Why is growing your business so hard? You labor every day…you work on new ideas…you get to work early and leave late. But sales only bump up a small amount…or just stay flat. Why is this so difficult?
Because you’re doing it wrong.
According to Business Coach Jay Abraham, there are only three ways to increase sales:
- Get More Customers
- Sell More to Each Customer
- Sell to Each Customer More Frequently
The problem is that most business people make the mistake of concentrating on the first way to increase sales – increasing the number of customers. Does that sound like you? That’s a problem. Because it’s the hardest way to increase sales.
Growing your business the Easy (or Easier) Way
Research proves, and successful salespeople know that it’s easier to concentrate on #2 and #3. McDonald’s pioneered the most profitable question in business: “Do you want fries with that?” About 30% of customers simply say “yes”.
How do you sell more to each customer?
Just like McDonald’s, you’ve got similar opportunities to “upsell” and “cross sell” every time you talk with a customer. The best time is when they want information, have questions or problems, or they’re ready to place an order.
You can also sell to each customer more frequently when you give them new or different ways to use your product or service, or you give them more ideas about how you can help them.
How can you start the conversations that lead to more sales?
Give your callers the information you want them to have, with Informer Messages on hold. Informer Messages take the frustrating time that your customers now waste on “hold”, and make it a marketing opportunity. You can tell every caller about the best reasons to try something better or something new. You can tell them…or your competition will.
