Home | Contact | Advertising
Small Business, Information, Resources, Articles - SmartBiz.com
Members Login:
Sign Up Forgot?
SALES & MARKETING
Marketing Online
Email Marketing
Search Marketing
Selling
PR
ONLINE BUSINESS
E-Commerce
Website Creation
Productivity
Accounting
CRM
Web-based Software/SaaS
BUSINESS STRATEGIES
Case Studies
Smart Answers
Videos
Podcasts
Smart Blog
Human Resources
Management
BITS & BYTES
PCs & Online Equipment
Mobile Computing
Security/Business Continuity
Telecom/Office Networks
Small Business Products
FORUMS & RESOURCES
Free White Papers
Tools and Calculators
SmartBiz Forum
Legal & Business Forms
News Feeds
Featured Webcasts & Videos
Franchise Offers


 
SMALL BUSINESS AND STARTUPS INTERNET TECHNOLOGY RESOURCES
Search SmartBiz:
Forms and
Downloads
Free
White Papers
Special
Offers
SmartBiz
Blog
Free Email
Newsletters
Selling
Fast Cash Boosters For Any Business
Email ArticleEmail Article
Print ArticlePrint Article
Increase Text SizeIncrease Text Size
Decrease Text SizeDecrease Text Size
Del.icio.us
Digg This
Bookmark and Share

By Jay Abraham

Let's explore some short-course techniques you can employ instantly to jump-start your business, or at least to get more business flowing into your enterprise.

If you're in the retail trade, get your salespeople on the phone to all of your active customers or clients, and extend to them a purchase option. Ask the customers to commit to a minimum amount of product that they are willing to say that they will buy for the rest of this year.

If they agree, offer them two options. Number one, if they're large enough, they can prepay the whole year's purchase and receive a substantial discount. Number two, if they are not willing to prepay, urge them to give you a target figure they think they will hit. You can give them a discount up front that is only taken away from them if they don't hit the purchase goal!

In other words, let's say I believe I am going to buy 100 widgets from you, and last year I may only have bought two. By offering me a volume discount, I will be motivated to lock in a better price and guarantee you a minimum amount of purchases.

The moral: By making this offering in retailing, you almost always increase the revenue per customer, the purchase frequency per customer or client, and the profit per customer and per transaction.

If you're a wholesaler, do something similar. Offer your customers a sales-assistance program. If they will buy from you, promise them that you will reinvest a portion of their purchase in cooperative
marketing support.

You might give them sales assistance, you may give them sales letters you will pay to have mailed out. You might give them promotions you will create. You might give them sale incentives they can pass on to their customers.

The point is this: Asking a wholesaler to buy more of your products just to sit on their shelves does them no good. So say to a wholesaler, "I will create a strategy that will help you sell more goods. I will actually provide you with either the programming, the funding, the letters, the advertising copy, the sales scripts - whatever you need for your salespeople to do much more and make themselves and you a higher amount of money if you favor my business with the purchases."

Manufacturers are in position to go to a customer and suggest that if the customer will lock in an annual minimum-quantity order, the manufacturer will connect to an annual purchase rate. They can lock in purchases and thus are in a position that, if they buy enough goods, they'll lower their price and then can pass on some really profound savings to the customer.


| 1 | 2 | Next page »
Add a Comment View Comments
Small Business Home

SmartBiz Shop
Promotional Items with Your logo
 
     
 
Smart Services
Spacer
Spacer
Spacer
Spacer
Add Your Logo Now
Spacer
Get Your Business Online
Build a Website Host Your Website Market Your Business Online
Business Form Downloads
Legal Forms Business Forms
Smart Forums
Recent Postings
Stimulus or "Pork"ulus?
Blog: How Do You Know What Insurance Is Right for Your Business?
If Layoffs Are Necessary, Protect Your Business
Blog - Do You Have Email and Internet Usage Policies in Place?
MORE
Home | Contact | Advertising
© 2016-2018 SmartBiz. All rights reserved. Privacy Statement and Terms of Service
Small Business Home | Business Tools | Online Business | Bits & Bytes | Sales & Marketing | Business Strategies | Forums & Resources
Email Marketing & HTML Email Driven By: Hosted By:   Design By:
Email Marketing
 
XML LogoRSS Logo
Receive our stories via SmartBiz XML/RSS feeds.
Include our stories on your website through SmartBiz javascript content feeds.