Dec 162011
 

Top tips on how to help the customer to make a purchase

The chances are that over 90% of the people who come into your store are looking to buy something so why not help them? Yes, the occasional visitor will just be sheltering from the rain or waiting for a bus to arrive but the majority will have a reason – however small – to be looking around your store.

Helping the customer to buy in the first place is the key hurdle to get over and the best way to do this is through the use of scripts for your sales team.  How many times have you been in a shop and the salesperson has come up to you and said “Can I help you?” and you’ve automatically replied “No thanks, I’m just looking”.  Even if you are looking for something that tends to be the automatic response to the closed question. End of conversation; opportunity to help them buy lost. Continue reading »

Dec 152011
 

Is your small business starting to drift?

Sometimes, a year or two after you start your small business, you suddenly find that you’re not actually doing what you expected, or the business seems to have drifted away from what you thought it should be.  If that’s the case then it’s probably time you did a quick re-set of your ‘business compass’ to get you back to the right track.  When I’m working with small business owners I usually recommend they take time out of the business at least once a year and, to do it properly, to take a few days off and away from the office to concentrate on it properly.  Here are a few questions I usually ask them to ask themselves. Continue reading »

Dec 142011
 

The best person to buy from you today was the person who bought from you yesterday…

It costs about 7 times more to sell to a new customer than it does to sell to an existing one. It doesn’t take a rocket scientist, therefore, to realize that if you can keep your existing customers for the long term then your profits are going to be much higher – plus you won’t have to spend a huge amount of time and effort wondering how to get business in through the door. Below are a few strategies to help you keep hold of the customers you have. Continue reading »

Dec 142011
 

A referral strategy can be a great way to advertise your business – because there is a personal connection

When you’re building a business, a referral strategy is a great way of building up customers and spreading the word about your company. If you’re just starting a small business it can also be a great way of getting your name out there in a cheap and effective fashion. A referral strategy is usually used in conjunction with other marketing ideas but can be used successfully on its own. Continue reading »