By Nikki Viljoen – Viljoen Consulting CC January 2010.
Over the last two weeks we have looked at the how to increase the number of your clients as well as how to increase the frequency of the sale. Today we are going to deal with increasing the number of units sold.
Now logic must tell you that by merely increasing the number of customers and increasing the frequency of the sales, you will automatically increase the number of units that you have sold.
Understanding how to add value to this equation will mean that you will also increase the number of units sold even more. Think about it for a moment – if you have say 100 new clients, that’s 100 more sales, but if your product or service requires that they are used more frequently, say every two weeks, instead of once a month, that means that you have 200 more sales. Now add to that a product or service that can be used in conjunction with another product or service and now suddenly you have 400 sales.
Obviously the more value that you add to the deal, the more units per sale you will sell. How cool is that, and how perfectly simple too.
Actually the beauty of this is several fold – you see you are not only adding value to you customer, but you are also building a strong sustainable relationship with that customer and in building the relationship you are also building customer loyalty.
Finally, don’t forget that you need to see real results in order to measure your success. So start with what you actually know about your customers, add your market research to that and you will have a winning formula. The more relevant customer-focused type information your have on your clients, the better your platform for generating new clients, retaining current and ‘old’ clients and generating more sales.
Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za
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