1) 10 before 10 – makes 10 calls before 10am each day as this is when people become “unavailable” due to meetings etc. You’ll be amazed how many people you manage to get hold of and how positive a response you’ll get.
2) Categorise your clients – number them 1 – 4 where 1 is yours most valuable client for whom you would bend over backwards and give the most favourable rates to (as they always come back). 4 are the most difficult customers, who nit-pick at every opportunity. As category 4 they get the highest mark-ups on their quotes (a ‘hassle premium’) … but, if they are happy with your products and services they will still place the orders!
3) Challenge the brief – find out what the customer wants the product for. You may be able to suggest a (dearer) alternative but the customer will appreciate the advice and will be more than likely to return in future. They’ll see you a more of a consultant than a salesperson.
4) Guarantees – give good, solid guarantees. John Lewis are the best at doing this and, as a result, their sales are up 18% while everyone else is pleading poverty. Guarantees reassure customers and make them more inclined to buy from you.
5) Branding – always try to personalise the product/service on a proposal where possible. If the customer can see how good the item is going to look they’re far more likely to be impressed and accept your quote.
6) Don’t drop your margins!! The problem with doing this is you spend months or even years trying to get them back up for that repeat order. Try alternatives such as offering 10% extra stock / speed up the turnaround time at no extra cost / 3 for the price of 2 etc
7) Create urgency – state that your prices are only valid for a certain length of time and use words such as “buy now, save money” etc
ASK for referrals – e.g. If someone has placed an order for a specific product or service then ask them do they know of anyone else on the lookout for the same items. Chances are they will, and they’ll give you their details.
9) Useful downloads – Provide links to useful information (eg. In pdf form) on your website, for example, “How to be successful at an exhibition”. Give clients access by them leaving their contact, then send them the file saying “Here you go, hope it’s useful” and leave them to it. Follow up a week later and. If your advice has been well received, you’re well on the way to building trust and gaining a new customer.
10) Reward loyalty – Offer an incentive for repeat business, perhaps a rebate system linked to volume or a ‘special’ prize (foreign holiday/meal for two) to clients who hit a sales target.
Contact Signum on 01437 781333 or email firstname.lastname@example.org