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Mission
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Statement
To Optimize Every Opportunity With Zealous Enthusiasm For Every Client By:
·Providing research that will help interpret who the customer is and audit how a business is performing and competing in a market.
·Building customized strategic sales and marketing action plans that help organizations improve results and build long lasting relationships with customers.
·Developing and delivering training which provides the necessary tools to improve performance, manage and measure process, and establish goals to produce desired results.·Having business event logistics handled perfectly every time by our team of experts.
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Vision Statement
To be a respected international business that strategically helps organizations to attain their own visions - and our associates achieve their goals - through research, training, sales and marketing plans, and business events.
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MEETING PLANNER'S TIP #55 |
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sure you take time to get enough sleep. Smaller more precise details
can slip through the cracks and "sleep deprivation costs $150 billion
each year in higher stress and reduced worker productivity." |
- National Commission on Sleep Disorders.
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Headquarters
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13230 Evening Creek Drive
Suite 213
San Diego, CA 92128
Office 858-679-1805
Fax 858-668-3142
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10 Critical Items to Maximize Sales
in a Challenging Economy
With the current economy being unstable we would like to share the following 10 items for you to keep in mind. Remember it is possible to thrive in the times of change!
1. Prospecting and Follow-up
If your existing economy has slowed
down it is likely that your existing customers will be doing their decision
making for a longer period of time. Knowing this, prospecting and following-up
with your existing customers is now more important than ever.
Building stronger relationships
with your existing customers, who already have the confidence to do business
with you, will prove more profitable today and in the future. Here is an
example:
Real Example
(Estimated repurchase cycle up from 24 to 30 months)
Customers that
have bought from you in the past 5 years 3307
The
average number of months a customer will repurchase 30
This
month you have this many customers ready to purchase 110.23
Staying focused on your existing
customers should be a top priority for success.
2. Forecasting Inventory/Supply Properly
You need to use a measurement tool to make
sure you maintain the right number of days of inventory/supply available at all
times. In difficult times it is even more critical to have the necessary
inventory/supply available when a customer arrives so as not to lose those most
valuable sales opportunities to your competition.
3. Increase Your Marketing Effort
The key word here is marketing effort,
not expense. Your marketing expense still needs to be based on a realistic
sales plan. As discussed in Item 1, good follow-up through phone calls,
e-mails, and personal visits directly to your existing customers and potential
target markets are actions that will create the greatest results when there are
fewer customers visiting your business.
4. Management Focus On The Sale
The top priority for a sales
manager is "If am working with a salesperson or customer I am doing my job".
Every other task I am supposed to do is a second priority. Make sure you are
completely focused on selling during regular business hours. While it is important to do other
administrative work; just make sure you allocate the time to do it after hours
if necessary.
5. Measuring and Managing Sales Activity
To better manage and coach your
sales team, it is now more critical to know how your sales team is performing
to generate sales. Understanding things like closing ratios, presentation
percentages, and the speed in which you respond to an internet lead will help
you, as a manager, take the necessary actions to create success instead of
failure. You can no longer afford to hope that more customers walking through
the door will produce your success. Focusing on Sales Activity will help you
coach and improve results.
6. Stay Positive
Keep the newspaper and news on television out of your business and do not engage in
conversations with anyone on your team about the economy or about how bad
things are. Everyday, focus on what can be done and not what cannot be done.
7. Short Term Focus - Long Term Planning
It is absolutely critical to focus on the
current situation and make sure we optimize as much business as we can now.
However, it is also important to remember that this difficult economic situation
is temporary, much like the great economy was. As a result, never forget the
fundamentals of selling Value and Creating Clients to develop customer loyalty
for the future.
8. Keep The Store Perfect
More than ever the competition is going to be
tougher and clients will be able to take more care in their decision of what to
buy, where they buy, and from whom.
- Take amazing care of your business appearance
every day.
- Make sure your display is impeccably clean.
- Rotate your displays at least every 2 days.
- Make sure you team comes to work well presented
and groomed.
- Keep your work areas tidy.
9. Product Knowledge
More demanding customers will have more time
to research what you sell, make sure your team is prepared.
- Plan weekly training for all of your sales team
around everything you sell.
- Make sure your sales team reviews competitive
information on a weekly basis.
- Make sure each sales team member has updated
marketing and sales information.
10. Using Your Website
When was the last time you updated
the information on your website? Most businesses report that more than half of
customers are using the internet as a means to help them make their purchase
decisions.
- How quickly do you respond to your leads that
come from your website? The most important key performance indicator for
success with an internet lead is response time. The goal is to respond to a
customer inquiry while your lead is still at their computer.
- Make sure your current advertising promotions
show up on your website.
- On every form of marketing material you use,
clearly list your website address. You want to drive more traffic to your
website!
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SBC UPDATES
Making a Difference in the Community!
Strategic Business Communications feels that although
economic hardship can pose a challenge, it is not going to affect our service
to our clients or community. One of the many organizations that we are a part
of in the San Diego
community is the National Alliance for the Mentally Ill (NAMI). SBC has pledged
to organize and participate in the San Diego NAMI Walk, which is a fundraising
event in Balboa Park taking place on April 18, 2009. We have been able to help the NAMI staff organizers
with contacts for vendors, food and beverage arrangements, logistical set-up,
promotions, and even giveaways because of our wide range of resources at SBC. If you would like to get involved with NAMI
San Diego and join SBC on the NAMI Walk, please feel free to visit their
website at NAMI San Diego. Also, to learn more about SBC's
community involvement, please visit the community section of our website at SBC Inc Community.
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