Bundles of Cash
One way to increase the average order size and minimize price-comparison shopping with your customers is to offerbundles. Offer a group of items or services that make sense together and promote the benefits of the whole bundle instead of the individual products. The value the bundle gives your customer is much greater than the individual items.
If your product or service has become commoditized with many competitors offeringa similar product at a similar price, this is even more important because most people compare prices and buy the cheapest product they can find if they don’t see much difference between brands. By bundling, customers cannot compare and cannot decide on price because you’ve added more value.
An example of bundling is selling a computer CPU upgrade combined with a new graphics card, more memory, and a high-speed modem. Each component would be compared on price when sold separately, because the personal computer components business is hugely commoditized.
But in one of my companies we did exactly that and called it the “Net Maximizer Package.” We explained the overall productivity improvement users would see when using their upgraded computer, and we even offered to do the upgrade for them if they sent us their computer. (we actually charged MORE money than the combined price of all components and sold a ton of them because we focused on the benefits in our marketing.)
To your business, evolved.
Brett
Double Your Profit On Every Sale
Every time a customer buys from you, right at the point of purchase make them an offer to increase their sale with a larger quantity, longer contract, or the next larger size. If you give them a special price because it’s
at the time of purchase, many customers will take you up on it. If you haven’t tried this before, you’ll be shocked at how much you can increase sales from this one tactic alone. We’ve had as many as 35-50% of customers buy
upsells at the point of purchase.
The reason this works so well is because your customer is already in a buying mode, and he or she has taken action to make a purchase from you.
Once they take that action, it’s far easier to repeat it or reinforce their own buying decision by buying more. We’ve used this tactic to literally double our sales in new product
launches.
For example, when you buy fast food the cashier might ask you if you want the larger size for just $1 more. When you upsell effectively, you can make as much or even more money on the upsell as you do on the initial
purchase. It’s a simple way to boost sales and profits.
To your business, evolved.
Brett
The Most Powerful Position In Your Market
No matter what market you’re in, the most powerful (and profitable) position you can assume in the mind of your prospects and customers is as the expert.
When you’re the expert in your field you won’t need to hard sell or hard close your prospects. People are busier than they’ve ever been, and they are exposed to many times the amount of information in a single day that
past generations were in a whole year. They just don’t have time to research everything and they need to rely on experts for advice in decision making.
When you educate prospects and give them basic solutions to their problems for free, they start to see you as an advisor instead of someone trying to sell them something. People trust advisors and gravitate toward
them, while they don’t trust salespeople and shy away. Share what you know as it relates to your customers’ problems and needs and you’ll make more sales and do it much easier. Even if you don’t feel like an expert,
compared to someone who doesn’t do what you do every day, you have a lot of knowledge that can help them.
Now, in case you’re thinking ‘…but if I help everyone for free, why would they buy from me?’
let me assure you—that’s a common fear among business owners when I share this concept. But in fact the opposite is true. More customers will buy from you after you’ve helped them than if they need to pay to get any help in the first place.
People are skeptical. They see big promises and claims everywhere, but they don’t trust or believe them. When you prove it to them BEFORE you ask them to buy, they already trust you and are willing to take a chance.
Levrige Point: Position yourself as the expert in your market and you’ll never have to hard sell or worry about making enough sales again
When your prospects feel like you understand them and can really help them solve their problems, they trust you and want to do business with you. They want to buy whatever you have. Their thinking is
that if the free stuff helped them already, the paid stuff will be even better. You are the expert and they look to you for advice.
There is no more powerful position in your market than to be thought of as the expert. You’ll become the go-to resource, and when you are you’ll never worry about sales or profits again. Keep this idea in mind
when marketing yourself and your company.
To your business, evolved.
Your Website Can Be Your Best Salesperson (But MOST Websites Totally Suck)
Your website is your foundation of online marketing. It’s the hub through which all of the online marketing stuff we talked about flows. It’s your ‘online storefront’ and the way customers interact with you on the Internet.
It’s vital that your site looks good, but it also needs to serve a number of important functions.
If people who see your site don’t know you—what impression would they get? Would they want to do business with you, or
would they be scared away?
Unfortunately, for most business owners, their websites are little more than an online business card, and a poor quality one at that. They have some contact info, some list of their services, maybe some photos, and some social networking icons. But they add no value, and they give visitors no compelling reason to want to do business.
And many business owners mistakenly feel good because they ‘have a website’ so they think they are up with the trends and their business is ‘online.’ The truth is, they probably don’t generate a single lead or sale from their website, and they probably wouldn’t know even if they did. They are leaving a ton of potential sales on the table.
You don’t need a flashy website, but you do need a website that’s clean, professional, offers some value to visitors, and gives them a compelling reason to do business with you.
Your website is your best online presence, and it’s important that it looks good and serves some important functions.
Your site should do a number of things, including:
- Serve as the hub for all of your online marketing
- Persuade visitors to want to do business with you
- Explain clearly and exactly how people benefit by becoming customers
- Create the right perception of your company in prospects’ minds
- Provide visitors with free information that helps them fill their need
- Be easy to read, navigate, follow, and understand
- Be visually pleasant to look at and navigate
- Initiate a relationship and establish a bond with prospects
- Build you an opt-in subscriber list
- Build your social media followers
- Make it simple for prospects to contact you
- Be optimized to reach the top of search engine listings for free traffic
- Make sales for you
- Support customers for you
- Showcase your results and capabilities
When you have a site that does all that, or at least most of it, you have a strong online marketing foundation. Then you can maximize your
leverage, sales, and profits with the other tools, strategies, and tactics.
To your business, evolved.
Get More Customers and Multiply Profits…With a Funnel
Regardless of how you are attracting new customers, you should design a sales funnel that leads prospects through a specific process and converts them into customers.
Only a small percentage of prospects will buy the first time they see your offer, so if the only option for them is to buy or not buy you will lose most of the leads. Instead, if you also offer some info for free and prospects only need to sign up with their contact info to get it, you’ll be capturing those prospects as subscribers. Then you can market to them repeatedly to convert them into customers without needing to keep spending more on advertising or promotion.
The important point is that the free info needs to be valuable to your prospects to convince them to sign up (people get enough junk already so if they don’t see the value they won’t sign up), and it needs to help them solve the problem or fill the need they had when they came to you.
Your Company’s Biggest Asset Is…
Your customer list.
To grow your sales and profits beyond just finding new customers, you need to build and maintain a customer list.
Depending upon your business and industry, you may already have a solid client list with contact info and purchase history. If you do, you’re sitting on a wellspring of untapped profit and I’m going to show you how to
leverage it and make more profit month after month.
If you don’t have a customer list or if you’re in an industry that doesn’t track customers (like a restaurant, barber shop, etc.), the #1 thing you can do to grow your business is to start one right now.
Levrige Point: Build and maintain a customer list or database and you can mine it like your own personal goldmine again and again…forever
If you don’t have a customer list right now, here’s how to get one started…
Tell customers you’ve started a new program to thank and reward them for being your best customers. All they need to do is give you their name, address, and email. It’s actually best to get them to signup online through your website but that won’t work for all types of businesses. If you can’t do that, get customer info at point of purchase and enter the details in a database program or file.
Here are some ways to do it. Be sure to tell customers how they benefit by giving you their contact info when you’re asking them so more people will be willing to sign up:
Frequent buyer / Rebate program
– track customer sales and give them the “x” sale free or discounted. Customers need to be on the list to qualify.
Coupons
- send out coupons on a weekly or monthly basis and customers need to be on the list to receive them.
Private, unannounced sales
– hold special sales from time to time that are invite only so customers need to be on the list to qualify.
Promote your customer VIP program or whatever you choose to call it everywhere and to everyone—the customer list you are building will become a significant source of profit for you.
Once you have a list, use it. Communicate with your customers repeatedly—educating them, building your relationship with them, and offering them more chances to buy.
They will buy far more from you and far more often than new prospects you’re trying to turn into customers. In fact, with the tactics and strategies I’m going to share with you you’ll be
able to generate sales and profits on demand with your customer list.
To your business, evolved.
Brett
The Only 3 Ways To Grow Your Sales
If you own a business, you’re probably always looking for ways to increase sales and profits.
When you break it down, there are really only 3 ways to grow sales:
- Find new customers
- Get customers to spend more on each purchase
- Get customers to buy from you more often
That’s really it. Everything you do to generate sales and make money in your business focuses on one or more of those 3 ways. The big mistake most business owners make is to only focus on getting new customers and completely ignore the profit-packed asset right in front of them—their customer base!
It’s far cheaper to reach out to existing customers and get them to spend more or buy again from you than it is to persuade new people to become new customers.
Don’t view your customers as ‘one-time’ transactional buyers. Instead, realize that something motivated them to buy from you so you already have some trust and a relationship. They were convinced to buy from you and it’s easier for them to buy again because they’ve already experienced the process. Continue to develop those relationships and your customers will buy again and again.
To your business, evolved.
Are You Invisible to 78% of Customers?
If someone told you you were missing out on nearly 4 customers for every ONE you have, you’d do whatever it takes to fix that, right?
According to a survey from the Pew Research Center, 78% of adults now research products and services online before buying. And we’re not just talking about books, movies, and consumer products—people are looking online before they buy ANYTHING now)…
So the bottom line is if you don’t have a real online marketing strategy and presence (a simple website and a few social networking accounts isn’t enough) you could lose out on nearly 4 TIMES MORE sales than you currently generate.
When potential customers search for whatever you sell and don’t find your company near the top of the list, you’re not in the conversation. You have no ability to influence them or convince them to buy from you, even if your product or service is better than the competition.
Regardless of what you sell, you need to have an optimized website with some quality free info on there. And if you do this right, you can educate potential customers while you position your product or service as teh best solution to their needs, all at the same time.
To your business, evolved.
Brett
Online Marketing vs. Offline Marketing
I hear a lot of people talk about Internet or online marketing like it’s some new, unique thing.
The fact is, marketing is marketing when it comes to direct response. The rules are the same regardless of whether you’re using the Internet, direct mail, newspaper or magazine ads, radio, television, or any other advertising medium. We want people to take some action. You market, they respond.
Your goal is to get customers wanting to buy from you without you needing to ‘sell’ to them. With effective marketing, you don’t need hard selling or closing tactics because the prospect has already been persuaded and
is ready to buy.
That said, there are some differences.
It’s faster, cheaper, and easier to measure results with online marketing than it is in other media. With the huge amount of analytics data you can collect, it’s also faster and easier to make adjustments and optmize your results. You can segment and target specific demographics and can split test in a snap, too.
But maybe the most important reason you should have an online component to your marketing is that people are spending more and more time online, and they are researching productas and services before buying. If you don’t have a strong online presence, you’re not in the conversation or the choices available to those customers so you lose sales.
To your business, evolved.
Brett
Double Your Sales
Download The Double Your Small Business Sales Blueprint And Learn How To
Get More Customers, Grow Your Sales, and Multiply Your Profits Using Online Marketing.
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The Double Your Small Business Sales Blueprint is a FREE 27-page, content-packed report you can download and learn instantly…
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- The huge untapped profits wellspring hiding right under your nose
- The 1 brain-dead simple tactic to multiply sales that most business owners don’t use
- The one vital metric in your business that 99% of business owners don’t know
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- Why 99% of business websites get no results and how to make yours deadly effective
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