The Australian Small Business Blog

Sunday, October 18, 2020

How Average are Your Salespeople?



  by Dr Greg Chapman


The best known secret is sales is that on average, most salespeople are average. How surprising is that?

I often hear business owners complaining that their sales staff aren’t paying their way. They can’t produce the same the results as the owner. On one level this is not surprising, as the owner has the greatest incentive, with the profits going to them.

Monday, October 12, 2020

The Fourth Profit Driver – Increasing the Number of Times a Customer Buys



by Dr Greg Chapman


In an earlier article I described The Five Profit Drivers marketing system. The fourth of the Five Profit Drivers is Increasing the Number of Times.a Customer Buys from You.

It is six times easier to sell to an existing customer than to sell to a new one, yet businesses spend more time finding new customers than going back to their exiting ones to see if there was something else with which they can help them. The best place to find gold is in a gold mine!

One business owner told me how a client they hadn’t heard from in 3 years had called him. The owner thanked them for contacting them again after all this time, but the enquirer had not realised they had used him before. It was just luck that this customer had called him again, but how many others had forgotten him and gone somewhere else?

Monday, October 05, 2020

Ad of the Month – Distractions


by Dr Greg Chapman


In this hyper connected world it’s all too easy to get distracted. The myth is multitasking, the reality is a string of uncompleted tasks. This service claims to allow you to keep track of those tasks even when you are distracted.

THE AUSTRALIAN SMALL BUSINESS BLOG IN TOP 100 GLOBALLY

Awarded Top 100 Small Business Blog

Award from Feedspot, the international RSS blog syndicator.

Featured Book

Dr. Greg Chapman is also the author of
The 5 Pillars of Guaranteed Business Success

The Five Pillars of Guaranteed Business Success

Facebook

Twitter

LinkedIn

Goggle Plus

Atom Feed