Finding More Business

Every business needs more business. That's an accepted fact. The unaccepted fact is that most businesses don't use all the opportunities available that will bring them additional business. When one looks for additional business, the primary goal should center around getting "second sales. Very few firms make a profit on first time sales. The costs associated with getting a first-time sale are far higher than the costs associated with making a second sale. Hence, second sales are profitable because the costs of getting the customer in the door and to buy are eliminated.

REPEATS are the goal for any business gaining "customer loyalty." While it is often spoken of, it often is not pursued.
The opportunity to create add-ons and repeat sales is often overlooked. The opportunity everyone should be aware of is ways to sell new ideas, services and/or products to old customers; sell old ideas, services and/or products to new customers; and sell old ideas, services and/or products to old customers.
Repeat customers can be an indication that, in these customers" minds, the firm sells good quality and value, and gives good service. This, then, very often leads to referrals.

REFERRALS are profitable because the person doing the referral offsets the need to spend marketing dollars to get the customer in the door and to buy.

PROSPECTS: Prospecting for customers has kept the advertising business healthy for years. It has been their key to vendors' pocketbooks because it takes repeated use of the media to move prospects to researched leads and researched leads to current users.


Source: http://www.woopidoo.com/