Increase Your Sales By 20% or More

Tyler Crum — Tue, 08 Jun 2010 15:30:49 +0000

The bad news?

The odds that your current customer base is buying everything that they could from you, is not high.

The good news?

The odds that your current customer base is buying everything that they could from you, is not high.

So here’s a plan of action to increase your sales by 20% or more even if the slow season is upon you.

1. Call every customer you have.

Do this yourself or have your best sales rep do it but don’t assign it to a telemarketer or someone in your organization that they’ve never met. That just screams, ” you’re not important enough for me to do this” to your clientele. Not good.

2. Ask them if they’re buying everything they need, from you.

Assuming they use other things that you sell, find out why they’re not buying it from you.

3. Get a purchase commitment from them.

Ask them to commit to buy that product or service from you if you can (fix the service problem, adjust the pricing, speed up the delivery, whatever their hang-up is). “If I can ……would you agree to source that from us?”

4. Fix the problem and communicate.

Examine the list of reasons that your customer base has told you is preventing them from doing additional business with you. Be honest with yourself and acknowledge that you have a problem!

Step 1, fix the problems. (Shows you’re serious.)
Step 2, communicate what you’ve done to the people that told you about the problems. Make sure to tell them what type of process you’ve put in place to monitor things to make sure the problems really are dealt with. (Builds confidence.)
Step 3, offer those same folks some type of incentive to take the first step in trusting you with their new business volume. (Be creative. You don’t have to cut your price in order to accomplish the objective.) (Reduces risk.)

A serendipitous outcome to all of this is that you’ll see some sort of pattern develop if you make your calls. Even if you gain no new business from this exercise, you’ll uncover a set of problems that you can deal with that will gain you a larger customer share from future accounts. But I’ll betcha a dollar that you’ll increase your volume by at least 20% if you take the task seriously.

Sometimes You Sell More By Not Selling

Tyler Crum — Tue, 22 Dec 2009 14:22:04 +0000

Dallas, TX – Like me, you’re probably receiving a lot of seasonal emails from people you know with the occasional greeting from someone you’ve never heard of! Okay let’s throw out the obvious spammers who think it will further their cause to send you a happy-gram (funny they never snail-mail a seasonal greeting to me….) and take a look at what’s left.

Happily, most of the well-wishers that have sent something my way have gotten it right but there have been one or two notable exceptions. It’s the height of tackiness to send a holiday card with an included sales pitch; drives me nuts! The message is, “happy holidays, BUT I really can’t pass up this opportunity to hammer my marketing message home just one more time in case it hasn’t soaked in the other fifty-eleven times.”

People know who you are. There’s plenty of time in the other 364 days of the year to push your message. Sometimes it’s appropriate to just pass along a good, non-commerce related thought. I’m sure you’ll agree that a message like that, as long as the sincerity is there, probably even furthers your sales effort because of the sincerity and lack of commercial message.

It’s a time of year to feel good about other people and just wish them well. We can sell them something tomorrow.

Sir Speedy Dallas » Growth

Increase Your Sales By 20% or More

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Sometimes You Sell More By Not Selling

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