Dont Wait - Sell The Future Now!

Just as you are about to say "good-bye" to your hair stylist, you get the question, "shall we make our next appointment?"

Most businesses sell products or services that are cyclical in their "need" curve. In other words, the client has need of your product at regular intervals of time. Examples are a veterinarian (varying amounts of time between "needs"), a tax accountant (at least annually, often monthly or quarterly), or a house painter (five to ten years). The customer, once finished with the transaction knows they will be in need of this service in the future. Most vendors, once finished with the transaction, hopes the customer will remember to come back at that time. But that is exactly the best possible time to pre-sell the next purchase? right then, when the customer is the very happiest they made the purchase from you.

Yet, clients, even if they are happy with the product they purchased, are lost every day because:

· They don't remember who provided that service last time

· A competitor is able to capture your customer by promoting aggressively

· It was more convenient for them to go elsewhere

· The vendor did not pre-sell the next sale

Companies that have a pre-selling program and a way of offering it to customers at the best possible moment are able to retain their customers longer and grow their businesses faster. It might be as simple as, like the hair stylist, just asking for the next appointment.

Larry Galler coaches high-performing executives, professionals, and owners of small businesses to extraordinary acheivement.

To learn about ways Larry helps businesses acheive their goals visit http://www.larrygaller.com or email larry@larrygaller.com.

---

Postcards Make It Rain Referrals

One of the simplest ways to expand your marketing efforts... Read More

Small Business Success: Thriving During Change (And Landing On Your Feet!)

If I had $1.00 every time I heard someone say... Read More

How to Sponsor an Event for Fun and PROFIT

How do you sponsor an event and get personal introductions... Read More

Never Burn a Bridge

Why should you always maintain a good report with a... Read More

Franchises Offer Shortcuts, But Not Control

Q: I will be retiring this year at age 60... Read More

Leveraging Business Relationships for more Profits

When should you leverage the relationship?Leveraging sometimes brings a negative... Read More

Why Do Franchisors have Exclusive Territories

The reason we Franchisors call it an exclusive territory is... Read More

Be Nice to Your Payroll Department

Ok, so next to the taxman, your company payroll department... Read More

How to Give Informative Talks

Why should you do informative talks to smaller groups?Informative talks... Read More

Age Old Marketing Technique Improves Business Plan Executive Summaries

Every business plan book tells you how the Executive Summary... Read More

Retail Customer Opportunities for Pressure Washing Companies

Pressure washing companies must look for customers in the retail... Read More

Tell Me The Reasons Why I Should Believe You?

Have you ever heard the phrase, 'PREPONDERANCE OF PROOF'?I recently... Read More

Effectively Completing the Operations Plan Section of Your Business Plan

The Operations Plan is a critical component of any business... Read More

Old Data in Database Marketing Software

Database Problems in MarketingI have been working on a direct... Read More

Small Businesses - Big Obstacles

Everyone is talking about small businesses. In 1993, when it... Read More

Five Facts and One Motivating Factor Behind a Successful Home Business

All legitimate home business entrepreneurs insist and announce loud and... Read More

Build Credibility with Expertise

As an Investment Representative you've worked hard to build trust... Read More

7 Cash Flow Secrets Your Accountant Never Told You

Looking for ways to boost your cash flow? As a... Read More

Top 10 Record Keeping Mistakes Business Owners Make (and How To Avoid Them)

If you interviewed business owners of failed businesses, a majority... Read More

Got Stimulation?

An observation while returning home from a seminar: Getting away... Read More

Mobile Detailing Expansion Considerations

Expanding your business requires you to take a good hard... Read More

Your Business and the Story of a Tree; Part One

This morning, I went to take a short walk outside.... Read More

Pressure Washing Business and Post Fire Cleanups

Many have not experienced a fire up close. One year... Read More

ADH Will Make Your Life More Productive & Your Life More Profitable

What is a Virtual Assistant?? A Virtual Assistant is that... Read More

A Lesson From ?The Apprentice? That Can Make You A Master

I have to admit, I was curious. When I saw... Read More

Small Business Strategies - Four Critical Success Factors

Scenario OneDuring a recent presentation, a business owner was given... Read More

Why Small Businesses Need Both A Logo And An Identity System

Experts urge small business owners to "brand" their business ?... Read More

Internships: Good for Everyone

Many job applicants want a job but often do not... Read More

To Buy Or Not To Buy: Lawn Mowing Business

TRUTH IN THE LAWN MOWING INDUSTRYWe do not wish to... Read More

Five Simple Software Tips for Small Business Owners

The start of a new year is a time for... Read More

4 Areas Where Your Business is Losing Money

In my 18 years of consulting I have heard it... Read More

Expand Your Professional Organizer Business

Grow your Professional Organizer business by branching out into related... Read More

The Business Autopsy: A Fact Of Life

Last week we discussed the importance of performing an autopsy... Read More