3 Ways to Increase Sales
According to Business Coach Jay Abraham, most business people make the mistake of concentrating on the first way to increase sales – increasing the number of customers.
Do you? That’s a problem.
Because that’s the hardest way to increase sales.
Research proves, and successful salespeople know that it’s easier to concentrate on #2 and #3. (And they wonder why they can’t increase their sales!)
McDonald’s pioneered the most profitable question in business: “Do you want fries with that?” About 30% of customers simply say “yes”.
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. They’re also the easiest way to increase sales.
Examples of how successful marketers increase sales.
Airlines are a prime example of upselling to increase sales: One of the well known international airlines understands how to increase sales to existing customers: a new campaign to educate their passengers about the value of upgrading to Business or First Class for their transatlantic flight, with upgraded amenities, gourmet meals, luxury seating, and more. They use their Informer Messages to do this, because they know that everyone who calls is calling about reservations: to make new one, change an existing one, or ask about one. They’re the perfect “target market.”
Add-on items to increase sales are time tested. If you’re buying bread, why not buy butter at the same time? So when a many Informer clients add new products or services to their line, they announce it on their Informer Messages. We’d all rather buy more from someone we like than go shopping for a new supplier!
You can also increase sales 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.
One of our clients uses a “Frequent Shopper” program similar to what the airlines do. They know that promoting this to the general public offers little or no payback. But when they offer it to their existing customers, visits to their store goes up! Another client, this one in the wholesale food business, talks about menu ideas and pairings of the newly arrived crops. Chefs have reacted well to this, and increased orders.
How can you start the conversations will help you increase 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. When you do you’ll increase sales.
You can tell them…or your competition will.