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### Recommended …..

by Fran Piggott

There truly is an easy solution to a seemingly huge, complicated, income-increasing problem. You don’t have to be a ‘rocket scientist’ to figure this out. It’s really very simple …

1. Increase the number of your clients
2. Increase the average size of the sale per client

## How To Easily Triple Your Number Of Clients Within 9 Months!

by Fran Piggott

Jay Abraham used an unusual approach to increasing clients for one of his consultancy clients …

One particular client paid its sales staff 10% of the profit. So, if the company made a \$1,000 profit on a sale, the sales person would receive \$100 and the company would get \$900.

1. What the average new client was worth to them in dollars each time they bought
2. How many times that client will buy from them each year
3. How many years the average client will be with them

It turned out the first sale, on average, resulted in about a \$200 profit for the company. Of that \$20 went to the sales person and \$180 to the company. On average, the client bought 5 times a year for 3 years. So Basically, each time that company got a new client, they were receiving \$3,000 in cumulative profits.

Jay’s solution … Instead of giving the sales staff 10% of the profit for a new, first-time client, he recommended to give them 100% of the profit on the first sale.

Naturally, the company’s management thought he was insane!

But, he went on to explain that by giving the sales staff 100% of the profit on each FIRST sale, they’d be ten times more motivated to sell to NEW clients.

Naturally, to make sure that the sales staff continued to give excellent after-sales service to their clients, you’d continue to give them a percentage of the profit (eg 10%) on follow-up sales.

The company went ahead and implemented this plan … and sales tripled in 9 months!

Source: Extract from Jay Abraham’s best seller … Getting Everything You Can Out Of All You’ve Got

I’d love to have your input and questions … as I’m sure many others would, so let’s have your comments below.

QUOTE OF THE DAY …

“Identify the “fatal flaw” in your sales team’s performance; what is holding them back?
.”

## Solving A Problem Guarantees A Sale

by Fran Piggott

Word of mouth or a referral is a powerful way to grow your sales. This not only comes from satisfied customers but also because you’re considered an expert in your field.

Achieving this status comes down to how you solve your customers’ problems. You must understand and appreciate exactly what your customers need when they do business with you – even if they are not sure themselves! Once you know what your customer is ultimately wanting to accomplish, you lead him or her to the best solution to reach this outcome. In this way you become their trusted adviser and gain the recognition of an expert in your field.

For example, a man who goes into a hardware store to buy a power drill doesn’t really need a drill – he needs holes! He may think he needs a drill but here’s where you find out what he needs to drill holes for. Once you’ve established this outcome, it’s your responsibility to guide him in the best way to provide a solution for him ….. which may be better solved by not drilling holes! You have just become his trusted adviser and friend.

The value you provide to your customers and everyone you deal with, can be more rewarding than you ever realized. In this way, your customers keep coming back for more of your advice ….. and of course, buying more of your products.

I’d love to have your input and questions … as I’m sure many others would, so let’s have your comments below.

QUOTE OF THE DAY …

## How To Increase The Size Of The Sale Per Client

by Fran Piggott

There are 2 ways to increase the size of the sale per client … either by

1. Up-selling; or
2. Cross-selling

Up-selling is when you sell the same product but increase the size or its value. For example, you may pack the product in larger volumes or change the shape of the container. How often have you seen the shape of your favorite beer can or soft drink can change? … from a solid top to a rounded top – what happens to the volume that used to fill the solid portion? How often has your favorite washing powder changed from 250 grams to 300 grams … or 1kg to 1.5kg or more?

You could even manipulate the amount of product used. For instance, the 2 famouse examples are …

1. Baby powder – research was done to see how many times a ‘mom’ shook the baby powder cannister when changing a nappy or bathing her baby. Did it make any difference if the holes were made bigger … guess what … no it didn’t! She still shook the baby powder the same way and the baby powder manufacturers made larger profits!
2. Toothpaste – most users squeeze toothpaste across the top of the bristles of their toothbrush. Research was done to see if there’d be any difference in the amount the user would use by having a larger hole on the toothpaste tube … guess what … no it didn’t!

In most cases, you can guarantee that users don’t change their habits! Any sales person will tell you that ‘resistance to change’ is the biggest objection they face in closing a sale.

This is all about ‘clever’ marketing. How you package your product is very important and can make a substantial difference to improving your bottom line by increasing the size of the sale to your client.

Naturally, there’s always reasons to increase your value (price or cost) of your product or service … increase in fuel prices, increase in raw materials prices, etc. As long as your clients still feel they are ‘getting value for money’, they’ll keep buying your product or service.

Cross-selling is when you sell a complementary product to your main product. For example, have you ever paid just the advertised price for something? … or do you buy a few extra items. For instance, if you buy a car … do you include a radio, air-conditioning, security system, sunroof, warranty package or financing?

These ‘accessories’ are a great way to increase the size of the sale to your client. For greatest effect, you need to introduce the ‘extras’ at the stage when the buyer is actually buying. This is when the buyer is in the ‘buying mood’ or ‘buying zone’.

Other complementary products would include …

Nappies with baby powder
Toothbrushes with toothpaste
Fertilizer with a lawnmower
Frequent-flyer miles with air tickets

… and here’s a ‘cheeky’ one … a small cookbook filled with hot and spicy recipes from a Pharmaceutical company that manufactures anti-acid tablets!

… the list is endless! But it’s very important to keep cross-selling to items RELATED to the main purchase.

Whatever your choice is in increasing the size of the sale to your client, your strategy must be well-thought-through with the goal being based on generating more income for your bottom line.

I’d love to have your input and questions … as I’m sure many others would, so let’s have your comments below.

QUOTE OF THE DAY …