least 25% of your customers to buy the "deluxe version" or to accept an "add on".Upselling costs nothing but can increase your profit per sale by as much as 50%.
7.
The preponderance of proof principle
. If you capture the kudos of all your happycustomers and use them in all your marketing, you dramatically increase yourcredibility and distinguish yourself from your competition. Testimonial proof can bein text form, picture form, audio form—the more the better. "Case studies" areextremely persuasive in selling sophisticated services.
8.
The Power of FREE
. Many business owners don't understand that a customer canrepresent hundreds or thousands of dollars in profits for years to come. One of themost obvious, often overlooked and consistently underutilized and misusedstrategies is to let the customer have their first order free. Imagine a restaurantowner who notices a new customer eating lunch for the first time. When it comestime for the bill, the owner might say, "It's on me!" Would that customer comeback? Probably, and they'd most likely bring a friend. But compare the marketingexpense of giving away a meal with a cost of $2 or $3 with a newspaper ad costing$300-$500, which may or may not produce a single customer.
9.
Creating “Wows”
. Walt Disney said you should do things so well that people can'thelp telling others. If you engineer into your sales process some pleasant surprises,or "wows", your new clients will warm up to you quickly, tell others and come back sooner. Gear the expense of your "wows", if any, to the lifetime value of a customer.
10.
Conduct Surveys
. Don’t think of your business in
your
terms. Ask your clientswhat they like about your product or service, and then base your marketing on theirpoint of view, their words and phrases and concerns, not yours. Can you see howgathering this critically important information will give you an edge over yourcompetitors?
11.
Package Selling/ Offers
. Being able to create a time limited “deal” willsignificantly increase your closing ratio, whatever your business. As long as youhave a believable reason or set of reasons for making the offer, more people willtake you up on it than if your product is always available and there is no compellingreason to buy it now.
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