Christmas is coming

& the goose is getting fat……….

But if you rely on the festive season for a significant part of your annual revenue, you better be in the final stages of planning your marketing campaign to attract customers.

Decision-makers are now returning from their Summer holidays and will be planning what  they’re going to do over Christmas.  If you’re in corporate catering, venue hire, event organising or people photography, the phone should start ringing very soon.

If not, what do you need to be doing to get it ringing?

  1. Have you spoken to everyone who bought from you last year?  They already know the quality of the work you can deliver and, if they liked it, should be considered good opportunities.
  2. How are you communicating with everyone who talked to you last year, but didn’t buy? They may have used a competitor last year but they may not have been completely happy with the service they received. If you time things right you could poach a few additional clients from your competitors
  3. What are you doing to make more people aware of your services? Without awareness there cannot be any interest or sales opportunity
  4. Is your website updated to show the seasonal services you provide?
  5. What evidence is online that demonstrates how great a job you did last Christmas for your clients? Case studies and testimonials are a big help for people trying to decide who they should talk to and buy from
  6. Have you considered Google Adwords to generate new opportunities.  For seasonal marketing, this can be very effective

Just a few questions for you to consider in order to make sure that your marketing generates the Christmas sales you are looking for

I hope this helps

 

A bird in the hand

Increasing your sales the easy way

 

Everyone knows it costs more to win a new customer than it does to keep a current one. The ratios quoted vary but the principle is still the same

Based on this fact and you’re desire to grow your business, the best route to new business is through your current customers.  The question is what more can they buy?

When was the last time you did a review of your client base to understand their buying habits; the products they buy and how frequently?

Let’s imagine your average customer buys two products/services from you.  If you can get just 25% of them to buy one more thing, you will have increased your business performance by more than 12% – not bad growth in a country that is reputedly just coming out of recession.

The harder bit is understanding what products would be right for them and then showing them how it will solve a problem they currently face. There are two sets of people within your company who can help you here:

  1. Your account managers
  2. Your operations staff

And it may be that your Operations staff talk to your customers more than your account managers, so don’t under-estimate their ability to help here.

Next Steps:

  1. Make sure that everyone within the company knows what you want to do, so they have the opportunity to contribute.  If your accounts/sales staff are on commission, make sure your Operations staff will get something from this.  They may be less helpful if they think someone else will get rewarded for their work.
  2. Analyse your sales patterns and your portfolio penetration levels so you know what is already being bought by whom.
  3. Develop the right stories to show your customers how you can help them

 

Of course, if you would like some help with any of this, call or email me on 07770 970 557