Power Points to Build Your Direct Sales Team and Business
Your Ultimate Marketing Plan: Four Key Areas
There are several strategies you can use to grow your business, but they all fall under four general categories:
Attract new customers. Increase the average sales amount from each sale. Entice your customers buy from you more often. Keep your customers for life.
The first and last are obvious for reporting in your marketing efforts. But the two in the center are just as important in the overall growth and profitability of your business. If a small business is receiving a significant potion of its new business from referrals, they are probably not spending enough time attracting new customers from the marketplace.
But referrals are the best kind of customers, you say. Yes, they are great, but if you spend the majority of your time and money trying to get them you may be neglecting a whole group of new customers that are waiting to buy from you. Also, if a small business spends all its time marketing to new customers and ignoring existing customers, you may be missing out on a lot of ripe fruit. As I mentioned, there are many ways to leverage your marketing efforts in these four categories. Here are just a few ways to improve each of your areas of growth:
Attract more new customers
Select a niche market that you can easily contact and dominate it.
Develop a CONSISTENT marketing strategy that compels your prospects to
contact you to learn more about how you can help them.
Establish an active referral program.
Increase the average sales amount
Upsell your customers
Suggest add-on items and services that complement your customers purchase.
Sell in sets at a savings from separate item prices.
Make your customers buy from you more often Establish CONSISTENT communications that present enticing, reactive offers. Follow up with your customers after the sale (what a concept!) Answer questions and suggest other product that may help them. Track your customers usage and buying patterns to suggest purchases right before they actually need them (this also helps keep the competition away).
Hold on to your customers for life Deliver STELLAR customer service by going the extra mile. Give your customers the opportunity to go on record by giving you testimonials about your great customer service. Survey your customers from time to time to gauge their level of satisfaction.
How do the top direct sellers get where they are? They build a strong team!
If you are interested in recruiting, you sometimes need to recruit beyond the obvious. In addition to money, career, etc., many are driven by an emotional need. The following are a few terms to use to pepper your recruiting conversations.
"Imagine the feeling of this:" (Name a Benefit...)
"Imagine the feeling of complete freedom to do what you want and live where you want?"
"Imagine the feeling of being in a position to have the resources to help a friend or family member in need. How would that feel?"
"Imagine the feeling of accomplishing your goals and having the power to help others accomplish theirs? How would that help you?"
These ideas may help spark you to look at your business practices a bit differently. Give them a try and see how they can help you develop not only your sales, but your team and downline as well.
Learn more about how to develop your direct sales business with our Direct Sales Power Series at www.isellmoretoday.com
K. Moehr, president of Moehr and Associates, a specialty marketing and publishing firm.
Need Leads? Get booked solid! Triple your direct sales, leads and recruits. Visit: http://www.isellmoretoday.com
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