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2. Increase Sales - step by step
1. Lead Generation
2. Conversion Ratio.
3. Frequency
4. Average Transaction
Break sales targets down into smaller Key
Success Factors and focus on that!

3. The fastest and lowest cost of marketing
there is! Maximise what you already have.
 Average Transaction
 Conversion Ratio
 Frequency
 Lead Generation
New customers costs 5 to 10 times more
then to keep an existing one.

12. Step 1 - Average Transaction
Powerful strategy with fast results in your
business
Your past customers trust you, and they are
willing to do more business with you, lots
more business. All you have to do is
just ask them.

13. Strategies
 "Up-Sell" and "Cross-Sell“
 Use Point-Of-Sale Promotions.
 Package Complementary Products and
Services together
 Change the Image, Performance to be more
“Up Market”.
 Offer Greater/Larger Units of Purchase

14. Step 2 - Conversion Ratio
Did you know
80% of all sales are made on the 5th – 12th
contact with a prospect. We all know how
important it is to follow up, but why is nobody
doing it? Simple,
There is no formal system in place to do it.

15. USP- Unique Selling Proposition
U – Ultimate Advantage
S - Special Offer
P – Powerful Promise
"Fresh, hot pizza delivered in 30 minutes
or it's free."

16. Strategies
 Increase sales skill levels.
 Make irresistible offers.
 Develop a powerful USP - unique selling
proposition.
 Offer customers The Good, Better and Best
Price Options.
 Guarantee purchases through risk reversal.

17. Step 3 - Frequency
It is six times easier to sell to an existing customer
than to a new customer.
It costs 5 to 10 times more to gain a new
customer as it does to keep an existing one.
Just a 5% decrease in customer retention (stop
existing customers or clients leaving,) produces a
25% to 100% improvement in profit.

18. Customer Lifetime Value
It pays to look after your clients.
If you have 100 clients who spend 2 500 per year
with you and a customer loss rate of just 10%
each year, and a customer that stays with you for
an average of 3 years.
Each customer has a lifetime value to you of
7 500.

19. Strategies
 Develop "Back-End Products" that you can go
back to your customers with.
 Implement Price Inducements for frequency.
 Deliver higher than expected customer service.
 Reduce customer complaints.
 Contact inactive customers and get them back.

20. Step 4 - Lead Generation
Target
Who is your Perfect Customers?
How to find your perfect customers?
What your Perfect Customers want?

21. Your ad cost 1000, it generates 50 inquiries which cost 20 per
inquiry. Of the 50 inquiries, 30 of them bought a widget. The result:
Each new customer costs you 33.33.
Now let's say you're profit on a sale is 50; All this tells you that for
every 33.33 you invest you make 50!
Once you know how much it costs to buy a customer, and how much
you make on every sale, you can determine exactly what to do to
earn more profit.
Customer Acquisition Cost
Think of marketing as an Investment and NOT as
an Expense, and of customers as something you
buy. Yes, buying customers!

22. Strategies
 Know your customers.
 Target the right segment.
 Form a Strategic alliance.
 Create a formal referral system.
 Test and measure your advertising.

23. Now it is time for action
Success requires that you just do it
Test and Measure your results
Make continuous improvements
Refine your strategy for further growth
You can predict your business future profits and growth
by testing and measuring your results