How to get more business tomorrow or maybe TODAY….!
There are three very easy ways to increase your sales revenue without it costing you any money, no expensive marketing campaigns or advertising. There are people out there who NEED your product you just need to remind them that you are there to solve their problems.
- Existing customers
- Dormant customers
- Referrals from family and friends
These are the people who have bought from you in the past, they obviously liked your product and more importantly they liked and trusted you.
Have a look through your existing customer base and identify those you haven’t been in contact with in the last 12 months.
Make contact with them and say;
“Hi……, it is the anniversary of us doing business together and I just wanted to see how things are progressing with………..
GIVE THEM TIME TO ANSWER AND LISTEN
“What challenges are you dealing with at the moment? What effect is that having on your business?
Sounds like it would be worthwhile meeting up again as this is something I can help you with.”
Again these are customers who have bought from you or your company in the past but have sadly been neglected and may have started buying from your competition.
So deal with the issue right up front;
“Hello, this is…..From xyz company. I must first of all apologise, it seems that we haven’t been in contact with you for a number of years and I would like to put that right. I am now looking after your account and you probably know we work with customers similar to yours to…… (Whatever problems your product/service solves.)
Give a success story at this point e.g. Many of my clients increase their sales revenue by 25% in 3 months.
- Is this an area that is important to you?
- What are you doing at the moment to improve………….
Follow with more probing questions to identify problem areas.
- It sounds like what we do, could potentially make a difference to your organisation. Let’s set up a time to meet to discuss in more depth.
- What is the best time for you Monday or Friday afternoon?”
Referrals from family and friends
This is one of my favourite ways of generating new business. And if you are just getting started and don’t have any customers then this is the best way of accessing decision makers.
Let me tell you a story,…..
When I first started my business in 2000 I had no clients at all, none zilch…
So along with other marketing strategies I used referrals from family.
My son worked for a large chocolate company as the assistant to the head chocolatier. So I asked him,
“Who should I be talking to in your company about increasing sales revenue” He told me the name of the lady and I asked him if he would let her know that I was going to call.
He agreed and I made the call to Joanna. I introduced myself and she immediately told me that she had been expecting my call. To cut a long story short, I met with her, she arranged for me to present to the board and that was the beginning of a ten year relationship.
Establish your “Ideal Customer” think about who you can best serve. Then identify amongst your family and friends, who could recommend you to the type of people you want to do business with.
You will be amazed at the number of contacts you will get from this one strategy.
Have a great week selling. Find a way and be the very best you can be.
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