Are You Letting Sales Slip Away?
Are You Letting Sales Slip Away?
Why not use a smarter strategy? Cultivate relationships with your current client base. Make keeping in touch with your current clients a priority rather than always trying to only increase the number of clients. By doing this you have a better chance of seeing your profit margin increase.
It Can Be Simple
What often surprises people is how simple this can be. The challenge for many people seems to be staying with a system. It’s as simple as saying thank you, keeping in touch, calling to confirm appointments, keeping your name in front of the customer and providing service beyond their expectations. Additionally, your bottom line will be healthier if there is a system in place that allows for confirmation of appointments.
When someone initially contacts your company, send some type of a follow up regardless of whether or not they make a purchase. This can be done through phone calls, email or standard mailings. Since email is becoming so commonplace, you may want to consider sending an actual letter or card.
Here are a few recommendations that can be an effective part of any business system. These suggestions will help build a consistent flow of business throughout the year.
Utilize Time Wisely
If, and when, you experience a slow period in your day, utilize the time to call clients/customers in your database. Recently I stopped into a pet store located in the Salt Lake valley. The groomer was frustrated because several people had made appointments for that day and failed to show up. Her clients probably don’t realize if they don’t show she doesn’t make money. The groomer got more discouraged as the day progressed. I asked if there was a system in place to assure a higher rate of clients keeping their appointment. As I suspected, there wasn’t. My suggestions were as follows:
Deposits Reduce No Shows
Require a 25 - 50% deposit when an appointment is set. No shows forfeit the deposit. It will only take once before people realize they need to be certain when setting the appointment. A simple explanation to someone who doesn’t want to put a deposit down should take care of the situation. Consider this - if someone refuses to give a deposit are they going to be a good pay when they get the full amount to pay? You may want to consider carefully before you do business with them.
Be Sure to Thank People
After the appointment, send a thank you card to the pet in c/o the owner. This is not a common practice, so the groomer will be seen as someone who cares about the customer’s pet rather than someone who simply provides a grooming service. By sending the card to the pet you add humor that makes the groomer stand out and the owner may show the card to his or her friends because it is so unique.
Avoid Wasting Down Time
When time allows, pull out past and current client lists. Make as many calls as possible. Use dialogue such as, “Hi Mary, I notice that Max is due for a grooming. We tend to get very busy this time of year and I want to make sure you are able to get an appointment. Let’s go ahead and book you for one right now? Great, let me go ahead and get your credit card number so we can take care of your deposit on that. Thanks and see you on _____.”
Quick Reminder Call
Each day, spend a few minutes going through appointments that have been made for the following few days. Make a quick call to remind people of their pet’s appointment. You will be amazed at how this will reduce the no shows.
These communication techniques can work for you, regardless of your business. Think of how you can apply these simple tools to your business.
In these changing times, it is up to you to be as flexible and creative as possible. Take advantage of every opportunity to keep in touch with your customers and clients. You will be amazed at the bottom line results.
Are You Letting Sales Slip Away - To learn more about this author, visit Kathleen Gage's Website.
Like this article? Share it with your friends
As might be expected, this is the time of year many companies set goals and outcomes for the coming year. Most likely these goals include increasing the client base and revenues while increasing profit margins. The sad truth is these are probably the same goals that are set every year and the strategies for achieving the outcomes are probably the same also.
Why not use a smarter strategy? Cultivate relationships with your current client base. Make keeping in touch with your current clients a priority rather than always trying to only increase the number of clients. By doing this you have a better chance of seeing your profit margin increase.
It Can Be Simple
What often surprises people is how simple this can be. The challenge for many people seems to be staying with a system. It’s as simple as saying thank you, keeping in touch, calling to confirm appointments, keeping your name in front of the customer and providing service beyond their expectations. Additionally, your bottom line will be healthier if there is a system in place that allows for confirmation of appointments.
When someone initially contacts your company, send some type of a follow up regardless of whether or not they make a purchase. This can be done through phone calls, email or standard mailings. Since email is becoming so commonplace, you may want to consider sending an actual letter or card.
Here are a few recommendations that can be an effective part of any business system. These suggestions will help build a consistent flow of business throughout the year.
Utilize Time Wisely
If, and when, you experience a slow period in your day, utilize the time to call clients/customers in your database. Recently I stopped into a pet store located in the Salt Lake valley. The groomer was frustrated because several people had made appointments for that day and failed to show up. Her clients probably don’t realize if they don’t show she doesn’t make money. The groomer got more discouraged as the day progressed. I asked if there was a system in place to assure a higher rate of clients keeping their appointment. As I suspected, there wasn’t. My suggestions were as follows:
Deposits Reduce No Shows
Require a 25 - 50% deposit when an appointment is set. No shows forfeit the deposit. It will only take once before people realize they need to be certain when setting the appointment. A simple explanation to someone who doesn’t want to put a deposit down should take care of the situation. Consider this - if someone refuses to give a deposit are they going to be a good pay when they get the full amount to pay? You may want to consider carefully before you do business with them.
Be Sure to Thank People
After the appointment, send a thank you card to the pet in c/o the owner. This is not a common practice, so the groomer will be seen as someone who cares about the customer’s pet rather than someone who simply provides a grooming service. By sending the card to the pet you add humor that makes the groomer stand out and the owner may show the card to his or her friends because it is so unique.
Avoid Wasting Down Time
When time allows, pull out past and current client lists. Make as many calls as possible. Use dialogue such as, “Hi Mary, I notice that Max is due for a grooming. We tend to get very busy this time of year and I want to make sure you are able to get an appointment. Let’s go ahead and book you for one right now? Great, let me go ahead and get your credit card number so we can take care of your deposit on that. Thanks and see you on _____.”
Quick Reminder Call
Each day, spend a few minutes going through appointments that have been made for the following few days. Make a quick call to remind people of their pet’s appointment. You will be amazed at how this will reduce the no shows.
These communication techniques can work for you, regardless of your business. Think of how you can apply these simple tools to your business.
In these changing times, it is up to you to be as flexible and creative as possible. Take advantage of every opportunity to keep in touch with your customers and clients. You will be amazed at the bottom line results.
Are You Letting Sales Slip Away - To learn more about this author, visit Kathleen Gage's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Kathleen's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
Referred by: http://www.sandcconsulting.com
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Different QuickBooks Versions Elevating Your Business Making It Happen Eneterprise Readiness Making Networking Work |
|
 | ||
 |
More PR Resources
Press Release Builder | |
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
