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9 Ways to Grow Your Sales:
As the economy begins to pick up steam, the opportunities will become more plentiful for growing your sales. But instead of depending on the economy, why notreview your current sales methods to see if they can be adjusted to begin to increasesales now.Here are some of the most effective and practical ways to increase sales that we'veobserved. Which of these can help you increase sales?These suggestions fall into 3 parts:
Part A.
Finding New Customers
(In this Issue)
1.
Selling by the Numbers
 
2.
 Network, Network, and Network Some More
 
Part B.
Close More Estimates and Increase Your Average Sale
(Coming in our October  Newsletter)
1.
Win More of the Jobs You Quote
 
2.
Make Sure that You Get Your Customer Everything They Need the First Time, And that YouGet Paid For It
 
Part C.
Increasing sales from existing customers.
(Coming in our October Newsletter)
1.
Stay on the Top of Your Customer's Mind
 
2.
Give Your Customer New and Creative Ideas on How to Solve His/Her Problems
 
3.
Deepen Your Relationships with Your Key Customers
 
4.
Sell for the Season that is Coming
 
5.
Customer Referrals
 
Part A. Finding New Customers
1. Selling by the Numbers
What are your C-A-S numbers? To make one Sale to a new customer, how manyAppointments do you need? And how many Calls did it take to get eachAppointment?For example, if you know it takes 10 calls to get an appointment, and that you need1 new appointment each day to make one new sale each week, then you know thatyou need to make 50 calls each week. And keep in mind, once that new customer has bought a sign from you, there are numerous things you can do to increase thechances of them becoming repeat purchasers.
2. Network, Network, and Network Some More
Making sales calls to new prospects is an essential part of growing sales. Butnetworking is equally important. Networking will enable you to get introductions toa) people that need your products; and, b) people that may know other people that
 
need your products. And if done well, networking can make it faster and easier to build the relationships with the prospect.There are several methods for networking. Let's take a look at three approaches:targeting an industry; joining / forming a networking group; and, joining a localcommunity or civic group.
a. Targeting an Industry:
Are you targeting the key industries for your products?Do you know who the companies in these industries are in your area, and who thedecision makers are? Are you constantly working on developing better relationshipswith the decision makers in these businesses?For example, let's take a look at targeting interior and exterior building signage for existing buildings in your area. Do you have a strong relationship with a real estate property manager or building owner? If so, ask that property manager if they wouldcoach you on growing your business here. Ask questions like what signage related problems are property managers likely to have? And what else is on their wish list?How can I find a list of the other property managers in town and their contactinformation? If one doesn't exist, will you help me make one? Would you give me afavorable introduction? Many cities will have a published directory which will listall the property managers, leasing agents, developers, and construction firms (e.g.Black Guide, Maddux Report). Next, you call these other property managers and arrange appointments. Whenmeeting these prospects, be prepared with a few key questions and be prepared tolisten. It is critical that you find out what their personal and business objectives are,and which objectives your company could help them achieve better.Regardless of what industry you want to target, there are key people and sources of information that can be enormously helpful for you. Look through your contacts tosee which may be able to help you in this effort.Other good sources include local business newspapers, many of which will compile"Book of Lists" (a list of the leading companies by industry in your area). Thismakes a great prospect list. Another good resource is your local Chamber of Commerce or Economic Development Commission. It's worth taking the head of these organizations to lunch to learn more about what they are doing that might benefit you if you were to join.Use SMS to collect what you are learning from your insider and about your new prospects. Winning the business of these new prospects may take time. And whenthey give you the chance, you want to make sure that you get it 100% right the firsttime. To help in this process, use SMS to help you to remember their needs better and to win their business.
b. Joining / Forming a Networking Group:
If you're not already in a productivenetworking group, you ought to think about joining or starting one. There are manyways to form a networking group. Here is one example: Think about people youknow that meet the following:
 
1.
You would feel comfortable referring them to your good customers;
 
2.
They are in a position to see opportunities for you or know good prospects for you;
 
3.
They are diligent. They will take this effort seriously;
 
4.
They have the kind of reputation that fits with yours; and,
 
5.
They are givers, meaning they'll make an effort to think about how they can help you, just asyou will for them.
 
This group should meet every week in a place where you can have some fun andsome confidentiality. It is important that people feel comfortable sharing their ideasopenly. And finally, have some patience. It may take a few months for the group to"gel" and begin to trust each other. This is a necessary first step.
c. Join a Local Community or Civic Group:
Most areas have numerousorganizations that you can join that will be beneficial for networking. Let's takeRotary International for example. Rotary is a club that meets weekly to discuss localissues, work on local community service projects, have fun and network. It's a greatway to meet new people, often times business owners and leaders, and to getinvolved in your community. And with a club like Rotary that has hundreds of chapters, there will likely be a few in your area that you can visit.Rotary is just one example. It's important to find a club or group that fits with your interests and business. One final detail: Be sure to see if the group you are thinkingof joining has any rules regarding business networking. Some organizations restrictthis kind of activity.
9 Ways to Grow Your Sales: Part II
As the economy begins to pick up steam, the opportunities will become more plentifulfor growing your sales. But instead of depending on the economy, why not reviewyour current sales methods to see if they can be adjusted to begin to increase salesnow.
 
Here are some of the most effective and practical ways to increase sales that we'veobserved. Which of these can help you increase sales?These suggestions fall into 3 parts:
Part A. Finding New Customers
 
(See November issue)
1.Selling by the Numbers2.Network, Network, and Network Some More
Part B. Close More Estimates & Increase Your Avg. Sale
(This Issue)
1.Win More of the Jobs You Quote2.Make Sure that You Get Your Customer Everything They Need the First Time,And that You Get Paid For It
Part C. Increasing sales from existing customers
 
( January Newsletter)
1.Stay on the Top of Your Customer's Mind
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