In my last blog post we talked about creating momentum in your business and what that means. We also looked at an example that shows how to build momentum with your recruiting and team building. Lots of people enjoyed the article, but I had a request from one of my faithful readers (thanks Daga) to show how that works in the sales side of the business. So today, here is part two.
So just for a quick review, here is one of the definitions that Webster’s Dictionary uses for momentum:
“The strength or force that allows something to continue or to grow stronger or faster as time passes.”
So how does that apply to your sales business? For me it applies two ways. The first is to get more customers and the second is to sell more to the customers that you already have.
So Let’s Take A Look At How To Build Momentum And Have Your Customers Get Customers For You.
Like everything else you need to start the process and do a lot of work ahead of time. If you are an awesome rep for your company and you provide great service it is easy to get your customers to promote you. I am not sure what the average numbers would be, but let’s say that 1 in 10 of your customers will bring you in five customers a year. So that’s 15 customers for every ten customers you get yourself.
So if you are doing the right actions and out there prospecting and adding new customers and then taking care of them, if you ask your customers for referrals or to share your materials around to get more business, THEY WILL DO IT. I can tell you it works because 25% of my customer base has come from referrals from my customers.
I have gotten phone calls from people who got my book from a friend or family member who wanted to order products. I have customers ask me to drop off a brochure to a friend because they had talked to their friend and they wanted to order. All because I let them know that I could use the business.
I rewarded them for getting me that customer and guess what? They would get me other customers because they liked how I thanked them.
Now How Do You Get Them To Buy More?
Getting your customers to buy more is actually an easy process, but it is something that few people do because they don’t want to be seen as pushy and that is ask for it.
First of all, if you have a great relationship with your customers and you provide great service to them, they will trust you to make recommendations on products that you think they will like.
Over the years I have had customers thank me for recommending products because they were thinking about trying it but wasn’t sure about it and by me telling them about it, they tried it and liked it. The ones that they didn’t like, I gave them their money back no questions asked.
The best way to build momentum in your sales is to be selling consumable products that people use and come back for again and again. So the more products you get them on the more your sales increase exponentially because they will be ordering it several times a year.
1 Customer x One $25 product x Purchased 3 Times A Year = $75 In Sales Per Year
1 Customer x Four $25 products x Purchased 3 Times A Year = $300 In Sales Per Year
1 Customer x Ten $25 product x Purchased 3 Times A Year = $750 In Sales Per Year
Here is the point. The more products you can get one customer on the less work that there is for you and the more that customer will be contacting you for their favourite products instead of you contacting them. Now just imagine what happens to your sales when you have 10, 20 or 50 customers purchasing 10 products each, three times a year. If you had 50 customers doing that you would have $37 500 in sales for the year.
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Using Technology To Streamline The Process
Now as you are doing this you will hit the point where there are two many customers and too much WORK to do to maintain them. That is where technology comes in. With today’s advanced in technology it makes it easier then ever to be able to promote your business to many people at the same time. For example:
– Create an email list with all your customers (with their permission of course) and email them reminders of when it is time to order and specials that are available. There are also some group texting apps out there where you do the same thing and send it to their phone.
– If your company has E-Brochures use them as much as possible to not only cut down on delivery times, but costs as well.
– If your company does it, have your orders shipped directly to the customers that live a little farther away saving you a lot of driving time.
– Use social media to promote your business and get customers instead of having to go out and find them. You can also use social media to promote specials you have going on and create some buzz about it.
As you gain momentum it is always better to work smarter, not harder. What is the use of all this momentum if you are burnt out and never see your family? There are ways to sell more with the same amount of work, you just have to be creative and find them.
When you combine both getting new customers and selling more to the customers that you already have you will have an awesome business where you are leveraging not only your own efforts but the efforts of others as well and that is a sweet place to be.
To Your Success,
P.S. If you find these training helpful and want to share them with others, please feel free.