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CURRENT EDITION: 'Three Ways To Encourage More New Customers To Buy'
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Read Dave's Articles here
...it's worth checking the customer journey through your ordering process - it's ever so easy to put people off (accidentally)!
Many professionals would love to double their profits, but they don't try because they expect it to be impossible.
However using an approach that combines multiple easy-to-use, cheap and quick to implement strategies can get you there – slowly and surely.
* “Nothing is particularly hard if you divide it into small jobs”, according to Henry Ford.
Only 2% did put in the hard work in the right department, in my opinion. My guess: that 2% will probably see their lists cut in half, the other 98% will probably see their lists cut down to 10% of what they were. Good for consumers, bad for marketers.
Well, the first of March is World Book Day!
"Learning is vital for survival; learning faster is essential for success."
How about ordering some books quick?
In case you're not sure where to start, one of my favourite reads recently has been Alex Ferguson, the Manchester United manager, in 'Leading' where he says:
"When I stepped back [from the fray on the pitch] and watched from the sideline, my field of view was widened and I could absorb the whole session, as well as pick up on players' moods, energy and habits. This was one of the most valuable lessons of my career... I was always in a position to be able to zoom in to see the detail and zoom out to see the whole picture.”
A great endorsement of delegation! (Sometimes easier said than done...)
I notice a spiral of progress.
1. Driving towards a clear goal helps owners define their business and gives confidence in talking to outside people.
2. AND those who use a coach, mentor or consultant may clarify their goals and their operations – which gives a perspective on the business that helps them enter the awards.
So there is the link. Clear ambition makes it easier to work outside the business as well as inside it.
We do NOT need to invent a new answer to every new problem we meet.
Somebody has already solved our problem – or one very similar to it.
All we need to do is find that solution and adapt it to this particular problem.
That is the basic concept of TRIZ, a Russian answer-focussed 'problem-solving' scheme...
One very easy and cheap action could boost the Island's economy and every business here could do it in minutes.
It only needs one extra word. Please everyone consider it.
Insert before the address 'Isle of Wight' the single word 'Sunny'.
It is very tempting for ambitious business owners to focus on selling more product.
But beware – the hoped-for profit rewards can be all too dazzling: there are risks hiding here.
Selling more is an addictive pursuit – especially for new businesses.
Here are 8 reasons why it's dangerous...
Business is supposed to be serious. After all, fortunes are made and lost, reputations and respect too.
But it's not always a good idea to be too serious.
It's not very good for your health.
It's not very good for most selling activity.
And it's not very useful for motivating people on a daily basis.
And there are some serious benefits to being cheeky...
Finding outside help to separate the woods from the trees can change the problems you work on and therefore bring in new answers. And that can start you down a whole new path towards exciting goals you'd perhaps never thought possible.
The ability to learn faster than your competitors may be your only sustainable advantage. Innovation methods can help the business in difficulties as well as the market leader.
Entrepreneurs want to be independent. It's part of the DNA – the need to keep control. Independence at all costs may be a bad idea though. Temporary external support – coaching, mentoring, consultancy – is proven to help.
Consumer trust in most forms of advertising and communication has fallen in the past two years
Meet Dave at his Next Talk
FORTHCOMING EVENT: How Can I Sell More With A Non-Existent Marketing Budget?
Free Seminar at the Isle of Wight Chamber of Commerce; 29/8/19, 9:30-11:30. To ask about booking call 01983 520777.
The old puzzle: “I need more sales, I can't afford to advertise but I can't watch my business die!”
Major stress! One symptom is difficulty in creating ways to improve things. So let's simplify that task – we'll get systematic and identify lots of small, cheap and quick things you can do.
We will start from the customer's experience of buying products or services like yours, and feed that information back into your Customer-Attracting Pathway to improve it.
Every Step On Your Client-Attracting Pathway Must Work Hard
Most businesses already have 12 steps in their Pathway – from Advertising to Client Retention. Let's work through these steps so everyone attending finds missing steps, steps they need to improve and ways to redesign each step to lead customers on to the next step more effectively.
With next-to-no-money to spend, we'll put the steps into priority order for fixing, work out what you can do for free and plan which steps you could spend on when you've got some spare funds.
NEXT EVENT: How Can I Raise My Prices, Safely? - sorry now full!
Free Seminar at the Isle of Wight Chamber of Commerce; 19/3/19, 9:30-11:30. To book a place, please click here.
Research by the Bank of Scotland shows that only 3% of small businesses pass on the whole cost of their own rising expenses. This is because most business owner/managers are worried that they will lose customers if they put their prices up.
So the question is: How can you raise your prices without worrying your customers?
It seems that of the 50 recorded ways to structure prices, most businesses only use three – so there is a lot of room for creative adjustments. And there are 60 powerful offers proven to encourage sales...
So we can look for safe answers in these areas:
1. Make Your Prices As Profitable As Possible In The First Place
2. Attract Customers Who Want to Pay You More To Make Selling Easier
3. Put Up Your Prices Sooner Without Fear By Presenting Them Right
4. Get the Best Price When Customer Demand Varies
5. Come Out On Top – Even In A Price-War!
This will be a practical strategy-finding seminar aiming to give every attendee one or more answers for their own situation with explainer strategy papers emailed through afterwards - so bring your questions!
**Want To Sell More? Top Twenty Questions And Answers Successful Sales-People Use**
Free seminar at the IoW Chamber of Commerce, May 2018
All person-to-person selling is based on conversation.
Succcessful sales people lead that process with questions. Their choice of questions often influences speed of sales, size of order, price agreed, delivery and other terms. So polishing your toolkit of questions is vital to success.
But when buyers ask questions, you need useful answers.
**[Download the Seminar Notes here].**
"I have worked in sales and customer services for a longtime now but it was good and is always good, to hear a different point of view.
The thing that I benefited from the most was the tips with closing a sale. Lately I have found this more difficult and I have since looked at some material online to research into this further. I also found the questions we worked through made me think about the questions I ask and how much information I am actually getting each time I make a call. I think better information would lead to better sales results."
Laura Fleming, The Garlic Farm
"I enjoyed Dave’s recent seminar focusing on how to engage with prospective customers and bringing selling down to the simple basics that it is nothing more complex than having an effective conversation. You need to listen well and open up the conversation for better understanding.
Dave’s reassuring style put the seminar group at ease."
David Thornton, Delivering Sales Excellence
Dave exhibited at the IW Chamber of Commerce EXPO on Weds 13th September 2017.
* Free Prize Draw - 3 chances to win a Workshop worth £310 each.
WINNERS were: Les Thorpe of Conifers PF & C Ltd, Claire Blakeborough of Et.c, Ian Heal of Churchers Solicitors
**Eighteen Productivity Boosters For Motivated Managers**
Free Workshop by Dave Simon, Double Your Profits Consultancy, 30/6/17, 11:30-13:00
“In April 2015 the Isle of Wight was identified as having the lowest growth rate in the country. Productivity is essential for survival, growth and profit. Motivated managers need to know how to encourage staff to increase productivity.”
This workshop will give you:
* Six Sensible Solutions To Get More Done With Less
* Six Ways To Start More Staff Working More Effectively
* Four Methods To Get The Best Free Help To Improve Your Operations
* Two Challenges To De-Snag Progress With Back-To-Front Thinking
**Eighteen Ways To Make More Profit**
Free Workshop by Dave Simon, Double Your Profits Consultancy, 11-12am, Friday 8/7/16, at the Isle of Wight Chamber of Commerce Boardroom, Newport.
“In April 2015 the Isle of Wight was identified as having the lowest growth rate in the country.
Profit is essential to pay yourself, to survive the bumps, to attract a buyer and to grow.
I believe every Business Owner can make more profit. They just need to find out how.”
This workshop will give you:
* Top Six Not-So-Obvious Ways To Keep Your Costs Down – Without Scaring Staff or Suppliers
* Top Six Surprising Ways To Raise Your Prices – Without Alarming Your Customers
* Top Six Secret Ways To Increase Your Sales Volume – Without Spending More On Marketing
> "I thoroughly enjoyed Dave’s workshop on 18 ways to make more profit. It was well structured with lots of practical examples to illustrate the learning points. Although there was a diverse selection of businesses in the audience, the content was applicable to everyone present." Alan Limb, BRI Business Recovery and Insolvency
**When Do You Want To Double Your Profits?** Workshop for Ambitious Business Owners for the IW Chamber of Commerce, Mill Court, Furrlongs, Newport PO30 2AA Date: Weds 4/11/15, 11am till 12, Free of Charge, Snack Lunch Supplied
> “I really enjoyed the workshop, thanks. I have already been looking at suppliers and making some changes. I'm looking at innovative ways to improve footfall.” Regards, Rebecca Blachford
> “I just wanted to let you know that I found the recent meeting regarding "Doubling Your Profits" to be very useful and informative. It wasn't too long, just right but was enhanced with the free book you handed out on the subject. This allows folks to review those principles in their own time.” Kind regards, Ian Marshall
> “The workshop was informative and a good experience. As a consultant with low overheads, I don’t think I’d be able to utilise the methods demonstrated to improve my own profits a great deal. However, I attended mainly to discover what Dave does so that I could recommend him to customers I work with.” Chris Court
> “I found the workshop that Dave held very inspiring and have since felt very motivated towards my growing business looking into my profits in more detail. I have raised my painting prices to take into consideration the materials, time and effort. I have reduced my material costs by shopping at a cheaper supplier, for example, the same quality but a third of what I usually pay. I have also begun to take deposits from customers... Thank you Dave.” Natasha Sibbick