| |
| |
|
Sales Training Information |
|
|
|
5 Ways to Increase Business Sales by Contacting Your Existing Customers
One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. With existing customers the process can be much quicker, smoother, and less costly. Existing customers already know you and what you can do. Your challenge is to learn about additional opportunities within your company ,and go after them. If the cost of sale for an existing customer is so much lower than for a new customer, why don't small companies go after their existing customers more aggressively? You should take care existing customers as good as possible ,so that they never leave you. It's been said before that one unsatisfied customer will go out and tell 10-20 of their friends and family about their unsatisfactory experience, but the opposite doesn't seem to occur. Your customers, vendors, suppliers and associates might think you walk on water, but they won't seem to tell everyone else how great you are unless you show them how and give them an actual reason to do it. There are many ways to get your customers never leave. 1. Hold contest for best Testimonials. What is a testimonial? It's a statement, usually written by your customer, saying nice things about some aspect of your business, you, your employees or your products and services. If you want to use the testimonials in marketing efforts, you need to get a written release from your customers who wrote the testimonials giving your business the right to use the testimonial in marketing. There are many ways to get testimonials from your customers. You can actually hold contests for best testimonials. Request letters of endorsements from your customers, vendors, suppliers, and any associates you have. Use those to promote your products and services. When you use testimonials to add credibility to what you do, you're letting your customers do the marketing for your business. Testimonials from your customers are one of the strongest marketing tools available. You don't need to use all of what it says in each testimonial letter. Here are some choices or ways you can use testimonials. ¤ You can print the entire letter. ¤ You can print one sentence. ¤ You can print one word. ¤ Print with a picture of the person whose testimonial it is. ¤ Print the person's initials only. ¤ Print the entire name of the person providing the testimonial. ¤ You can actually do video or audio recordings of a person's testimonial. Ideally, you want to use all of these techniques. The benefit of using testimonials on your web site can help link popularity in search engine results as well. Whether you use this marketing tool for both inbound or outbound reasons, you will have an advantage over your competition. Check them out next time you visit their office or web site and see for what people are saying about their business practices. You'll be amazed! 2. To build a large sales organization. So if you expect to receive a $10,000.00+ monthly commission check from the sales volume produced by your down line organization of distributors, you first have to build a large organization. To build a large sales organization you must recruit and sponsor people. The people you recruit and sponsor will come from either your warm market (people you know such as family and friends), or your cold market (people you don't know). In all honesty, most people have very little success with their warm market. Which means that if they are going to build a sales organization, then they must recruit from their ........you guessed it.... ...Their Cold Market Targeting a little further ,we find two types of people in the Cold Market: the "opportunity seekers" ,and those who are not. I don't know about you but I'm going for the "opportunity seeker" and I already know that in order to recruit them I must: Advertise for them (ads ,flyers ,postcards ,fax & email , broadcasting, etc.) 3. Stay in touch with existing customers. Stay in touch with existing customers to learn their ongoing needs. Inquire into their challenges so as to discover needs they have that you can fulfill. It may be that someone in another department has a problem that one of your company's products or services can solve. It is only by being in touch with customers that you learn about such opportunities. Try to find up selling opportunities. Not only more of the same, but larger orders and new features. A satisfied customer is a great candidate for expanded sales. The customer has respect for your capabilities and ability to deliver. The customer will listen to your pitch and likely tell you about possible obstacles. 4. Help solve their problem. They will probably tell you about their limited budgets or opposition from another department. They might slip you some information about the existence of a competitor. You are then in a position where you can help solve the problem. Perhaps by offering a quantity discount or throwing in some additional service that will convince others in your company that you should provide more of your products or services. 5. Seek out leads from existing customers. Seek out leads from existing customers. They can often provide referrals to others in their companies or to individuals associated with other firms they do business with. It always helps in soliciting a prospect to be referred by someone the prospect respects. Existing customers represent a potential gold mine. Not only for the present, but for helping expand your company's future. Erny Setyawati is Publisher/Editor of Bali Global Market Ezine who has experiences in Business on line and marketing on line solution. To know more about her ezine see at: http://www.baliglobalmarket.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
When Youre In sales Always Aim Higher Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-1. Low confidence and self image2. The Key to Driving Sales is Understanding What Not How What does it take to make a sale lately?In Sales, we used to focus on the "Sales Cycle." Maybe you still do? The problem with the traditional definition of the 'Sales Cycle' is that it is focused on YOU and not on your prospect. How To Write A Solution - Savvy Sales Letter to To Get Clients Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Instant Rapport: The Key to Sales Success Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person.Rapport means harmony between people. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no spam opt-in ezines. Content is still King on the Internet. Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. Increase Your Influence, Increase Your Sales Selling is everyone's lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince and influence others. What You Can Learn From The Movie Business Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry".If you're selling any product or service either online or offline this is horrible advice. Catapult Your Business-How to Get Customers to Chase You Instead of the Other Way Around I was thinking about the statement:The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business. If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach?When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Failed Salespeople Share Similar Traits We are each responsible for our own success - or failure. Winning at a career in sales is no exception. Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't?Well, in most cases, convincing salespeople use special elements within their pitches to help increase their persuasiveness. These elements are not heavily guarded secrets, though they are not commonly discussed in general conversation either. Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude.
|
| home | site map |
| © 2006 |