In our last post that we made
concerning How To Grow Any Business, we focused on increasing the number of
transactions our customers do with us. In this post of How To Grow Any Business
we are going to continue our focus on:
How To Increase The
Number Of Transactions Our Customers Do With Us.
However, in this post we are
going to give real, actual case study information on what took place. It’s easy
to say things should work out a certain way but it is another story to actually
have done it.
We know that we have stated this
many times in the past but we are going to state it again; only take advice
from those that have actually done what they are suggesting that you do.
Here
are some of our real life examples:
-We
were working with a company that was doing about $10,000 per month in business with a very large company. When we went over
some things we found they were missing out
on a lot of what they could get by just asking a few questions.
We
went over the questions with the large company and showed them where we could help them. We did a small test and they were
happy with the results which led them to go from
doing $10,000 per month to over $1 Million per month in 90 days!
How
did we do it? We asked them what issues they were having and if we could solve the issues would they give us the business?
They said yes and we followed through and won.
-In
another instance we were told by a company we were working with that they were having a hard time winning business from a
particular military base. We went with them to
the base and found
How
about some specifics?
-In
the first example above, we found out the problems the large company was
having. They had issues with shipping
and receiving, placing orders, getting their concerns resolved, etc. All things that were easy to solve if someone just
asked them. Once we went through their
issues and came up with a way to solve them – we won the business.
-In
the second example above, the military base was having an issue with people
listening to them. They wanted
someone to take away their pain and for this they would give them between $10 Million and $12 Million in
business right away, but no one was listening - until we showed up! We heard them loud and clear. Our client
company was letting their reps
dictate to the customer what they were willing to sell and what they weren't.
We had to help change their
mindset as to who this was about. Remember this – it is ALWAYS about the customer.
Once
we re-established the right perspective, we had over $10 Million in business
within less than five (5) days with more
orders to come and everyone was happy.
Listen, Listen,
Listen!
Make sure that you always listen
to the customer. Not only should you be listening to what they are saying but
listen to what they aren't saying as well and you will be well equipped to
quickly turn your situation around.
In order to increase the
frequency that your customers buy from you, come up with a back-end business.
Most people are focused on the first sale but you should always be thinking
about what else you can offer.
What about running special
closed-door sales, only for certain customers. You can offer pricing
inducements for frequent buys, monthly service contracts, auto-ship programs,
seasonal sales, freebies for a certain amount of buys they make per month, and
the list goes on.
There are so many offerings you
can make. Take some time and make a list from your customer’s perspective. Ask
yourself, if I were in their shoes what would I need, when would I need it and
so on. Base everything you do on making the life of your customer easier, more
rewarding, more fulfilling, more meaningful and they will beat your door down
with more business than you could ever hope to come up with through a sales
effort alone.
In our next post we will discuss
how to increase the average size of your customer’s transactions. Until then,
we wish you all success!
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