151 Quick ideas to increase sales.PDF

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Chapter title here
Quick Ideas
to
Increase Sales
By Linda Sparks
Franklin Lakes, NJ
1
151
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151 Quick Ideas to ... fill in blank
Copyright © 2006 by Linda Sparks
All rights reserved under the Pan-American and International Copyright
Conventions. This book may not be reproduced, in whole or in part, in
any form or by any means electronic or mechanical, including
photocopying, recording, or by any information storage and retrieval
system now known or hereafter invented, without written permission
from the publisher, The Career Press.
151 Quick Ideas to Increase Sales
E DITED BY J ODI B RANDON
T YPESET BY A STRID DE R IDDER
Cover design by The Visual Group
Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada:
201-848-0310) to order using VISA or MasterCard, or for further
information on books from Career Press.
The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
Library of Congress Cataloging-in-Publication Data
Sparks, Linda, 1958-
151 quick ideas to increase sales / by Linda Sparks.
p. cm.
Includes index.
ISBN-13: 978-1-56414-915-2
ISBN-10: 1-56414-915-3
1. Selling. I. Title. II. Title: One hundred fifty-one quick ideas
to increase sales. III. Title: One hundred and fifty-one quick ideas
to increase sales.
HF5438.25.S675 2006
658.85—dc22
2006022404
2
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Contents
How to Use This Book 9
Introduction: Putting Sales Into Perspective 11
1. Business Development Is the Bottom Line 13
2. Marketing 101: Lots of Ways to Influence Sales 14
3. The Three-Phase Business Development Process 15
4. Trust- and Rapport-Building—It’s Still Sales 16
5. The Formal Sales Cycle: Parts Are Parts 18
6. They May Be Clients Already—But It’s Still Sales 19
7. Clarify What You’re Really Selling 20
8. Understand the Lifetime Value of Your Customers 21
9. Understand the Impact Business Goals
Have on Prospecting
22
10. Understand How YOU Add Value
23
11. Inventory Your Business Development Assets
24
12. Round Up Collateral Materials
26
13. Get More Customers—the Good Kind
27
14. Uncover Your Path to Sales
28
15. Dump the Dead Weight
29
16. Do You Have Brand?
30
17. Share Your Bounty With the Community
31
18. All Roads Lead to Sales
32
19. Advertising Has a Place
33
20. Public Relations Are Rich in Paybacks
34
21. They Call It Earned Media for a Reason
35
22. Publicize Your Publicity
36
23. The Media Is Your Friend—Not Your Mother
37
24. The Community Wants to Know and Love You
38
25. Websites Are More Than 24/7 Brochures
39
26. Pricing Strategies Are Way More
Than a Discount Program
40
27. Cross-Promotions Can Help You
Make New Friends
41
28. Let Trade Shows Show You the Way
42
29. Direct Sales Aren’t Always Direct
43
30. Cold Calls Can Warm Things Up—or,
“The Cracker Jack Moment”
44
31. A Territory Management Approach
Lends Perspective 45
32. Direct Mail Still Delivers 46
33. Publishing Your Ideas Increases Exposure 47
34. Cause Marketing Takes It to Heart 48
35. Speak and Grow Rich…in Prospects and Sales 50
36. Customer Referrals Are Rare Birds 51
37. Event Marketing Is a Hot Property 52
38. Find the Synergy Inherent in Your Own Programs 53
39. Develop Sales Objectives for
Improved Performance
55
40. Identify the Most Efficient Strategic
Approach Ideas
56
41. Selling More to Existing Clients
57
42. Going Beyond the Transaction
59
43. Quicker Closes Equal More Time for More Sales
60
44. Organize a Collaborative Workplace
61
45. Innovation Gets Attention
62
46. Time Organize Your Business
63
47. Momentum Markers
64
48. Sales: It’s Not About You
65

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