The Subliminal Logic of the Upsell let me explain for you

It’s impossible to go to a fast food restaurant without having someone ask you if you would like to “Supersize That.” Once that happens, it’s like an invisible force is speaking to the irrational side of our brains. We have a brief moment of logic as we figure out--59 cents more, for double the food, is a great value. But that is the full extent of our logical power. Afterwards, irrationality steps in and rather than consider if we can even eat double the food, we pat ourselves on the back for being a smart consumer. This is the very purpose behind coupon distribution. If you are standing in front of the canned beans in a grocery store, and...

Cross Selling Simplicity in your online business

Chances are good that you have more than one product or service. Those that are wise, take the time to promote their other products. In “Win Lifelong Customers” we talked about sending out targeted marketing campaigns. What if in that campaign you said something along these lines: Dear Customer, Recently you purchased product X. Product X is a phenomenal product. But you know, it’s not the only thing that can fill your needs and wants. I think product Y is a good match for you, also. If you’ve ever been a Netflix customer, you’ve seen this idea in action. When browsing through the selection of movies, there is a sidebar that says, “Customers...

You’re in Business to Make Money--So Make it!

Who is the easiest person in the world to sell to? That’s an easy one, right? It’s a happy customer. For one thing, they already know and trust you. Secondly, they know what they can expect from your company. And third, they obviously have a need or a want for your product. Selling to this customer is a piece of cake. So why don’t more small business owners take advantage of it? Complacency is the worst habit of small business owners. The customer buys. The business owner is pleased with the sale. End of story. Why is it always the end of the story? For me, this is akin to small business owners sitting in front...

Flip Your Funnel in your own business huh !!! let me show you

To explain what I mean by “Flip Your Funnel” I need to review the funnel diagram. We’ve worked our way down the funnel from prospect to that magical moment when the prospect becomes a buyer. When your customer reaches that point, you give them a great buying experience, follow-up and otherwise build that lifelong relationship with them. “Flip Your Funnel” refers to your ability to upsell, cross sell, and otherwise sell to your customers so that you are getting the most value from and giving value to each of your customers in return. Look at the two funnel diagrams below. In the first, we guide our prospects through the funnel to the selling...

Is it Too Hard to Build Customer Loyalty?

“Customer loyalty is dead.” I’ve heard this statement repeated several times by opponents of Customer Relationship Management (CRM) systems, and business owners that don’t truly understand how to build customer loyalty. And, it’s no wonder they feel that way. Think about the number of stores you’ve personally visited, never to return to again. If a person does not return to a store or business, there is usually a good reason for it. They might include: BAD EXPERIENCES Everybody has a bad experience they like to share. And, more often than not, when I hear these stories my heart goes out to the business owner rather than the customer. It seems...

make them your customer

Having a person buy from you once does not necessarily make them your customer.I’m sure you’re thinking, “What does it make them?” Well, quite simply, itmakes them a person who bought from you once. A person that buys from youon a regular basis--that’s a customer. The next building block is all about customersand how to turn the people that bought from you once into lifelong customers. Winning lifelong customers requires the ability to not only get a prospect tobuy again and again, but to do so happily. This chapter is about giving customers the experience they deserve and creating a relationshipof loyalty and trust between the small business...