Boost Sales

At 21 years, just out of Business College, I went into the mail-order business. 98% waste UNTIL the prospect became a customer AFTER knowing that we over-delivered on our promises.

Next, we would send the 1,000 BUYERS a special offer and get a 10 to 20% return with orders. The longer we were in business the more valuable each customer was to us as a friend, profits too.

Your best investment with your customer is to 'exceed their expectation'. Many firms lose money on the first sale and make it

At 21 years, just out of industrial College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons most web customer relationships. #1 is TRUST. Folks like to buy from someone who is dependable and responsible.... with integrity.... one who "walks" their "talk".

You’ll like our consolidating company name – Donna’s House of Lustre –"Lustre” is throughout auspicious and shiny stuff. We sold silverware, dinnerware and related products. Some products were even imported for us. A great first deal experience that has served me well.

Here’s my point. We’d send out 50,000 direct mail pieces (cold list) offering a great product and price. 2% response was good. 1,000 sales. 49,000 mailed pieces wasted. 98% waste UNTIL the prospect became a customer on account of knowing that we over-delivered on our promises.

Next, we would send the 1,000 BUYERS a special offer and get a 10 to 20% return with orders. Why? Their first experience with us was good. Value was received and confidence comely in the relationship. The longer we were in bounden duty the more valuable each customer was to us as a friend, profits too.

Your best investment with your customer is to “exceed their expectation”. Nothing less will satisfy and keep the pipelines filled with new orders. Today, we look for the salesperson to go also prior performance, to do more, and more again.

Point is – profits are greatest in repeat dealings for you eliminate the waste. Many firms lose money on the first sale and make it up in future self-imposed duty in conformity with passing the initial test of integrity and good taking a role ethics.

VALUE - UP SELLING

Several opportunities come to mind. Did you offer the “Cadillac” STS or the “low-end” vanilla version in your promotion piece? Can you offer the customer a twist opportunity to add new features? worse controls? Higher volume? Easier to read directions? Discounts on a second item? Buy two get one free?

Not “bait” and “switch” which is BAD customer service. You should month after month have in stock the exact item you have featured in your advertising. It is grossly unfair to invite a potential agent into your store and then be out of stock EXCEPT for a higher priced model.

All of us dig knowing that a “better” model is available. It is quite possible that we would prefer the “best” rather than “no” features. Give your customer the option and he or she will be the decision-maker.

Show the benefits of owning each one. Everyone wants to save TIME. Get the job done faster. More features should mean more benefits. Remember, we all want to know WIIFM (what’s In It For Me!) Maybe a price concession is currently available.

Always remember the old saying, “nothing ventured, nothing gained”. You have to inquire to find the buyers “hot” button. Your job is to meet the needs of the customer.

BACK-end SELLING

In our mail-order days we it “back-end” selling in that it was the sales items that fast a “ride” with the outgoing products. Tag along, hitch a ride for FREE. No cost for advertisement pieces except printing. No postage or mailing expense.

At the time, we sold an 8 place setting of stainless silverware (fork, knife and spoon) to the housewife. A super buy! Our “back-end” items were iced teaspoons, gravy ladle, pulpwood knife, serving spoons, grill sets, dishes and all the rest.

Hundreds of our customers purchased everything we offered. It was a good feeling to know we were exceeding their very best expectations. Some store for other members in their family and recommended us to their friends. Our kind of customer!

Our goal is to exceed your expectations in everything that we do. Any articles that you receive or products that are offered or purchased from us MUST be the highest quality and never fall short of the best.

Risk reversal is the key to success. Your customer should not have to take any kind of personal risk when doing problem with you or your company. If your product fails to live up to expectation or to meet a need then a refund is in order.

Action Tip: Greatest profit potential is in future sales aft the first. Integrity and trust are KEY to growing your issue on or off the Internet. Mail-order sales and Internet sales have much in common. Risk reversal for the customer makes consumerism our products an easy decision. 100% unconditional guarantee of satisfaction is an Internet imperative.

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