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We are all salespeople! It doesn’t matter what role you have in the business or whether you are the owner, manager or one of the team it really does pay to remember that your success depends on the success of the business. If the business is successful and you contribute to that success, then you’ll enjoy the fruits of success. And no matter what your job is you’ve got to remember that the key to success of any business is to get people to buy the product or service your business sells and then deliver it in a way that makes them say “Wow!” Here’s the important thing to remember--- everyone who is involved in the business…. from cleaner to accountant, boss to junior clerk, has a role in creating that “Wow!” factor coz each person is responsible for the attitudes and impressions of the people with whom we deal--- customers, clients, patients or colleagues. How you are determines how the business does! So what we’ve got to do is make sure that everybody in the business… not just the sales people…thinks like a salesperson and does whatever is possible to create a “Wow” environment to ensure that as many new prospects as possible are converted into juicy fat sales, and enjoy doing business with you so much that they keep on coming back and bring their friends with them. Now remember if you don’t measure performance you’ve got nothing to compare your success against. So here’s a measure of success about which everyone in the company should be aware. It’s called the “conversion rate” and what you do is express the number of sales made as a percentage of how may enquiries you have (or come through your door or phone you up). For example, if 100 people walk into your shop and 50 buy or you sell to 5 out of the 10 people who phone you, then your conversion rate is 50%. Wouldn’t it be great if the typical business were converting around 50% of it prospects into sales? But here’s the grim fact. Typically, most businesses convert about 10–20% of their enquiries into sales.
Think what it would do to the bottom line if they converted 60–80% of those enquiries... sales would increase 3 or 4 times and, assuming it took no more people to get those results, so would your income. The results for everybody would be f-a-n-t-a-s-t-i-c! So here’s the lesson! In your team meetings sit down with the boss and involve everyone… not just the sales people… in discussions on how to increase that conversion rate. Think about ways that everyone on the team, not just the sales people, can add the “Wow” factor to whatever they do. Whether it’s a follow up phone call after the job has been done or a “thanks for your payment” note there are millions of ways to add that “Wow” factor coz so few businesses bother to do so. But then, don’t just talk about it, put your plans into action and guess what… you’ll prematurely retire to the beaches of the world with oceans of money washing all over your magnificent body. And isn’t that where we all want to be? Please feel free to share this NewsBrief with your friends and colleagues by sending it to them in its entirety. If you'd like to republish the information contained in it feel free to do so but please don't make any changes to it without our permission. Credit should be given to the author, Winston Marsh, Australia's marketing guru and incredibly motivational business speaker. Reference to this NewsBrief would also be appreciated. We don't send unsolicited e-mail nor can this material be used in any unsolicited e-mail. We do not pass our subscriber list on to anybody for any reason. Visit our web site at http://www.winstonmarsh.com.au. Browse around for
ideas to turn your business into a money-making machine. Enjoy! To delete yourself from our free e-zine magazine
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