Seminar 2 The Secrets To Selling More Presentation


Published on

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Seminar 2 The Secrets To Selling More Presentation

  1. 1. The Secrets to Selling More Killer Techniques to Selling, Under-selling, Up-Selling & Cross Selling Small Business Marketing Centre’s Chris Jenkins
  2. 2. Chris Jenkins (Me)
  3. 3. Learning Objectives <ul><li>How To Turn Enquiries into Sales? </li></ul><ul><li>How To Maximise Your Return From Existing Customers? </li></ul>
  4. 4. Leads are coming in….
  5. 5. Need But Don’t Want No Trust No Money To Spend On You No Hurry
  6. 6. Salesman?
  7. 7. Example Attractive Man Example Attractive Woman DATING
  8. 8. Homeowners Advice Centre Automated Follow Up Our marketing drives people to our website: 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. 9. Auto Follow Up Works… <ul><li>“ I’ve read your pack, I’d like to go ahead” </li></ul><ul><li>“ Thanks for the email, it reminded me I wanted to talk to you….” </li></ul><ul><li>18 Months From Enquiry to Sale! </li></ul>
  10. 10. <ul><li>ABC Accountants – Free Guide Ideas </li></ul><ul><li>10 Questions to Ask a Potential New Accountant </li></ul><ul><li>21 Common Book Keeping Mistakes </li></ul><ul><li>10 Ways To Avoid Being Audited By HMRC </li></ul><ul><li>24 Ways to Reduce Your Accountancy Bills </li></ul><ul><li>50 Ways to Shave 1000’s of Your Tax Bill </li></ul><ul><li>10 Things to Do When Switching Accountants </li></ul>
  11. 11. $19 a month up to 500 Subscribers
  12. 12. <ul><li>September </li></ul><ul><li>October </li></ul><ul><li>November </li></ul><ul><li>December </li></ul><ul><li>January </li></ul><ul><li>February </li></ul><ul><li>March </li></ul><ul><li>April </li></ul><ul><li>May </li></ul>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!
  14. 16. Product or Service (£150) Premium Product or Service (£175) Platinum Product or Service (£300)
  15. 17. PRODUCT Larger Product Stronger Product Increased Guarantee Smaller Product Educate People How to Use It
  16. 18. ? Questions
  17. 19. Customer Referrals <ul><li>Don’t Just Ask………. </li></ul><ul><li>Systematise and Automate! </li></ul>
  18. 20. To Get Referrals….. <ul><li>Great Product or Service </li></ul><ul><li>Incentive to Refer </li></ul>
  19. 22. <ul><li>CRM Hierarchy </li></ul><ul><li>SalesForce + InfusionSoft </li></ul><ul><li> ACT (Sage) + Goldmine </li></ul><ul><li> Client Stream (us) + Aweber </li></ul>
  20. 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?
  21. 24. £250,000 from one customer!
  22. 25. ? Questions
  23. 26. Cross Selling
  24. 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?
  25. 30. Cross Sell Examples: <ul><li>Shoe Shop </li></ul><ul><li>Polish </li></ul><ul><li>Cloths </li></ul><ul><li>Dubbin </li></ul><ul><li>Shoe Horn </li></ul><ul><li>Laces </li></ul><ul><li>Buffers </li></ul>Yoga Teacher Mats CD’s DVD’s Books Yoga Clothing Pod-Casts
  26. 31. Host Beneficiary <ul><li>Find Another Company </li></ul><ul><li>Both Create an Offer </li></ul><ul><li>Promote the Offer to Each Others Customers </li></ul>
  27. 32. Host Beneficiary Example: <ul><li>Gordon’s Garage + Tim’s Tyres </li></ul><ul><li>Half Price Service 4 for 3 Tyres </li></ul><ul><li>Letter to their own customers promoting the other companies offer </li></ul>
  28. 33. Host Beneficiary Example 2: <ul><li>Andy’s Accountants + Steve’s Solicitors </li></ul><ul><li>2-4-1 Price Book 2-4-1 Will Writing </li></ul><ul><li>Keeping Course </li></ul><ul><li>Letter to their own customers promoting the other companies offer </li></ul>
  29. 34. &quot;You are permitted in time of grave danger to walk with the devil until you have crossed the bridge.&quot; Bulgarian Proverb A Crazy Strategy?
  30. 35. ? Questions