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Profitable, sustainable Sales Revenue has NEVER been more important to most companies than it is RIGHT NOW.
Creating sales revenue is a responsibility shared by Sales and Customer Service.
Here are 10 Proven Successful Ways to Increase Sales Revenue NOW:
1. Make ONE more Sales, Prospect or Customer Service Call each day. Just ONE multiplied by everyone in Sales and Service makes a HUGE Difference. Commit to it!
2. ASK for referrals. No Sales or Customer Service call – not even a sales prospect call should end without a request for a Referral … to another company, division, department or contact. Who else could benefit from your service?
3. What else can we be doing for existing Customers? We all know existing customers are the BEST sources of increased revenue. Are you finding reasons to talk with them? Are you in front of them? Are you probing?
4. Opportunity Analysis. Conduct an Opportunity Analysis for each and every account. THINK about what else we could be doing for the customer, how you will position the services and who you will contact to pursue each business opportunity. Create a plan and ACT on it.
5. Up-sell/Cross-Sell are the "Blocking and Tackling" of the Sales and Customer Service business. How can you expand an existing business relationship? What services are NOT sold to an existing customer? What can you do to add value to an account? Pros practice the basics and know they make the positive difference. Question: is you product knowledge up to the test?
6. Face to Face. Nothing replaces Face to Face contact with Customers and Prospects. Get out there and meet with customers, look then in the eye and ask for the order … NOW.
7. Listen. Customer love to talk -- about THEIR businesses -- not YOURS. And in talking they can provide valuable Selling Cues. The more we listen, the more we learn. And the better our chances of matching OUR services to THEIR needs.
8. Sell AHEAD. Customers plan purchases weeks and months in advance. Are you ahead of the game in selling? Do you know what's coming up and when? Have you found a way to add value? Can you win a commitment for future projects? Build your project pipeline with customers NOW.
9. "I didn't know you did that!" Have you ever heard that? Customers can't buy what they don't know about and unfortunately it's not their job to listen … or remember. REPEAT yourself! Remind customers of services or enhancements they are not currently using.
10. Inform/Announce/Excite! Progressive companies are on the move with exciting new developments, equipment, products and services. Are you feeding the good news to your customers, planting the seeds NOW for future sales?
And one to GROW on:
11. Package/Bundle/Create the Solutions your Customers and Prospects need. "Off the shelf" has its place, but Solution Selling is one key to Increased Revenue NOW and Customer Retention in the future.
PLUS a Formula for SUCCESS:
Use this formula TODAY: Activity + Energy + Enthusiasm + Action = Success.
And a BONUS Proverb:
There are four things that you cannot recover from in life:
1. The Stone..........after it's been thrown.
2. The Word..........after it's been spoken.
3. The Occasion.....after it's been missed.
4. The Time............after it's gone.
The Occasion is right and the Time is now … to DELIGHT CUSTOMERS!
