OK, what are the things that I can give you now which are free to implement and will give you the most instant increase in sales and profits?
1. Do something!
So many of the businesses that I get involved with seem to have been taken over by inertia! You can sit there and think about it all day (and you should) but once it's planned - DO IT! As I once heard it put; Action comes after Decision in the entrepreneur's dictionary.
Work out what you are going to do - something simple involving your existing customers is nearly always the best idea. These are people who have already been happy enough to buy from you and unless you've upset them, they are almost always the people who are most likely to buy from you again.
Then do what you've planned to do. Test it. Measure it. Does it work? What would make it better? Whatever happens though, don't give up if one or two people reject it. Giving up is not what successful people do until it is categorically proven that it is not working.
Getting these decisions right is something that our vendor partners discuss with us frequently.
2. Get an 'up-sell' in place
When people come to you for a product, would they take two? Would they take a complimentary product? Classic examples being the offer of fries with your burger or polish with your shoes.
Don't be worried if most people say no either. If you get just one in five to say yes, you are upping your profits for almost no extra effort. It is a great sales technique.
3. Get good at selling
Get a good book on selling and read it - there are a few which I recommend personally in the Further Resources section. Get your sales team trained. You are letting profits pass you by if you're not good at this.
4. Take a good long look at your advertising
For many businesses, advertising just does not work. I've had clients with very good businesses who tell me till they're blue in the face that their ads work but nine times out of ten, they don't. Unless there is cast iron evidence that deals have been done, paid up and that the net profit from those deals has made you a return, then stop them.
5. Get a fresh perspective
Perspective is everything. How does the marketplace respond to you or do they even know you're there at all? What does your business look like to others? How might they describe it? Where do people see you most? Are your vans always clean? Are most of the people who actually make the decisions to buy from you ladies? Tom Peters' research showed that whilst men conclude the deals in many medium to large value domestic products, it is the women who are calling the shots. 94% of all home furnishing decisions amongst couples are made by a lady. Who are you promoting to?
6. Customer care
Become excellent at customer care. Think of the experience that you give to your customers. Small things here can make very big differences. Ensure that everybody in your business understands this. Poor service will hold your sales back; guaranteed.
1. Do something!
So many of the businesses that I get involved with seem to have been taken over by inertia! You can sit there and think about it all day (and you should) but once it's planned - DO IT! As I once heard it put; Action comes after Decision in the entrepreneur's dictionary.
Work out what you are going to do - something simple involving your existing customers is nearly always the best idea. These are people who have already been happy enough to buy from you and unless you've upset them, they are almost always the people who are most likely to buy from you again.
Then do what you've planned to do. Test it. Measure it. Does it work? What would make it better? Whatever happens though, don't give up if one or two people reject it. Giving up is not what successful people do until it is categorically proven that it is not working.
Getting these decisions right is something that our vendor partners discuss with us frequently.
2. Get an 'up-sell' in place
When people come to you for a product, would they take two? Would they take a complimentary product? Classic examples being the offer of fries with your burger or polish with your shoes.
Don't be worried if most people say no either. If you get just one in five to say yes, you are upping your profits for almost no extra effort. It is a great sales technique.
3. Get good at selling
Get a good book on selling and read it - there are a few which I recommend personally in the Further Resources section. Get your sales team trained. You are letting profits pass you by if you're not good at this.
4. Take a good long look at your advertising
For many businesses, advertising just does not work. I've had clients with very good businesses who tell me till they're blue in the face that their ads work but nine times out of ten, they don't. Unless there is cast iron evidence that deals have been done, paid up and that the net profit from those deals has made you a return, then stop them.
5. Get a fresh perspective
Perspective is everything. How does the marketplace respond to you or do they even know you're there at all? What does your business look like to others? How might they describe it? Where do people see you most? Are your vans always clean? Are most of the people who actually make the decisions to buy from you ladies? Tom Peters' research showed that whilst men conclude the deals in many medium to large value domestic products, it is the women who are calling the shots. 94% of all home furnishing decisions amongst couples are made by a lady. Who are you promoting to?
6. Customer care
Become excellent at customer care. Think of the experience that you give to your customers. Small things here can make very big differences. Ensure that everybody in your business understands this. Poor service will hold your sales back; guaranteed.
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Subscribe to Email Updates
Get More From Jon
Selling
First Impressions
Contractual Sales
Closing
Influence
Top Tips
Objections
Marketing
The Amazing Difference
The Traps
The Power of Attraction
Advertising
Testing & Measuring
The Internet
Pay Per Click
Direct Mail
Public Relations (PR)
Telemarketing
Customer Service
Word of Mouth
Mindset
Who Are You?
What Do You Do?
Invest In Yourself
Wealth & Success
Your Friends & Family
Serendipity
NLP
Hints and Tips
Simplicity
The Key to Success
Potholes
Business Success Group
Further Resources
Contact Us
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