During a day, how many different opportunities does your staff have to
present options to current or potential customers for your products/services,
and how many of these opportunities are you capitalizing on?
Sales people -are they armed with the skills to listen and understand
each customer’s needs? Customers are not created equal! These people need the
skills to effectively develop a relationship with their customer.
Customer Service Staff - given the appropriate situation with a
customer, your customer service staff have the ability to educate your
customers on other products or services that might be a benefit to your
customer. Empower your customer service staff with the skills to suggestively
sell your products and services.
Field Technicians - what could happen if your technicians had the
skills to suggestively sell additional products or services? What if your
technicians could bring added value to your customer base? Could that
translate into dollars?
Website - what information are you providing or what products/services
are you selling on your website? Opportunities are abundant to educate your
customer on practically every aspect of your business:
a. Products
b. Services
c. Bill payment
d. Locations
e. Financial Information
f. Mission Statement
g. History
h. Community Involvement
Billing Statements - these provide an incredible opportunity to sell
something of value with every billing, whether it is a product or a service,
or to provide value-added information.
Newsletter - a great way to provide information about your company,
products and services
Printed messages on your bill - simple messages can express
appreciation, extend a holiday greeting, display a teaser about a new
product, etc.
Partnering with other businesses - identify businesses that would
provide opportunities for each business to cross-market to their customer
base
