HTSS42 - Selling multiple items to one person - Scott Sylvan Bell

Sell to those that bought already

Most salespeople and companies chase after new clients through impression and clicks this is costly. One of the best ways to increase sales is selling to those who have made a purchase previously. The constant chase of impressions and clicks will lose clients over the long term.  

The world of marketing

When you look at direct marketing there is a phrase and it is recency, frequency and monetization (RFM). When you have a captive buyer it is best to keep selling to them as long as they need the product or service. Where companies go wrong is they don’t have an add on offer or products to sell after the first purchase.

Why you need to data mine

One of the best ways for you to look at what to sell next is to data mine purchases. You look at what people buy and how they buy it through some detective work. You do need to come up with a strategy to make this work. This means you take notes on what people buy and what they buy next in the series. You run specials just before the time frame of them buying the next item. This almost comes across like you are reading their mind.

What if you cant get the data?

There are times where you cant get the information that you need from a buyer for various reasons. You must think through a process to gather the information you need. It may be that you run a discount strategy offset by the cost of acquisition it would normally take to purchase a new client.  What kind of discount could be used instead of buying a new lead on the open market?

You can gather data points from your buyer as you talk to them in the buying process. Get emails from people, you will want to do the right thing and keep this legal, get permission where necessary. You can buy a list or you can learn how to build your own.  

Your observations matter

When you are in your sales process you will want to take detailed notes. What comes to mind is previous purchases and what will be purchased next even if it is your product. You can find ways to partner with people for before you sell and after you sell.  

Sell until they tell you no

One of the ways to increase your sales is to take the data you get and create packages that coincide with the purchase. It starts with you asking and getting used to the conversation of add on sales.  

Once you have made a sale your buyer has already reduced resistance. You have more items you could offer the buyer if it helps them.  Be smart about this and do not take advantage of people once they have bought from you.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #podcast #howtosellshow #Sacramento

This episode was recorded in Sacramento