How to Get More Sales

If you want to grow your business, you need to get more sales. By definition, there are only three ways you can get that:

  1. Get more customers
  2. Sell more often to each customer
  3. Sell more in each transaction

Get More Customers
If you do not want your business to die, you need to acquire new customers all the time. In truth, you lose customers all the time. To grow your business and get more sales, you need to find more new customers than you lose current ones.
Finding new customers is expensive and can be difficult. Many businesses do not earn a profit and even make a loss on their first sale to a new customer, the so called front end sale. They need to go a long way to find a prospect, make him aware of the offer, get his interest, nurture his desire and finally induce him to act on the offer. You need lots of effort and high expenses to guide him through his decision making process.

Sell More Often to Each Customer
It is much easier to get more sales from an existing customer, because you have built already a trustful relationship with him. You can get his attention, and it is easier for him to act on his desire, because his risk to be disappointed or look like a fool is now much lower.
How often you can sell to each customer depends on your product or service, and on your effort. The best scenario you could dream up is a product which needs to be replaced or serviced every couple of months, and you can approach your customer at the right time to remind him about the need. One simple example would be your dentist. He will send you a letter to remind you that it is time for a new checkup and ask you to call for an appointment.
The same system lies behind the riches of Gillette, Procter & Gamble and Coca Cola. In these cases, the body reminds you that you need more razor blades, detergents or drinks. To get more sales the providers of these products need just to be present in your mind as well as in the store.
In internet marketing we use social networks and email to be present in the customers mind. It is a bit more difficult to come up with products which need to be replaced on a regular basis, because we sell typically immaterial products consisting of information. But still, information needs to be up to date, which opens the door for membership sites providing a steady stream of news about a certain topic.
It may also be a good idea to drop feed your information product to your customer. This approach may increase usability in a big way. And every time you deliver the next installment of the product, you have the chance to get more sales by offering him a related product or service. If you deliver too much information at once, the consumer may feel overwhelmed, and your product may end up collecting dust on your customer`s hard disk.

Sell More in Each Transaction
If you have made a sale you have got already your customers attention and interest. He is in the mood to act. The simplest way to get more sales from your existing customers is to offer them another related product, which may increase the usability of the product they just bought. One example would be the sales man for shoes, who will inevitably offer you a shoe polish as soon as you have bought your new boots. This is absolutely legitimate, and your customer has every right to be angry with you, if you do not offer this shoe polish, travel insurance, video tutorial etc. He wants the full value of the product you just sold him, and it is up to you to offer him complementary products and services.

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The Essence Of Freedom

Is freedom just another word for nothing left to lose? No, this is not the essence of freedom.
I took this line from a song of Janis Joplin, and it was one of my favorites. But later I struggled many years to liberate myself from the thought expressed by this song. Why?

Ability to Say No is Important
This song of Janis reduces the meaning of freedom to one aspect only: The ability to say no. But in truth, freedom is something else: It is the ability to make a choice. This means that you can do something, if you decide so, or you can leave it. Freedom means that you have the ability to determine the course of your live. Freedom is self determination.
If you have nothing, you are not free. If the essence of freedom is the ability to determine the course of your life, then you must have resources to be free. If you have nothing, and somebody offers you food, you must say yes to survive. And, having nothing, you must say no to many opportunities life has to offer because you cannot afford it. If you have nothing, you cannot help others. And if you have nothing, you cannot choose what to learn.

Master Your Things and Social Status
Janis Joplin misses the essence of freedom, when she said “nothing left to lose.” I do not say that anybody should be a slave of things, or of status. It is mostly status, talk of other people about somebody or something, and fear of that, what enslaves us. If we have useless things, we tend to forget them. Useless items will waste our resources, and slow us down, but they will not be able to control our mindset.

Fear Makes Slaves
Fear of gossip surely has the potential to kill off our ambition and make us say yes where we should say no. In postwar Germany, where I grew up, there were plenty of people who should have said no. And there was even more pressure on others, not to speak up and tell the upcoming generation what really happened. So, nothing left to lose said for me merely: “Do not provide others any leverage to force you to do anything.” This has some truth in itself, but it also smells like lost opportunity. It defines the essence of freedom in negative terms.

Positive Approach to Freedom
Let’s try it the positive way. If the essence of freedom means to have choices in life, and to choose what is right for me, how do I get there? This is not a trivial question, but one thing is sure: It involves learning. To identify the right choice, you need to anticipate the possible results. After making a choice, which means in this context setting a goal, you must learn how to reach there. This is done most effectively by looking for people who have done the same thing before. If you study them carefully, you will be able to follow their way.

Internet as a Game Changer
The beauty of the internet is that you can meet there people, who have achieved all kind of things. And many of them are more than willing to share, how they did it. Some provide {openx:29} Others offer and programs showing you how they reached the degree of freedom they have achieved. They help you to learn their trade and show their tools. Iif you have access to the internet, you can certainly reach such people.

Accept Your Responsibility
But this puts the blame squarely on yourself, if you allow yourself still to pose as a victim. Make the right choice, decide to grow. Determination to grow is the final essence of freedom. This determination will not remove the consequences of past mistakes immediately. But it can improve life faster and more profoundly than you can imagine. Wake up! Every journey starts with a single step.