Grow your Business with an Up-Sell

A few simple words could be worth hundreds of dollars in increased revenue for your business. The most famous examples of up-selling, of course, are “Want fries with that?” from McDonald’s and in the movie theater “Do you want butter on your popcorn?”. Just asking if the customer wants another item gives them a chance to say Yes and adds money to that sale. Another obvious option is the up-size — “Would you like a Large for 25 cents more?”. Nearly every type of business has the chance to offer an additional item. At the hair salon, if the customer is getting hair coloring, ask if they want their eyebrows and eyelashes colored as well. Salons already do a good job selling hair care products, but it works better if a similar item cannot be found elsewhere at a better price for comparable quality. If your car is in for maintenance, an oil change “while it’s on the hoist” is a good potential up-sell. It’s even more attractive if there is a discount from the normal price.

Continue reading

Four Core Activities for Business Growth NOW

In a New Year, we all like to revitalize our businesses and make plans for growth and improvement. This is a great time to look at how you are spending your marketing dollars and what you can do to get more revenue without increasing your budget. When I go through an opportunity analysis with a client, I look at four main areas where they can see rapid business growth: Their Unique Selling Proposition (USP) or extra value proposition. What this business does better than any competitor. Integration of the USP into all marketing and business activities. The business and all staff have to be “living” the USP in everything they do. Existing customer database. This is a huge, often-untapped resource in any small-to-medium enterprise. Alliances and partnering. This is a very powerful way to grow.   The free, no-obligation opportunity analysis is basically an asset-finding interview, where we discover the many ways that the business is leaving money on the table. Along the way, we often find other problems that can be quickly solved to increase revenue.

Continue reading

All Businesses Need FOCUS

There are many aspects to creating and running a business. The one that needs the most attention, whether in startup phase or as the company grows, is sales. Without sales, i.e., without customers buying from you, you have no business. It’s easy to get lost in the many details of getting your company set up and functioning smoothly. You need people, processes, infrastructure, stationery, a web site, marketing, fulfillment, and so on. And those things can consume a great deal of a business owner’s time. But all of that is unnecessary until you are making sales. Without sales, all of that is merely a drain on finances. Instead, focus on the customer. The acronym FOCUS — Focus On Customer Until Sold — is a good way to remember that. You must know your customer inside and out. Who are they? Why will they buy from you? Why should they choose to buy from you and not your competitors? What do you need to do to reach those potential customers? What will convince them to buy now? What do you need to give them when they buy? Once you have the customer-to-sold equation solidly in place, you have revenue as well…

Continue reading