In business there are good times and not so good times.
If you're in one of the latter, and you'd really like some more
qualified prospects coming through the door, read on.
Alternatively, you may have lots of clients who've bought from you
once and never come back.
Either way you know you need to do something to revitalise your
business. But what?
Working with businesses in over 20 sectors, one thing has stood out
more than any other.
Businesses keep leaving money on the table!
What do I mean?
Let me illustrate with an example.
Let's say you've decided to paint a couple of rooms in your home. You
choof off to your large retail hardware supply outlet and buy some
paint. The salesperson there happily tells you how much paint you'll
probably need, tints it if necessary and processes your payment.
You enthusiastically come home, ready to get started. You've moved
the furniture out of the way and go looking for the rollers and trays,
only to find that the rollers are stiff with old paint, and you can't
find the tray or the plastic to cover the furniture.
Cursing, you think of your options and decide that going back to the
big store is too much of a waste of time, and that you'll just pop
into the (admittedly more expensive) local store to get the rollers
etc.
What's the lesson here?
The larger store where you bought the paint has lost out on some add-
on sales. And guess where the profit is?
There is an old lesson in sales. "Never stop selling until the client
says no".
In the example above, the paint salesperson didn't really serve you,
did he? He didn't ask what you needed and go out of his way to make
sure you had everything you needed to do what you wanted.
By not serving you, two things are likely to happen.
You end up frustrated. And he left money on the table. Money you'd
have been happy to spend with him, if only he'd suggested it.
Could you be doing the same thing in your business?
Rashid Kotwal is an international speaker and author who specializes in on-line and off-line strategies for direct response marketing and sales optimization. He works with sales organizations want to get more business, faster and with less wasted effort. You can find more information at
Sales & Marketing Consulting and
Get Clients Online Fast.
Copyright Rashid Kotwal.
