Longmire is the owner of JKL Business Growth Solutions. JKL specialises in bringing main stream business improvement and marketing solutions into the reach of smaller businesses. The Business Growth Solutions web site is designed as a source of information for all matters to do with Small Business Development
There's a direct correlation between sales experience and prejudging. The... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
In the work place, the amount of good things that... Read More
The need for good proposals - the business kind, not... Read More
Mannequins are primarily used in stores to display clothing. A... Read More
You stand there, in front of your great presentation material,... Read More
Want to build a successful incentive program for your company?... Read More
When I ask salespeople to define what a gatekeeper is,... Read More
Selling is not talking. It's listening. You may have heard... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
How do you get people's attention and build their interest... Read More
Writing fundraising letters can be an effective way to request... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Can you close a sale in just seven seconds? If... Read More
I've been using a technique that has helped me to... Read More
How do you respond when an absolute stranger calls, at... Read More
Have you ever stepped your way through the sales process... Read More
An important part of your business plan should be to... Read More
Back in the days when I sold for CTV and... Read More
I'll play a seller, using conventional selling methods, selling something... Read More
You have just walked out of the office of a... Read More
Our world of selling is closed off from other areas... Read More
"I was at your site for all of two minutes... Read More
There are many fund raising ideas on the market today... Read More
The topic of this issue's article is a response to... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Hypnosis has been a taboo word for far too long.... Read More
It is important that organizations find other companies to do... Read More
I would like to share a disturbing little secret with... Read More
Imagine being in a crowded concert or bar. All of... Read More
Many companies are looking to improve upon the speed, security,... Read More
In the last article... Read More
Do you hang up on telemarketers? 9 times out of... Read More
The success of a small business depends upon a steady... Read More
Some trainers and sales managers teach that there are prospects... Read More
Selling is not talking. It's listening. You may have heard... Read More
Have you ever wondered why some people use long sales... Read More
The other day, I received the last issue of a... Read More
Wherever you turn these days you'll find articles covering every... Read More
Recently I was out trail running along the South Fork... Read More
They say if you wait long enough, a style you... Read More
Have you ever asked yourself, now how did I let... Read More
The topic of this issue's article is a response to... Read More
You've met a new prospect, accurately assessed their needs and... Read More
Many participants in my programs ask how to deal with... Read More
The formula for defining a "profession" is similar throughout many... Read More
Writing fundraising letters can be an effective way to request... Read More
As a result of providing marketing consulting, training and coaching... Read More
1. Mail to your customers more often. If you are... Read More
Let me tell you about my friend Peter who has... Read More
This is an important and potentially profitable piece of advice.... Read More
So often sales men and woman are the very people... Read More
There are thousands of books and seminars on how to... Read More
"How do you create a perceived value to differentiate yourself... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
A mannequin head is a life-size head that includes all... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Your proposal is selling for you when you're not there,... Read More
If you are in the mortgage business, the very first... Read More
You have a great product, but it's not flying off... Read More
Your job as an event planner doesn't stop with the... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Have you ever stepped your way through the sales process... Read More
Back in the days when I sold for CTV and... Read More
An area that can become profitable for many businesses in... Read More
Sales |