missed oportunities
DESCRIPTION
Upselling to existing customers, why wouldn\'t you?TRANSCRIPT
- 1.
- Are you missing Golden Opportunities
- within your business
2. CUSTOMERMATRIX 3.
- How can you improve your turnover without increasing the number of your clients.
4.
- Up selling
5.
- Up selling
- What is it?
6.
- Dictionary definition is
- Upsellingis asales techniquewhereby a salesperson induces thecustomerto purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale
7.
- Or
- plain speaking
- Everyone of your clients spends
- more money with you.
8.
- Why up sell?
9.
- Why up sell?
- Why not just go get another new customer
10.
- It costs 10 times more to find a new customer than to retain an existing client
11.
- So, how do you know what bits of your offer
- your clients are buying?
12.
- So, how do you know what bits of your offer
- your clients are buying?
- How can you measure this, and have the information available to you in a simple format to target those clients and areas of opportunity.
13. YOUR CUSTOMERMATRIX 14.
- Use a Spreadsheet
15.
- Populate your clients down the left hand side
16.
- Think about all the different elements that make up your offer, what is it you actually do / sell?
- Break it down (the more you can break it down the better the information you will get).
- Populate these across the top of the spread sheet.
17.
- Populate these across the top of the spread sheet
18. 19. 20.
- Complete all the elements of your offer across the top.
21.
- Then identify what each of your clients buys from you.
- You can immediately see the gaps. These are the areas ofOPPORTUNITY
22.
- Look at those elements that are not selling (Hi-lite)
- The key here is to understand why? Is there a problem with the product, is it the marketing or maybe its just a seasonal item?
- Whatever the reason you need to understand why.
23.
- Then complete the rest of the gaps (in blue)
- The coloured areas (yellow and blue) are your areas of opportunity. This allows you to market your products to your existing customers with a much more targeted approach.
24. YOUR CUSTOMERMATRIX