This article is about the three fundamental steps to cement a good sales structure that guarantees income for our businesses… and in an increasing and continuous way.
For this, three simple steps are used:
1. Getting customers to buy from us and not from the competition.
2. Get them to keep buying from us (focus on the second sale, not the first).
3. Get our clients to recommend us to their friends.
With this we will guarantee the sales figures and the influx of customers.
One of the primary objectives - if not the only one - to guarantee a long life to a company is sales: the constant increase in sales figures and new customers.
Something so simple and obvious - however - is a Herculean task for many companies, because many times the simple is not easy to execute.
Our lack of achievement in this field will undermine the foundations of our business; and sooner or later it will lead us to economic collapse with its aftermath of disasters and ruin.
There are three identified keys that work like the gears of an unbeatable machinery; which will generate all the money we want.
In addition, if we take care of constantly "greasing" them, their speed will increase and our cash registers will emit more and more their sweet melody.
1. That our clients buy from us… and not from the competition.
On this point it is important to note that this not only applies to new companies, but is equally valid for companies already positioned in the market, since competition will always exist and if you are not hungrier for sales than your competitors… they will banquet with you.
In previous articles we have talked about it - "Keys to Business Success: The Key Purpose" (http://yohelyav.blogspot.com/2009/08/claves-del-exito-en-los-negocios-el_08.html) - and in them we raised the importance of focusing not on the first sale… but on the second and on those that will come after it, since a customer who returns to buy is one who felt satisfied and happy on the last occasion.
Let's make use of whatever resources are necessary to make sure customers know we exist and that they reach out to our sphere of influence to close sales.
For this we use a marketing plan that ensures the constant influx of new customers.
2. That our customers continue to buy from us
We must have a sales system aimed at satisfying the needs of these new customers, so that our percentage of second sales is always high.
Customers are disloyal and we; our products; and our services do not matter to them at all.
All they care about is that we meet their needs and improve their lives.
If we do not achieve these two objectives in them, the client will inevitably look for someone else to do it.
3. That our clients recommend us and even bring their friends
When our marketing system; sales; and attention to the needs of our customers works correctly, we will achieve the maximum objective of any seller: recommendations.
When a person takes the trouble to recommend our products or services, it is because he feels fully satisfied with our treatment of him in the past and fully confident that we will do the same with those people so dear to him: it is as if he opened our doors of his house and offer us his hospitality.
Thus, we must rise to the occasion, simply applying the same system with its recommendations, so that a multiplier effect is achieved, which will be reflected in our financial statements.
The "Three Keys" are simple and obvious. Optional? Never. Simple to execute? You will have the answer.
Good wine, sale brings with it. - Spanish proverb.
