Double Your Sales
Without Increasing Your Marketing Budget...
Doubling your sales without increasing your marketing budget? Is that really possible? Absolutely! The best way is to increase your conversation rate and there are at least 82 ways to do that. In this issue of the Owners Report we examine a few of these ways.
Let's start by considering a basic element of human nature. If your prospect likes and trusts you he/she MAY buy from you. If she doesn't like or trust you then she WON'T buy from you. This sounds so simple, yet it is so often overlooked it bears repeating. If your prospect likes and trusts you she MAY buy from you. If she doesn't like or trust you then she WON'T buy from you.
Next let's consider another equally basic, but extremely important element of human nature. Most people HATE to be sold. While this reality may seem like an obstacle, it is merely important information when you consider the equally important reality; most people love to BUY. People like to feel confident that they have reached an intelligent decision and chosen to buy a product or service that provides good value. Good value exists in the mind of the buyer when you meet their wants at a reasonable price (text books may use the word "needs" but rest assured "wants" always trumps "needs").
So, knowing that people love to buy, but hate to be sold, and they MUST like and trust you before they will buy, should lead you to do a few simple things:
1. Do whatever it takes to build rapport with your prospective customer. If you can't develop rapport, you can't develop "like" and you'll never get to "trust". Developing rapport requires some finesse and understanding of different personality types. What one person considers appropriate another may consider annoying. Contact coaches@actionbsuinessdevelopment.com if you'd like to find out more.
2. Adopt the attitude that your #1 role is to help your prospective client so that they can ultimately buy what is right for them. Be a problem solver.
3. Be sincerely and selflessly interested in their wants and needs. Never try to push a product or service just because you will make money from it. Selling the customer the wrong service or product will ultimately backfire. He may return the product, create more work, he'll never buy anything else again and worse he'll likely tell others about his bad experience. In the worst case scenario, where you don't offer anything that meets their needs you will have earned trust and respect and developed a potential referral source for their friends who you might be able to help out. And he may buy something in the future.
4. Make it easy for people to buy. To begin with you can do this by:
a. Developing your uniqueness. Click here to review a past article "Define Your Niche, or Plan Your Funeral" http://driveit.clickspace.com/linkTo/1160278/1000213/0
b. Targeting people that will be attracted to your uniqueness. This way you'll spend more time with people you can really help.
c. Educating both your team and your customers and prospects about what's important when buying your products and services (and how you are unique). You can do this on your web site, through brochures, point of purchase displays and most importantly through your team.
5. Educate and Coach your team regularly on items 1, 2 & 3.
Improving your conversion rate is a great way to boost sales and an even greater way to boost profits. We worked with a large, successful and well run marshal arts studio that even though they had great staff and good procedures doubled their conversion rate just by "tuning" a few things. For a complimentary no obligation consultation call Joanne at 905-943-4257 or email us at coaches@actionbsuinessdevelopment.com.
Learn the '6 Steps to A Better Business'!
Running a successful business is more science than art. There are ways that work and ways that don't.
We'll share with you the fundamental '6 steps' to getting complete control of your business so that it runs highly profitably. And if you choose, without your daily involvement. So you are free to enjoy the fruits of your labour! [Full Story]
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