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  • 1. The Secrets to Selling More Killer Techniques to Selling, Under-selling, Up-Selling & Cross Selling Small Business Marketing Centre’s Chris Jenkins
  • 2. Chris Jenkins (Me)
  • 3. Learning Objectives
    • How To Turn Enquiries into Sales?
    • How To Maximise Your Return From Existing Customers?
  • 4. Leads are coming in….
  • 5. Need But Don’t Want No Trust No Money To Spend On You No Hurry
  • 6. Salesman?
  • 7. Example Attractive Man Example Attractive Woman DATING
  • 8. Homeowners Advice Centre Automated Follow Up Our marketing drives people to our website: www.HomeownersAdviceCentre.com Enquirers downloaded a Free Information Pack by Entering Their Name and Email Address They Receive and Automatic Email Asking Them: Did you find all the information you were looking for? Follow Up Emails: “Watchdog Article”, Offer of an “Online “Advice Session”, “Has someone come back to you?”
  • 9. Auto Follow Up Works…
    • “ I’ve read your pack, I’d like to go ahead”
    • “ Thanks for the email, it reminded me I wanted to talk to you….”
    • 18 Months From Enquiry to Sale!
  • 10.
    • ABC Accountants – Free Guide Ideas
    • 10 Questions to Ask a Potential New Accountant
    • 21 Common Book Keeping Mistakes
    • 10 Ways To Avoid Being Audited By HMRC
    • 24 Ways to Reduce Your Accountancy Bills
    • 50 Ways to Shave 1000’s of Your Tax Bill
    • 10 Things to Do When Switching Accountants
  • 11. www.aweber.com $19 a month up to 500 Subscribers
  • 12.
    • September
    • October
    • November
    • December
    • January
    • February
    • March
    • April
    • May
    June July August September October November December January February
  • 13.  
  • 14. “ Do you want to make that meal large for only 30p?” Is it worth the “Hassle” to Up sell? 2500 restaurants in the UK Serving Approximatley 300 Meals a Day 200 People Choose To “Go Large” £150,000 per Day on Up Selling!
  • 15.  
  • 16. Product or Service (£150) Premium Product or Service (£175) Platinum Product or Service (£300)
  • 17. PRODUCT Larger Product Stronger Product Increased Guarantee Smaller Product Educate People How to Use It
  • 18. ? Questions
  • 19. Customer Referrals
    • Don’t Just Ask……….
    • Systematise and Automate!
  • 20. To Get Referrals…..
    • Great Product or Service
    • Incentive to Refer
  • 21.  
  • 22.
    • CRM Hierarchy
    • SalesForce + InfusionSoft
    • ACT (Sage) + Goldmine
    • Client Stream (us) + Aweber
  • 23. Check Customer is Happy Share Your Business Growth Plans (No Cheese) Update and Follow Through Thank you! What kind of referrals you want? What will you give for them?
  • 24. £250,000 from one customer!
  • 25. ? Questions
  • 26. Cross Selling
  • 27.  
  • 28.  
  • 29. 40 Minutes Sale = £100 (Every Minute you spend with customers is worth £2.50) 30 seconds Sale = £2 (Every Minute you spend with them is worth £4) Why It is Worth Cross Selling Even a Low Priced Product?
  • 30. Cross Sell Examples:
    • Shoe Shop
    • Polish
    • Cloths
    • Dubbin
    • Shoe Horn
    • Laces
    • Buffers
    Yoga Teacher Mats CD’s DVD’s Books Yoga Clothing Pod-Casts
  • 31. Host Beneficiary
    • Find Another Company
    • Both Create an Offer
    • Promote the Offer to Each Others Customers
  • 32. Host Beneficiary Example:
    • Gordon’s Garage + Tim’s Tyres
    • Half Price Service 4 for 3 Tyres
    • Letter to their own customers promoting the other companies offer
  • 33. Host Beneficiary Example 2:
    • Andy’s Accountants + Steve’s Solicitors
    • 2-4-1 Price Book 2-4-1 Will Writing
    • Keeping Course
    • Letter to their own customers promoting the other companies offer
  • 34. "You are permitted in time of grave danger to walk with the devil until you have crossed the bridge." Bulgarian Proverb A Crazy Strategy?
  • 35. ? Questions