Key Accounting Ltd.

Key Accounting Ltd. Thorns, Main Road, Eyam, Hope Valley, Derbyshire. S32 5QW.

Key Accounting Ltd


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How to Make More Sales:

Simple Stuff That Works

In the long term, a business will only succeed by offering great value for money...

But to gain some ‘Quick Wins’ in growing sales, there are three areas to focus on…

We have a great Business Development Program called Simple Stuff That Works which will help with all these aspects of making more sales, and a huge amount more besides. It uses real life examples of businesses across the UK and shows how they did it.

More Customers

How do you win & keep more customers?

Can you get referrals from existing customers?

Is your customer service so great that you never ever lose a customer?

Does your marketing literature make your products or services compellingly attractive?

Think about these questions and write your ideas down.

Spending More

Can you sell them something extra each time?  

Are you finding out exactly what your customers want?

Are you making sure they never buy anything somewhere else that they could get from you?

Are you setting your prices to maximise profit?

Think about these questions and write your ideas down.

More Often

Can you make your customers use you more frequently?

Do you keep in regular contact with your customers?

Do you offer a loyalty scheme?

How easy is it for your customers to contact you?

Can you offer ‘follow-on’s?

Think about these questions and write your ideas down.

What other ideas do you have?

Here are some examples of how to encourage customers to spend more each time:

(These ideas, and many more like them, are explored in detail in our Simple Stuff That Works program)

1. The Right Question  - ask every single customer the “right question” so that they end up getting exactly what they really need - rather that what they might have mistakenly believed they needed.

2. WOO Charts - Use of “Windows Of Opportunity” chart to make sure that every single customer knows about every single thing you sell - and as a result never buys something from somebody else that they could have bought from you.

3. Pricing High - Use the “magic formula” to get the best price on everything you sell. Remember, with sales of £100, cost of sales of £50 and overheads of £40, every 1% increase in prices increases profits by a staggering 10%. What are the equivalent figures in your business? If you’d like some helping in working this out, give us a call on 01433 630902 today.

4. Bundling - Bundle together two or more products and offer them at an advantageous price. For example: “Buy this toothbrush and get this tube of toothpaste at half price”.

5. Go large! - Offer larger quantities at an advantageous price. For example, at Burger King the question “Would you like to go large - that’s a large fries and a large drink - for just an extra 50 pence?” Encourages an enormous number of people to spend more money on every visit.

6. Value levers - Businesses that work hard to provide better benefits and improve their customers’ perceptions are able to command higher prices. So start providing sensational service, adding new benefits and managing your customers’ perceptions… and you’ll be able to charge more.

These are examples of how to encourage customers to buy from you more often:

(Again, these ideas are taken from our Simple Stuff That Works sales improvement program)

1. Persistence Pays - Research shows that patient and persistent sales people win, on average, 31 times as many sales as their impatient counterparts. So, the more systematic you are about keeping in touch with customers - in a way that they value - the more often they will buy from you.So you must have a regular customer contact program. Build relationships with your customers. Care about them. Treat them with respect. Tell them about your new products. Share ideas and tips with them. And add value to them - even when they’re not buying. You will be rewarded!

2. Offer “Follow-Ons” - These are things that follow on naturally from what customers are already buying from you. In some cases they will be consumables - i.e. a fax machine supplier can also sell fax paper. In other cases it could be a “continuity sale” - an ongoing way that you can add value. E.g. a plumber could offer an annual plumbing inspection scheme for a small annual fee (and could no doubt discover other billable work on at least half the inspection visits he makes!) Or how about selling your products under license (rather than outright) and charging ongoing royalties, or a subscription service for annual upgrades, producing a subscription newsletter, automatically delivering products on a sale or return basis, organising a user group, or running a privilege club for your best customers? These are many types of profitable follow ons. How many are you using?

3. Make it Easy - Make it so easy for customers to buy from you again that they don’t even consider going anywhere else. For example, Viking Direct put their phone number and product code on many of their stationery products so that you can order replacements even without a catalogue. And many plumbers know that by sticking their emergency phone number on your hot water boiler, they’ll be the one you call when it goes wrong. Do you make it ridiculously easy for customers to contact you at the precise time they most need your products?

4. Other People’s Products - Your customers trust you. So if you tell them about other people’s products they will probably buy them. So why not strike a series of deals to systematically tell your customers about other people’s products - in the form of glowing endorsements of course. You should be able to earn a substantial commission on every sale made.

5. Targeted Pricing - Offer special deals to encourage people to buy more often. Frequent flyer discounts are one way. Another is to identify customers who haven’t bought for a while, then make a special offer only to them.

All these ideas come from our popular Business Development program called Simple Stuff That Works

To learn more about how to supercharge your sales, profits and prospects you can currently try Module 1: Your Business Potential - for free. Call us on 01433 630902 to get your free disc. Its easy to use.

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