Hair Fascinators

Increase Sales by Marketing Back-End

I recently met an independent consultant who has casually mentioned that bill $ 400 + per hour. Naturally That Got my attention. But what I find fascinating is that he had the same problem most entrepreneurs and of small business owners have. Most of us are practitioners in our business. So when we offer our service, we bring in species – but no new customers. And if we are focused on prospecting and sales, we are not ringing the cash register. Creating a predictable, continuous flow of business can be quite the challenge. So look what we can do.

Think about your marketing according to a machine.A There is a front-end part where we attract new businesses in the company. There is a middle section where we offer our services. And there is a back-end where we're marketing to existing clients and contacts for income opportunities in progress.

Part of the marketing machine that is most often neglected is the back-end.  Studies have shown that a 5% increase in sales from your existing database may increase profitability from 25 – 85%.  This is a significant number. Why? A Because it's much cheaper to sell to a customer existing on acquiring a new one.it Generally, it costs about six times more to sell a new customer. Also, keep in mind that existing customers already do business with you.i they like you and they prefer you.i is a much easier sell now that they have experienced one of your products or services.

For certain types of businesses, working in the back-end is relatively Accountants easy.Â, for example, will most likely get your affairs in the years that followed once they have finished preparing your tax for the current year. It is a beautiful, healthy source of recurring revenue. With other types of companies is a whole different story. with Web designers, For example, when a new site is up, most companies do not change regularly. Thus, after the initial sale, additional sales are somewhat limited. Regardless of the type of business you are, here are some things you can do:

The most effective Back to increase sales of late is to ask for references. Â You have a customer or prospect who is excited to do business with you.i Who else do they know that you may be able to delight? Seriously consider establishing a referral "system". Â In other words, create a routine of your sales or a process that includes requiring the completion of referrals.

How can I be helpful? If you have a slack time, there is no better time to examine each of your existing customers and ask yourself this Question. For example, other products of your portfolio could help? With what you know now of your customers, you may have the perfect solution to a issue. pressing Being proactive on their behalf.

Be visible. Periodically connect with something interesting or educational. This e-zine is one example. such, it allows me to conduct a conversation with several businesses. By the way, so I get back I intend to return. wonderful stories of how a particular piece in particular resonance with what they have lived, or how it was exactly what they needed to hear at the time. What a great reward! Of course, another advantage is that I get my name in front of many business people each month. And I can trace that to an increase in my business.

Make them an offer. Often we assume that our customers know all of our offers because they have done business with us. I had clients that I know very well not know about a particular service they looking to outsource and I could deliver. In addition to communicating regularly feature a product or service different intervals.

Establish a connection with your customers and ask: "What can I do for you?"  asking questions and be focused on matters of your client, you do not sell in the traditional sense – you're solving problems. support they need may or may not have anything to do your products. But, you're strengthening your relationships and be a partner. And it is a good deal.

About the Author

Pat Price has worked with numerous clients to generate more business and boost their marketing effectiveness. She is a professional speaker and president of The Price Group, Inc, a full-service marketing firm serving small to mid-sized organizations. To receive Pat’s free Marketing Tips! newsletter, go to www.PatPriceSpeaks.com/resources.php. She can be reached at 630.717.8332 or through her website at www.ThePriceGroup.biz.

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