Low Hanging Fruit Strategies to Rapidly Increase Sales with Business Optimizer Coach Stacey Hylen

2. Low Hanging Fruit Strategies to Rapidly Increase Saleswith Business Optimizer Coach Stacey Hylen

3. What you are going to learn: What are the biggest mistakes to avoid if you want to grow rapidly Quick and easy low cost strategies to rapidly increase sales!

4. Mistakes made by business owners in today's economy that will stop your growth: • Lack of Strategic Planning • Reactive instead of Proactive

5. 2. Working “in” the business instead of “on” the business. Mistakes made by business owners in today's economy that will stop your growth:

6. 3. Lack of Accountability Poor implementation Tracking not in place "Accountability breeds responsibility.” Dr. Stephen Covey Mistakes made by business owners in today's economy that will stop your growth:

7. 4. Business owners are focusing on cutting back on the little things in their business vs. investing time, energy and resources on growth. Mistakes made by business owners in today's economy that will stop your growth:

8. 5. Lack Of Resourcefulness Mistakes made by business owners in today's economy that will stop your growth: Stacey With Tony Robbins

9. 6. Not using Leverage: getting more out of less- Time, Money and Resources! Mistakes made by business owners in today's economy that will stop your growth:

10. Your main focus should be that 20% of your business actions will get 80% of your results. Cutting back on costs is only half the battle, you must INCREASE SALES! What you should be focusing on!

11. What is Low Hanging Fruit? Things that you may be overlooking in your company that are: • quick and easy to implementand get results • can rapidly increase sales and profits • low cost or FREE to implement

12. Take advantage of overlooked opportunities. • Instead of cutting back on staff and resources try looking at things that may be overlooked in your company – Low Hanging Fruit. • There is no need to go searching for other ways (new brochures, etc.) to increase business when there are things that can be optimized in what you already have!

13. These strategies seem simple and you may say to yourself “I know that” The question is are you using these strategies CONSISTENTLY in your business? Knowing vs. DOING

14. How much is a client worth to you? Average Sale, per month, per year, lifetime value? How many clients do you want/need this month? Pick the strategies as we go along to implement Exercise

15. Low Hanging Fruit Strategy #1: The up-sell • An upsell is offering your clients additional products or services at the point of sale and before the customers complete the order. These can be complimentary or more expensive products or services. • This technique can bring extra business revenue without any additional expense.

16. McDonalds asks: “Do you want fries with that?” Simple and easy to implement. Example

17. store hit hard by both recession and new low priced competition employees had been with company 40+ years, several 80 years old+, others were family members, had tried everything to grow but refused to fire staff very small town, Client Example Challenges

18. Solution: Upsell system for his most popular product Results: Sales up 40% in one month compared to same month pre-recession Client Example

19. Implementing the up-selltechnique • Make a list of the top 20% items you sell. • Determine what the up-sell for that product would • be. • Create a written process. Train staff or workers on • the plan. • Implement CONSISTENTLY. • Track the implementation and retrain when • necessary. • Reward for increased sales.

20. Exercise • Make a list of the top 20% items you sell. • Determine what the up-sell for that product • would be.

21. Implementing the up-sell technique (continued) • If you’re up-selling 30% of the time in the first week, what • happens the second week? The second month? Are you • still getting that 30% up-sell? • Is there an increase or decrease? Look to see if the • up-sell is being offered every time. • Reward the staff for the increase in sales! If you work by • yourself, give yourself a reward!

22. Another place to upsell is on your website At the time they are buying offer an additional product, service or upgrade. Examples: www.godaddy.com www.Amazon.com

23. Upsell

24. Extending the Term

25. Upsell Packages

26. One Time Only Offers- Upsells

27. Average Sale Currently: $________Upsell Offer: $________Estimated # of Upsells: ________Increase in sales: $________per week $________per month $________ per year Exercise: Monetize this Strategy

28. Strategy #2 Reactivation Of Past Clients • Already like, know and trust you. • It is not your clients’ job to remember you, it is • your job to make the clients remember you. • Even if they don’t buy from you again you’re • deepening the rapport you have. • You’re also creating a top of mind awareness.

29. Past clients- on and offline- haven’t purchased for a certain amount of time. Online customers whose credit cards have expired. Strategy #2 Reactivation Of Past Clients:WHO?

30. Email Campaign Phone Direct Mail Campaign Implementing: 3 ways to reactivate clients

31. Implementing • Create a list of past clients that you want to call. If you have past clients that weren’t your best client, don’t put them on the list.

32. 2. Create a script of what you will say to them, something conversational. Ask them questions, interact with them. Ask rapport building questions and ask questions they can’t say no to. Implementing

33. Implementing • 3. At the end of the conversation let them know you have something that may interest them. • Returning Client Only Specials • Subscriptions • Package created just for this offer • Limited Time Offers • Bring a Friend

34. Create a series of contact points, email, phone, etc. to remind them that their card has expired and that they will be missing out on ….. and the benefits of continuing and the costs of stopping your product or service. Be persistent you are not at the top of your list. For the future put a tickler in place to remind you to contact client BEFORE card expires. Implementation of Credit Cards Reactivation

35. Make Reactivation a regular and ongoing process in your company Implementing

36. Exercise: Monetize this Strategy Number of Clients to Contact to Reactivate:________ Estimated % Convert to new sale ________ Estimated # of New Sales ________ Average Sale $________ Estimated Profit Boost$ ________

37. Strategy #3 Offer clients additional product or service

38. Examined current clients needs and purchases Discovered need that they were currently outsourcing 100k/month in increased sales! Client Example

39. Slow Or Fast Two Ways to do this:

40. Develop a product or service to offer to your clients/list Find a company that has a product that would benefit your clients/list and set up affiliate or referral fee Two Ways to do this:

41. Example: Web design clients may need video produced Exercise: Brainstorm a list of products that may interest your clients

42. Exercise: Monetize this Strategy Number of Clients to Contact to offer additional product or service : ________ Estimated % Convert to new sale ________ Estimated # of New Sales ________ Average Sale $________ Estimated Profit Boost$ ________

43. Strategy #4 Offer your products/services to someone else’s clients/list.

44. Make a list of what type of businesses have your perfect clients. What could you offer to their list that would be a good fit? Write a script to approach these businesses. Keep going until you get a yes! Do the marketing for them. How to implement:

45. Emails Tweets Facebook Linked iN Pinterest Pics Guest Blog posts Interviews Podcasts Letters ETC…… Do the Marketing for them

46. Tire Center/Garage Offered a Free Gift for Used Car Dealer in his town to give to customers who purchased a car Win-Win: Client: No marketing cost to get new client only had a cost if someone became a new client. Built his list. Strategic Alliance Partner: Made him look good, gave something of value to clients, separated him from his competition. Client Example

47. Email- they send to their list Stuffer in mailers, catalogues, invoices Direct Mail piece Event Gift or Coupon for their clients Some Formats to consider

48. Exercise: Monetize this Strategy Number of Strategic Alliance Partners to Contact to offer your products/services to their clients/list : ________ Size of their List Estimated % Convert to new sale ________ Estimated # of New Sales ________ Average Sale $________ Estimated Profit Boost$ ________

49. Ask for Referrals Strategy #5

50. Spend more money Buy more often Are more profitable Are more loyal Referrals