Posts Tagged ‘Customers’

Ernesto is a salesman in a company that manufactures electric generators. The list price of sale of each generator is $ 1,000. For your company, the total cost to produce and make available to the public in local sales of these generators is $ 800. The company goes to market carrying a profit of $ 200, 25%.

Ernesto this morning closed a deal with a customer, and sold a generator delivering a 10% discount on list price, which is the maximum discount you can offer your manager. The customer paid $ 900 or $ 100 less than the list price. Now the question is: Where did that $ 100? Obviously came out of the profit that your company hoped to get.

$ 100 is 10% of the final price paid by the customer, but the company is 50% of the profit!.

How much lost Ernesto?

Ernesto gets a 6% commission for each generator that sells, so you get $ 60 if the price were the list. In this sale to $ 900, your commission is $ 54. $ 6 does not seem much, but Ernesto sells an average of 40 computers per month. If I did 10% discount on half of its sales would be losing $ 180 per month in commissions, about the same as the fee pays for your car. Is not it enough, no?

Ernesto, as many vendors tend to use too often (or too early) in a negotiation the use of the lowest price you can offer, virtually transforming the price “floor” in the virtual list price.

What can we do?

1) if we recognize this trend.
A discount is a necessary to close some sales, so in many cases would be a mistake not to offer it. Of course not referring to those occasions. We are talking about the tendency to offer more times or more as needed.

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According to Wikipedia, credibility has two dimensions: the ability to build trust and the degree of knowledge. Therefore, you should try to position themselves as expert in your niche and gain a reputation for integrity on the web.

There are different ways:

1. Publications

One of the great benefits of writing articles, other than to attract traffic to your site, is to position themselves as experts in their field of expertise. It is important to deliver valuable content in their publications. So people will see that you really have control over the subject and will be interested to hear more from you.

2. Integrity

Professional integrity is a fundamental aspect of the credibility of business on the web. Do not make promises that can not meet and make sure that their products and services are of high quality.

For it is important to make a constant assessment of their management. You can survey his followers and always be open to criticism, however much it hurt. Another way to demonstrate integrity is to give customer service top notch. In this area it is easy to make a difference, since most web entrepreneurs are negligent when personally involved in the problems of their clients.

3. Testimonials

One of the best ways to gain credibility is to publish testimonials from your customers are satisfied with your products and / or services.

How to Get Testimonials?

Often come alone. People who are experiencing a change in their lives because of your products are going to write to thank him. All you have to do is get permission to publish the testimony of the person. Never post a testimony without the prior permission of your customer!

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The company work with has a mission, vision, future goals, and implements a strategy to gain an edge in the market by offering products or services.

According to these criteria the company according to Porter should be based on differentiation and minimization of costs, this strategy of “war” was valid until a few years (several years I would say) in which the product-oriented companies looking to do better than more competitive by reducing costs in the attempt.

Given the technology revolution and globalization, Web 2.0 is not the only way a company to differentiate themselves or gain a competitive advantage over their adversaries. Emerges as a theory called “Delta Model” Arnold Hex, in which a company stands by its strategy in a corner of a triangle. These are the best product, customer focus, consolidation of the system.

Summarize briefly what is each, the first “Best Product” as it builds what he was talking Porter, companies are concerned about differentiate the product and make it better than the competition. The second, “Customer orientation”, which means that companies worry about the customer, is oriented toward him, cares about what customers need or what you do, you feel comfortable with the product or service it would provide.

Finally, “Consolidation of the system” Emphasizes that we look across the value chain, knowing the entire process from inputs involving until the product reaches the customer’s hands, knowing this could make participating companies complementary and that the user feels more benefits to get our product or service.

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Tradition is the concept you have to sell for profit. ” Do you still run this concept?

Which eventually sold remains the mainstay of any business, but “you have to sell” has changed hands from the seller to the consumer. Is no longer a seller’s action that people consume a product but for the freedom taken people to choose where to shop.

Now you do not like saying “if a company sells, there must be someone to buy” now is: for a company to sell must be where the customers are doing what our customers need this company “What? Relationships, then sales will come according to their relationships.

How do I sell more online business?

• See where the customers are

For this step does not need a product, just know you want to do business. What business do you want? For example if some of the area of ??health, have to become someone who could create their system where people can get interested in health: Blog, videos, social networks, etc. It is important to look at you, what conditions you have that talent, so to share content with a mass communication tool on the Internet to attract the right people for your business.

For example I want to do a business with health products, to achieve this I create a system (blog, videos, etc..) That will attract people interested in their health and welfare and they want to do business. But I can not create health issues, such as for who is looking for “holistic health” on Google. Our customers are in our hearts, our talents to achieve communication, with specific topics that we can share with a mass communication tool, as these issues will be those that appeal to those potential customers.

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This is psychology, and with the money going something like, surprising since money is accompanied by emotions, feelings that activate our cells and motivate our imagination.

The money and the attitude of people

More money does not mean more happiness, but obviously it’s no fun being poor. For example, winning $ 100,000 on one occasion does not make us rich, but it feels very good. It is possible that many physical ailments and health start to improve just by thinking about how good it can happen with that money.

Most people who have problems with money, they can not afford to make ends meet, he’s really wanting to live up spending more than they earn more than what they have. How do you wake?. Just look how happy that makes money, but look good. What really makes you happy is the attitude of other people when you spend money. What attitude you get when you spend money? That attitude is what makes you happy, can you do a trick with this?

Going shopping

Most of us are not good shoppers. As we do not have a scanner to see the quality of products, we attach to price as a gauge of quality. If it is more expensive is better. We spend more wanting to do better, but it is best to keep some money after shopping. Businesses know much about us, whether they are professionals and have everything ready to boost spending by its customers. For example see at home, too many new things about to shoot, that’s wasting money, you add these small quantities, consider whether it is money that you need. Should the management of their money fits your personality?

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Group on undoubtedly working very well in many cases, and is giving many businesses understand what they want: customers. Another thing is that this goal is not always clear enough or limited, and an alleged promotion of more clients looking to end up in an economic disaster for local, as in this post says the owner of a local. Or, as discussed in this article from a newspaper in Detroit.

In the particular case I think it is primarily the responsibility of trade, as it seems clear that the responsibility for that has suggested limiting the promotion. Nevertheless, and despite the commercial did not tell, you have to be aware of what is promoted and the costs and outcomes that can occur.

And of course appreciate that getting a sale price only motivation does not automatically make the faithful customer for life. This issue certainly would for several more posts. The truth is that the CEO of Group on response to all this was quick and very accurate in my opinion. Group on is the tool, the platform, a new form of advertising to promote a local. Has the critical mass for resale, in the positive and negative.

Most customers seem to be satisfied and I think those who are not is more demerit own, that because of “messenger”, that is who is usually always carry all styles.

The first, and this is certainly not their fault, is that often the discounts are not such discounts. I’ve seen (and unfortunately can no longer see the offer and not kept a screenshot) several alleged “deals” in the web business in question were up even cheaper. And no need to purchase in advance.

I remember a particular one-SPA Hotel in Granada and other dental treatment. I also remember having seen any similar case in my timeline on Twitter (I take the wedge to leave and follow me if you care what story)

For businesses that have no website and prices more or less public even think it might be more common. It is very easy to say that a session of UVA that sold at 10 € say that is worth 20 € to sell then 50%. Nothing new. Has been done and is being done in the sales for many laws there.

What’s more, I am sure that is possible in most cases make a bypass to Group on, and get the same price by calling or going directly to the business and saying you’ve seen on the site. Here you have some screenshots of proof. With 3 examples, because they are all equal.

A survey in Europe shows that 4% said the Directorate General of enterprises as the main responsible for the marketing errors. Only 25% attribute it to lack of professionalism of the sales team.

The vast majority of professionals, up to 73%, believe that they are the company and its marketing strategy to blame for the reduction of customers, according to the results of market survey “Why lose customers?” by RMG & Associates. In this sense, up to 41%, pointing to the address as the main cause, compared with 32% who blame the absence of a marketing policy.

However, only 24% of respondents give this responsibility to the lack of professionalism of the sales team. The lack of solutions to current customer needs and no added value to their expectations are the main causes of the loss of customers in organizations, as 57% of respondents.

The survey results relegated to second place other reasons such as the existence of lower prices in competition (15%), or the mismanagement that often makes claims (11%). As to what are the best ways to build customer loyalty, 30% of respondents indicated that add value to the management and 23.44% cited the loyalty programs. Only 6.7% named promotions and discounts.

Accepting credit cards in your company can make a huge difference as it relates to your sales because it significantly expands the potential market to which you can get.

And every day a growing number of consumers who use credit or debit cards for purchases by the benefits that they represent. So today I share this guide to be able to accept cards in your business.

Credit cards, also called plastic money or electronic money have the following advantages for your business:

1. Incremental your sales and your customers that open possibilities for new and modern means of payment. It is estimated that receiving credit cards can increase your sales by up to 30%.

2. In addition, they are also attractive to customers for the convenience and security they represent and to help reduce cash management (an advantage also important for your business.)

3. Methodological speaking, the credit card can increase your sales because psychologically facilitates impulse buying. Transmitted to the consumer a sense of ease of purchase and especially the “buy now”. And of course to be approved in second half prevents the customer can cancel the transaction upon completion.

4. The credit is offered directly by a bank or card company so you do not have to use equity for your client receives the benefit. This of course also means that you have no risk in the transaction because it is not your money that is at stake because the client is responsible to the issuer from the time the credit was granted through possession of a card.

5. Another advantage is that the systems can accept authorization cards 24 hours a day which safely expand your possibilities of operation.

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In the business world can respond quickly and strongly, the fact is that many times you forget what a customer for company and we neglect the attention and care they deserve.

The client is a figure that is always present, of course, is accusing the products and services that companies offer and what they get consolidated in the market and earn income and returns to position themselves and survives.

Then why is there sometimes is ignored and neglected the importance of the treatment they deserve?

The answer is complicated but some reasons are:

“That the company is not able to transmit to the persons composing the importance of this figure to the survival of the, that certain steps are a little more time consuming and can delay the other tasks, that there are no clear guidelines for action to any incident..Etc.

It seems that the above does not make much sense when investing large sums of money and resources to investigate new lines of business, create new products or services, attract customers, make known, advertise…

The truth is that everything mentioned above is important, but to dedicate a part of that effort to involve and educate the workforce of the companies in the care and customer service is essential.  What are the customer and its importance?

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You can imagine our surprise when many of these companies say they still have a problem with the chain suplai.Dan more surprising is the fact that most of the problems of these companies come from a lack of visibility and the inability to predict the performance of partners in the supply chain.

This is surprising, because during the last 25 years of supply chain visibility has become a favorite topic of conversation in business articles, organization and supply chain analyst reports. Manufacturers, retailers, distributors and third-party logistics focus their skills in tracking the location of an order or delivery. While-in-transit tracking is important for obvious reasons, is just the tip of the iceberg when it comes to supply chain visibility.

The message contains a string that a lot of information which, if used correctly, can help companies reduce operating costs, increase revenue and improve customer service. The Order of The Collection and Payment is a key example of the steps you can take advantage of the operating information to improve economic performance, as long as they capture the right information from all actors in the supply chain in their respective life cycles.

The inability to use the resources of valuable information contained in the supply chain transaction’s information can cause companies to keep excessive amounts of inventory to meet demand exceptional response from customers, which may be especially true for companies that want to maintain the handling of perfect order, especially when the first line of your request perception for clients to receive orders.

Prediction: The Secret

the ability to use historical inquiry can bring great knowledge of trends in customer buying, especially if they do not have the ability to provide accurate information on demand.

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