Leadership, Communication, Presentation & Sales Development Blog: July 2013

Leadership, Communication, Presentation & Sales Development Blog

Tuesday, July 23, 2013

What Is Your Flight Plan For Business Growth - Part 4

How To Increase Your Number Of Sales Per Client

Stock Brokers offer occasional initial public offerings (IPOs) to select clients.

Clothing stores offer "by invitation only" events for preferred clients

Auction houses offer "by invitation only" events for preferred clients

Jewelry stores offer "by invitation only" events for preferred clients

Airlines offer frequent flyer points reflecting the number of times traveled or distances traveled with them.

Miles Laboratories published a small cookbook filled exclusively with spicy recipes, and then gave the book away for free. Why? Miles Laboratories is the maker of Alka-Seltzer, an antacid digestive pain reliever.

How many consumer retail stores now offer loyalty cards i.e. 'Buy 9 and gain your 10th free" etc.

These are not just random, unrelated business-increasing anecdotes. Each example represents a well thought out, documented, income increasing principle or leveraging strategy.

Now you might be thinking, "My business responsibilities don't include clients and selling. I'm in the accounting / human resource / quality control / production department".

Think again because the fact is, everyone is in sales!!!

Whatever area you work in and are responsible for, you do have "clients" and you do need to influence and "sell".

Think within your organisation. Typically referred to as internal clients / stakeholders, who might include the head of your department who you might need to influence and sell towards your project, your proposal, your promotion, your perspective, your value, or your pay rise.

Your internal clients might also be those who work under you, and you need to influence and sell them towards giving their best, meeting a deadline, thinking out of the box etc.

Your internal clients might also be people in other departments who could aid you etc.

Think external to your organisation. How many vendors, complimentary companies or future employees do you have to influence and sell to?

When you read the phrase "selling your product or service", don't just think in terms of products and services your company sells. In addition, think of your individual and intangible personal product or service, yes - YOU!!!

You will need to influence and sell to others your ideas in order to advance your career, gain more respect and increase your success and income.

All the success strategies EffectiveCommunication.com.au shares with you are designed to raise you above your competition. If you work for a company, you have your company's competition to contend with. You also have your personal competition - the person down the corridor who you are competing with for your next big promotion. Or the person who just sent their resume to Human Resources because they want your job.

Look out for our future success strategies, which will help you to better influence and make that sale.

All the best with your business!

If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.

Go to www.EffectiveCommunication.com.au to find out more

Posted in communication coaching, Communication Training, Leadership, Leadership coaching, presentation coaching, Presentation Training, public speaking training, sales coaching, Sales Training, Training by effectivecommunication.com.au

Monday, July 1, 2013

What Is Your Flight Plan For Business Growth - Part 3

How To Increase The Value Of Each Transaction With Your Clients

Car companies will always advertise a new car for a 'base' amount, yet how many times have you paid just the advertised price when buying a new car?

Maybe like the majority of people buying a new car you purchased a few or many extra items like air conditioning, automatic sun roof, rust protection, scratch protection, upgraded security, upgraded music system, extended warranty, financing etc... The list goes on.

Maybe when going to dinner with a budget in mind you increase the value of transaction when presented with a better wine than you first considered or when the waiter tempts you with the dreaded (but tasty) desert menu.

When the global toy company named Matel gets you to buy a Barbie Doll, the Barbie comes with only one outfit. How many parents have made additional Barbie purchases including, more clothes, car, house, the Ken Doll etc. And surprise, the Ken Doll comes with only one outfit.

Telecommunication companies offer much more than a standard phone line. They additionally offer you phones, Internet, fax, call waiting, voice mail, cable T.V, automatic callback, additional lines for computers, security systems etc.

No telecoms company holds a gun to their prospects and clients. Instead, they are typically very effective at offering 'add-ons' and 'upgrades', then people purchase these because of the better performance and results they offer.

You might be selling yourself as an employee knowing that increased salary is a by-product of your management's perception of your value to their business. Therefore, find something that no other employee across your company is doing (or doing well) and voluntary add to your current responsibilities.

Every time a person or company purchases from your business, you have an immediate opportunity to increase the value of that transaction!

Your motive must be benevolent and not self serving. This strategy is not just to add to your short term profit. Instead, this is about helping your client to gain the optimal number of benefits and outcomes from your products / services.

During the 1930's the Kraft company tried to market and sell a low priced cheese powder, but the public were not interested and sales were a failure.

One of Kraft's sales reps from North America thought 'outside the box' towards unloading his allotment of powdered cheese. His simple, yet brilliant and profitable solution was he added individual packets of cheese powder into the boxes of Kraft macaroni which were selling successfully.

The salesperson then convinced grocery retailers to sell their customers the concept of the 'Kraft Dinner'. This concept became so successful the Kraft company added this 'all in one' dinner to their product line.

How did this simple solution work in the long term? Recent research shows that more than 55% of main meals in homes across the United State of America are per-produced.

You have both the opportunity and responsibility to introduce your prospects and clients to every option that relate to the benefits and outcomes they hope for.

Introduce your prospects and clients to 'add-ons' (aka - cross selling) and 'upgrades' to help them graduate to a more sophisticated or superior option to better serve their goals with your product / service. They don't have to buy 'add-ons' or 'upgrades', yet you have an obligation to introduce and demonstrate the improved performance and outcomes.

It's as simple as incentivising your prospects and clients to trade up!!!

If you do your part well, then in addition to your client be more impressed and satisfied with the preference and outcomes the better product / service gives them, your business makes more profit!!!

Evidently there are many additional ways to increase the value of your client transactions and so, look out for our next newsletters.

Posted in Communication Training, Leadership, Presentation Training, Sales Training, Training by effectivecommunication.com.au