Month: August 2017

The Right Marketing Reflexes To Increase Your Sales!

Here are  Good Marketing Reflexes Needed To Increase Your Sales!

These ideas are inspired by the books “Marketing for Dummies” and “Marketing kit for dummies” written by Alex Hiam .

I highly recommend reading these two books which are really a source of good ideas, even if you have been marketing for years. Indeed, these 2 books are really rich in good advice to increase your sales and retain your customers.

Rather than just reviewing these books, I will summarize the documents available for free download at www.insightsformarketing.com.

1- Never lose an opportunity to talk about your business!
Take advantage of all the opportunities (meals with friends, during your travels …), without drilling everyone with your stories of work, but telling funny anecdotes and preparing a  speech to present your company very quickly presentation of your company in 30 seconds chrono).

2- Book 10 minutes a day to do Marketing!
To see long term effects, your marketing efforts must be regular. You have to extract yourself from the urgency of daily life to prepare your future sales: referencing on the internet, reminding your biggest customers, loyalty, mailings … For that, as soon as you arrive at the office, do not throw yourself on your mailbox, but just listen to your answering machine, and check that there is no emergency. Then, take 10 minutes to implement some of your good resolutions (call each morning a big customer, post a message on your blog …).

3- Identify why your customers are buying your product and not your competitors!
You need to know your strength, your competitive advantage, the major benefit of your products …perceived by your customers , then you focus on that strength and put it more in value in all your marketing tools.

4- Concentrate on hot prospects!
When you have a lot of prospects requests (salons, after an emailing …) learn to detect hot prospects (those who will buy quickly) and cold prospects (who are only watching). You have to make a special case for cold prospects to spend the least amount of time with them, while keeping their contact details and re-launch them when you have more time to devote to them (eg “I have a documentation that will help you make your choice, look at it quietly at home and I remind you next Tuesday … “) .. And book a more complete argument (long demonstration …) for hot prospects.

5- Concentrate your efforts on 1 strategy ! Do not run several hares at once: focus on the force majeure of your company and make it your credo and your competitive advantage that you will put forward in all your marketing tools.

6- Add your business card in all your mails!
On your card you must show your product / service offerings, your competitive advantage and your contact details. Of course, it is also essential to have always your business cards (from 7 € 250 on Vistaprint.com!), And when you distribute them, always specify who your offer is for: do not say not “in case I give you my card”, but rather “if you know a business creator, you can give him my details, I will give him a price …”. Be careful, even if the business cards are not expensive, it is not a reason to distribute them on the fly: it is better to do qualitative and take his time to explain your offer and why it is so interesting …

7- Answer your prospects’ requests as soon as possible!
Experience shows that the faster you respond to a request for documentation, the more likely you are to conclude the sale. The delay of 48 hours after the first contact is the maximum that should be tolerated, otherwise it is one of your competitors who will take care of it or your prospect will have had time to see several offers and so he will allow time to compare the market offers.

8- Set up a customer database!
This is essential: your clients are your capital. You have to be able to make it grow by launching loyalty and extension operations to sell complementary products. But it should also serve you to monitor customer satisfaction.

9- Set up a community of customers!
Your best customers are your best ambassadors: you must allow them to regroup, share their experiences, communicate on your products … This can go via a forum on the internet, mornings of users, focus groups … Nevertheless attention, you must always master the communication made with this group (stay the central and essential animator), otherwise you risk losing control!

10- Retain your best customers!
You have to shift the price factor to the second rank in the process of choosing your customers. This of course involves additional services (paid or free), but also by creating a relationship with your customers.For example, you can regularly offer gifts to the best buyers of your products, in order to remain present in their minds.

11- Distribute as much documentation as possible at your JPOs and trade shows!
Attention, always prefer  quantity  to quality, if you have a limited budget! Better is a flyer with a strong offer distributed to hundreds of copies, than a big doc that will only be distributed to few people. Tip: if you are organizing an animation at a partner or a place of sale, always leave a little doc after you, even if it will be thrown in the week. Indeed, there are always people who miss this kind of animations and who spend the next day or the day after to ask for documentation.

Our Advice To Increase The Turnover Of Your Point Of Sale

When talking about franchising, it is important to focus on the steps of starting a business, and all the upheavals that are induced by becoming a franchisee. The choice of the concept, the assembly of the financial file, the search for a premises, the preparation of the point of sale for the opening … These are all important steps that build the basis of what the franchisee’s daily will be. After that ? How to grow this activity you’ve launched? How to increase the turnover of your franchise outlet? Here are our tips.

To increase turnover of a point of sale, the number of variables you can influence is important. However, the changes and the different interventions that you will carry out will be directed towards two main objectives: to increase the traffic at the point of sale and to increase the value of the average basket. And yes, to increase its turnover passes necessarily by an evolution of these two statistics.

Increase point-of-sale traffic and win new customers

Making your point of sale an important place of passage is essential if you plan to increase your turnover. How do you do it? Begin by identifying the types of clients who visit you.

The usual customers are your base, and have to be listened to in order for their loyalty to be extended over time. To avoid losing them, consider rewarding their loyalty with bonuses or cards. So that they feel important, do not hesitate also to probe them, to know their desires in terms of assortment (new products, withdrawal of certain references) and services (time slots, delivery system, take-away races) .

Occasional customers are more difficult to identify and by nature consume your products according to their own criteria. Do they come to your point of sale because they saw a promotional offer? Did they get a recommendation from a friend? Have they gone through total chance? Try to unravel the mystery and understand the reasons for their purchase, so that this one repeats itself. In a small store, a simple verbal exchange at the time of the sale or payment will have elements. Also use the questionnaire after purchase, and ask them a means of contact (e-mail, postal address, telephone) in order to add them to your base, to stimulate them a posteriori.

Potential customers are your greatest opportunity to conquer. Logically, the number of potential customers is much higher than your current base. To attract them, it is important to make you known. Targeted advertising, well thought-out event operations, but also communication on the web can help. Do not neglect your current clients who can serve as excellent ambassadors to those who do not know you.

Increase the average basket and make additional sales

Bringing more people to the point of sale is good. To sell them more products and thus increase the average ticket is even better. For your customers to slip into their basket ever more products, no choice, you have to act.

Expand the point of sale: if your premises are too small, the number of references proposed may be too low and prevent more purchases. The time to move has come. If you do not have the means to change local, then consider changing your furniture, with larger racks to increase the quota to reference meter. You will then feel like pushing the walls!

Modernize the place of sale: if it is not the size of the premises that is problematic, perhaps it is its development. Carrying out a restyling operation at the point of sale to bring more comfort to your customers, increases the turnover (sometimes by 10 to 15%). With the same logic as modernization, a relocation of a store (that is to say a better presentation of the offer) also brings its dose of change and generates an increase in turnover.

Rethink your product assortment: regularly, do not hesitate to remove product references that sell little, and to favor new products, especially if they have a good promotion (TV campaigns, posting, etc.). Put yourself in the shoes of the consumer, and verify that your point of sale offers several levels of price and quality for the same need. Also be sure to maintain a good stock availability, because there is nothing more frustrating than missing products in a department …

Develop your image as a specialist: do you possess real know-how in an area? Does your point of sale have a greater number and variety of references than competitors for a particular department? Capitalize on this image of specialist provided to have a real credibility (number of references, advice to customers).

Take care of the quality of your reception and services: the reception of the customer, the availability of employees, but also listening to the needs of consumers are essential. You already think of being a champion in these areas? So check it out by sending mystery shoppers who will be in charge of testing the quality of your point of sale. Sometimes, some surprises are waiting!

Increasing the turnover of its point of sale when operating duty-free requires efforts on the premises, the products, but also a whole range of areas much less concrete. Building a commercial success is above all a matter of testing, failure, numerous tests, in order to understand the data on which you can intervene for palpable results.