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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