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II webinarium 18.02.2015 Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 Współfinansowany ze środków Europejskiego Funduszu Rozwoju Regionalnego w ramach Programu Operacyjnego Współpracy Transgranicznej Republika Czeska - Rzeczpospolita Polska 2007-2013. PRZEKRACZAMY GRANICE State of Florida Economic Development Agency public/private partnership Responsible for Business: Recruitment, Retention, and Expansion Responsible for International Trade Development and Exporting for Small and Medium Enterprises (SME’s) Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 Increase Sales ◦ 5 things to do right now ◦ Consumer Service Good Marketing ◦ Develop the brand ◦ Marketing with a Cause ◦ Social Media ◦ Trade Shows Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 5 methods to increased sales 1. Narrow your Target Market(s) 2. 3. 4. 5. Become the product expert Write blogs, host in-house workshop, speak in local chamber of commerce Encourage Upsells from Staff Incentivize your staff to sell more by offering commission or bonuses (monetary, promotional, personal (i.e. paid time off, or company outings) Set up customer incentive programs Spend more, save more receive membership benefits Tier customers by spending Rank customers doing business with you are there certain clients who spend more, refer to you more, this will help focus your sales Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 Customer Service 1. 90% of the business is how you treat your customers 2. Responding to customers issues or suggestions is as important as how you make your product 3. Knowing what question will be asked before they do 4. If you have a product problem do you give a full refund or customer credit 5. Ask customers to review products, in turn they receive a discount on future purchases Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 Develop a welcome kit Nothing too fancy but make sure to have it in .pdf form available on your website List your products or services Have a few case studies on previous customers Answer commonly asked questions upfront Study your customers What purchases do they make, when do they make them, and how do they make them Projekt „Zrównoważona działalność gospodarcza“ nr PL.3.22/2.1.00/13.03940 Know your local media Compile a list of local media (newspapers, blogs, TV, national media), and their producers, and keep them updated on your product Marketing with a Cause Find a Cause to support along with your product Offer a portion of sales to a specific cause during a specific period of time Social Media Use all of the media avenues to announce products, take pictures of your products, and user product inputs. Examples (Yes or No) TOMS Shoes donates a new pair of shoes to a child in another country for each pair that you buy A furniture company in Ohio said that if you bought $2,000 worth of furniture from them, and the american football team (the Browns) won a 2014 playoff game they would pay for all your furniture A company in Florida buys a competitor company just to have their name because its customer service record Trade Shows/Conventions If you have a product/service that you want to get into the market a trade show that is specific to your industry is the best way to find distributors or representatives. In Florida we provide companies with a grant to offset the cost of attending an international trade show by 50% Conventions are also a good way to acquire speaking engagements on your product or industry, most conventions are looking for specific products sectors to give lectures or presentations Increasing sales is always a small companies priority but what is the cost (price and/or service) Marketing also involves knowing the potential of the market and when you start to over market Good marketing is beneficial but “Great” marketing is what people remember Getting the marketing right (which takes time) will lead to great sales potential if you do not forget customer service.