STRATEGIES TO REACH NEW CUSTOMERS, INCREASE & …



STRATEGIES TO REACH NEW CUSTOMERS, INCREASE & CONSOLIDATE BUSINESS

1a GAINING PROSPECTS | |1b INCREASING CONVERSION RATE | |2a EXISTING CUSTOMERS: FLOW ON BUSINESS | |2b RETENSION RATE INCREASE EC’s | |3a INCREASING SALES FREQUENCY | |3b INCREASING SALES VALUE | |Direct calling / telemarketing

1. Mail outs / letter box drops

2. Clever Coupons

3. Local TV & regional advertising

4. Taxi signage side & rear

5. Bus and Truck sides & rear

6. Motorway and bridge signs

7. Blimp, balloon, inflated man

8. Identalights Street Corners

9. Sponsored events

10. Brown Tourist Signs

11. Bus Shelter Signs

12. Sample/Show Bags

13. Association Meetings

14. Association Magazines

15. Business cards/ Brochures

16. Spotters Fee

17. CD or DVD

18. Tenders

19. Yellow Pages

20. Business - Business Directory

21. Product packaging

22. In Store promotions

23. Trial of Product /Service

24. Quotes

25. Markets and stalls

26. Home shows / exhibitions

27. Clothing / hats / footwear

28. Car stickers / pens & promo materials

29. Networking BBQ / dinners

30. Emails / websites

31. Local Newspaper

32. State Newspaper

33. National Newspaper

34. Magazines

35. Newspaper/Magazine insert

36. Word of Mouth/ Referral

37. Television

38. Radio

39. Voucher Books

40. Shop a Docket

41. Publicity / Media Release

42. Front of Business Sign

43. Buy a Database

44. Survey

45. Car Signage

46. Competitions

47. Web Site | |Quarterly strengths & weaknesses assessments

1. Best medium analysis

2. Specific target groups / markets

3. Specific target products

4. Presentation overhaul

5. Material upgrades

6. Follow up, Follow up, Follow up

7. Service

8. Quality

9. Ongoing personal contact

10. Sell yourself

11. Sell Your Company

12. Sell your Service/product

13. Have a niche market

14. Win Awards

15. Guarantee / Warranty

16. Proposal

17. Sell benefits as well as features.

18. Tenders

19. Quotes

20. Efficient Delivery Systems

21. Competent well trained People

22. Create a personal bond

23. User friendly policies and Procedures

24. Customer information Database

25. Comprehensive Feedback Systems

26. Continuous Improvement System

27. Great Moments of Truth

28. Create Emotional Deposits

29. Build Trust

30. Educate Your Customer

31. Use all 5 Senses

32. Train your staff

33. Great Features

34. WOW Them

35. Sell on Emotion

36. Unique Selling Proposition

37. Don’t take ‘no’ for an answer, just ‘how can we help you to..’

1 Reflect success, talk success

2 Moment of truth | |Networking

1. Special skills coaching

2. Personality profiles

3. Regular newsletters

4. Before & After profiling

5. Quarterly ‘field checks / surveys’

6. Closed invitation special status (family events, restaurants, events)

7. Sponsor

8. Priority place / time advertising

9. Access sports teams / personalities / venues

10. Holiday / airline discount vouchers

11. ‘Best Business’ dinner & certificates

12. Selected blue chip customer base access

13. Members club

14. Government information / requirement service

15. Create a personal bond

16. Don’t take ‘no’ for an answer, just ‘how can we help you to..’

17. Reflect success, talk success

18. Client focus Group

19. Develop and source OS niche market products

20. Introduce the customer to new services/Products

21. Stay in regular contact

22. B/day Christmas cards

23. Client contact System

| |High Customer service support & development

1. Credit service support & development

2. Create a personal bond/ friendship

3. Attention to detail

4. Innovation workshops

5. Passion weekend / sporting event wine & Dine

6. Specific job research facility

7. Members only Data bank

8. Field trips / OS delegates & tours

9. Follow up, Follow up, Follow up

10. Holiday / airline discounts v

11. Selected Silver & Gold card membership and benefits

12. Gold customer service

13. Ask them to repurchase

14. Going the extra mile

15. Special exclusive offer

16. Efficient Delivery Systems

17. Competent well trained People

18. User friendly policies and Procedures

19. Customer info. Database

20. Feedback Systems

21. Continuous Improvement Systems

22. Great Moments of Truth

23. Cerate Emotional Deposits

24. Build Trust

25. Use all 5 Senses

26. Customer Loyalty Ladder

27. Great after sale Service

28. Customer Hot Line

29. Visit customers

30. Study Complaints and compliments

31. High Values /Integrity etc.

32. Client contact System

33. Provide great value

34. Educate Your Customer

35. Customer Reminder System

36. Get great results for clients

| |Sales barometer every contact point

1. Daily computer readout data software development and access

2. Website membership & access

3. Sales, ordering, customer support website access

4. Reality check help-line

5. Customer analysis: good / undesirable

6. Three level target incentive

7. Service & follow up

8. Target market identifiers research & data base access

9. High or low volume sales areas identifiers

10. Low volume sales elimination processes

11. Source offshore suppliers / manufacturers

12. Create agency for Member access to data base of OS contacts

13. Create a niche market

14. Use Coffee shops, not the coffee room

15. Don’t aim for the target, aim for the bullseye

16. Buy ‘top end’ leads

17. Wow the Client

18. Develop referral network / paid & reciprocal

19. Loyality Program

20. Vist customer frequently

21. Trial new model

22. Customer Reminder System

23. Increase product range

24. Frequency bonuses

| |Two for one / multiple offers

1. Lower import / manufacturers costs

2. Bonuses ex- third party origin / suppliers

3. Experts advice / predictions / calculations

4. Reduce overhead marginally

5. Increase markup marginally

6. Source new suppliers / manufacturers constantly

7. Compare prices always

8. Negotiate, negotiate, negotiate

9. Command quality, deliver quality

10. Don’t accept being the best; be KNOWN as the best

11. Know what items can carry high markup

12. Identify dead lines / services

13. Create or source a budget freight network

14. Volume/Value bonuses

15. Sell accompanying Products

16. Use “Would you like… with that?”

17. Sell others services

18. New and Exciting Products and Services

19. Others sell your service

20. Train Your Staff in Selling

21. Educate your Customer

22. Use OS holidays to find cheaper & better alternatives

| |* NEW CUSTOMERS PLUS EXISTING CUSTOMERS = “CUSTOMER BASE” © Global Training Institute 2005

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