Whatever you sell, the last few years has been to sell much more complicated in every market and niche growing competition, and comes every year more and more newcomers are not experienced that try to enter the market, knocking the average prices on the market, that would at leastearn something.But small and medium-sized businesses, which are on the roar, this is a very difficult life.
This article is written for owners and managers of small and medium-sized businesses who want to at least double its sales.Doubling the sales task is not really difficult if you know how.If you know the strategic principle of running the two sales, then I assure you, this article will show you a complete new full working model with which you will be able to sell more and more.
The world is now an abundance of advertising and commercial communications that are poured on the people, they are increasing exponentially, and the people have emerged filter on conventional advertising messages, they simply do not notice them, but that translates into huge losses for advertisers.And each of us had been in a situation where the advertising does not bring the desired return on investment.
Nevertheless, we all need something to sell, and of the above-described situation is clear - we need a new strategy, or at least a working marketing strategy that will sell fine allowing not only stay afloat, but to grow occupying more of the market,increasing its influence.
Until now, to me as a business development consultant can see that 90% of secondary and 98% of small businesses use sales in the forehead, iethis strategy is to attract the customer, sell him something, and look for a new, sell it, and so on, but this method works worse and worse.
This smart marketers have come up with a strategy of 2 stepper sales, it is not a new strategy, but today it is gaining momentum, and that's what will distinguish you from 90% by weight of at least competitors.Let's get to the heart of strategies are to increase sales.
principle is:
not to sell something, and buy client customer lead and screw it into the sales funnel.This so-called Led generation (drive new target potential customers), this results in potential customers who are interested in the topic, what do you sell in principle.
But what would it do to be sold is very profitable for the client to advertise something very attractive to a potential customer, it may be your top seller.You should at least reduce the margin, or to sell at cost, which would tighten the client to himself.
You understand that the first sale has to be attractive for the customer that he has chosen you from the competition.
Once you make the first sale, it is important that people bought from you, do it discounts, bonuses, but make the first sale, he should leave some amount of money you have, and then applying the same way as the more 2-3minimum.Then he becomes your customer, what is called permanent.
When you have placed the client on his needle, he will not go for the same item to your competitors, it will buy from you, even with highly stranded margin.Because he will trust you, he does not want to experience a stress and think for a new one to buy, not whether I was deceived, and how the quality, guarantees, etc.
Next you need to understand what the Front end (Front-end product, the one that you lure the client), and Back end (the product where you earn money and batters).
You must advertise a product appealing to the target audience, and prodovat it with a very small margin, or on its own cost, or sometimes even at a loss that would have gone to your customers.If you offer 20-30% cheaper and give the same as all the competitors, or even better, that people will go to you.
For others will not understand how you can sell on their own cost or at a loss, and spend more on advertising.But it is necessary that the person would lead to the backend and to sell it more expensive where everything slugger, and what your competitors do not guess.For them, you'll Crank that depenguet prices for tradable commodities and bends prices kike some services.
you are trying to model, building the same pricing policy, but they do not go because they do not know the system.
To successfully prodovat you need to understand the conceptual thing about sales, in the first sale of a process that has the ability, and secondly you have to understand what it's built.
Sales conceptually divided into three points: Led Generation (to attract potential customers) - Led Conversation (the first 2 - 3 sales) - Account Management (work with the customer base).
If you need money now, the easiest way is to activate the base and actively start selling for old customers.I am personally surprised by businesses that do not work with the customer base, I say nothing about those who do not collect base.
two conditions that would have to implement a lot of sales step in your business:
- You should collect customer base
- You must have line of products, services, services.
Let's see each condition that would collect the base you do not have to sell, easy way to retail, do a training brochure on your topic, your niche.IeEven if you sell vacuum cleaners, you can make a brochure with useful material for your CA, for example, the most banal way to make a catalog of your products and advertise it that a man got it for free,
Even in the yellow pages, for exampleall advertised household appliances, vacuum cleaners, and your advertising, get a free catalog of the best vacuum cleaners on the telephone.This greatly facilitates the life and your client, it looks for the information in the tone of what to choose, but here it is given a structured catalog and more free.
In the catalog you need to do is naturally special.offer discount, time constraints, etc.Returning to a catalog when people call you, you have to have to take the mail recipient, phone, e-mail, in general all the information that you need.
For example, it is desirable to take the name and date of birth, for that would not apply to it indirectly, the date should be taken that would make special.but offers his birthday, etc.About logistics will not say, but it will result in a hundred pages of verbiage ...
When you have the data of your potential clients, even if it does not then do not buy from the catalog, you can bomb it is now offers from which he can not refuse.Do you remember that first sale to do best for him, that he had not found a parallel in the ratio of price - quality, as mentioned, you can sell at cost or even at a loss but the main task is to buy the client and screw in the sales funnel.
not worry for many people this sounds daunting, but there are tactics that allow you to raise the purchase price of the first to see the guarantee, service.It is known if a product could be a margin of about 20-30% of the warranty and service margin comes to 80%.
second tactic is UPSELL, this so-called lifting of the first transaction, is it in the next, at the time when the person is ready to buy, that is,get money or online lozhit to cart items, or negotiates a deal with you, you tell him we have more special.proposal that's now the coolest thing or service that solves all the problems in this subject and not just at a huge discount to you, plus you get to this example for free that you would like to buy.
The idea would be that this is in your price lists APSELL goods, products, services were expensive on margin can be 200%, you give a discount of 30% on APSELE and the goods he wanted to buy, where you do not earn.Of course in different business may be different, so you need to find all the numbers for earlier.
following strategy CROSSELL - the trick is that it is like a cross-selling, KROSSELL need to use when a person decided to buy a APSELL.For example you sell computers, a man came to buy a computer and choose, you raise it to a more expensive computer, or to drive him for life assurance plus the service.
At this point KROSSELLOM tell him, and you printer is needed, we have it to have bought a computer at a discount of 30% and a rug, and a wireless mouse, and a cloth dust wipe special, that's for these products should be inflated margins,where you get more profit.
from the printer at all interesting thing themselves printers from manufacturers go as Front end, many printer manufacturers do sell them with a small margin, but the money to fight back on the cartridges for filling ink on paper, so clearly expressed strategy of many stepped Sales.
According to statistics, 20-30% of the buying and agree to UPSELL CROSSELL.So that this can repel investments in advertising and that if you sell a front end in the negative, then it is also possible to recover the investment.It's such a hard twisted diagram that you can not earn money, but certainly earn the customer a loyal regular customer.
Now let's talk a second condition -lineyka products.It is clear that the money we do not earn a lot at first sale rule that would need to spin the client's sales funnel, farther and farther.
In counseling I like most, you probably know this scheme many coaches, consultants, coaches, since the beginning of writing a book, then made conditional cheapest seminar, it sold a system or training, the training individual work for sale.
Here is a normal product line in the subject advisor, trainer, coach.More generally done before a book - a free master class or a seminar on the Internet, the binder may be any.
In supermarkets you can see the bread and milk are cheaper than in any shop, as well as there are all sorts of stocks, commodities of the day, discounts, loyalty cards, etc.All this is directed at something that would tighten the person to come more often and buy from them.
hot commodity is placed with a minimum margin, or on its own value, and then the client such as delaying the goods of the day, and there is something else at a discount and people coming out of the store with a bunch of bags, happy and joyful that he had bought at a discount.
I have no idea what is your business, but one thing I can say for sure - I have described each of the strategies work in any business, you just have chuchut activate the gray matter in your head and think how it can be applied in your business.
When you have a product line on which you will spend the client, you make it permanent and loyal.As I said you need to do 2-3 profitable sales for the customer, and then have to sell backend.
Let for summarize what you need to do:
- Collect customer base
- Build a line of products and services
- Implement a lot of step sales
Implement a system of means to work with the base and with a newly arriving clients on technology described above,bring more potential customers to entice them to sell them profitable for them to sell twice more profitable for them, but it certainly is not losing money.And then they sell backend, and build a new ladder even higher, and so up to the stars.
Many people ask and how they will buy back end?Backend must be naturally attractive to the CA, so the forbidden fruit, you'll need to create a class sales letter for him, and inflate the price by including in it a margin you want, just above adequate for your target audience.
Back end should be in the directory and give them hope for a better future, or super satisfaction, if you do not know what to do backend think that most of your customers would like your topic and niche.Find a way to give it to them ...
And when you pick up a few of its customers in sales, you can start to promote the backend, but that's another story.You do so as it will, and from there already corrected and improve its offer.Such is the intricate strategy to increase sales, it will help you in some cases, not only to double sales, but also to pick them up a few times.
I think this is enough, if you now feel that your head more questions than answers, that up as you can get a FREE seminar «doubling of profits in small and medium business» in which I analyzed in detail the strategy, takeit HERE - www.smysly.com
