Get Profitable Update

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G E T P R O F I T A B L E U P D A T E!

October 17, 2001

The "Get Profitable Update" is an Internationally published

E-Newsletter delivering original, valuable and usable marketing

information, success tips, and business strategies that you can

use immediately to increase your revenues and profits.

A FREE, twice-monthly newsletter dedicated to helping you ...

... Make More Profit!

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IN THIS ISSUE:

1) MARKETING: How To Get Your Customers or Clients To Buy More

And Buy More Often!

2) INSPIRATIONAL QUOTE: by Napolean Hill

(Do you have a great web site to recommend to our readers?

If so, please email mailto:kevin@getprofitable.com )

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1) MARKETING: How To Get Your Customers or Clients To Buy More

And Buy More Often!

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In many of my marketing consulting relationships, clients are

looking for ways they can quickly grow sales and profits. One

of the most successful ways to add revenues is to develop a

series of marketing strategies that get your current customers

or clients to buy more and buy more often.

Here are 6 powerful techniques you can put to use right away:

1. Use Up-Sell and Cross-Sell.

You up-sell when you graduate your customer or client to a

larger or superior alternative product or service that you know

will give them greater performance and a better result.

They don't have to buy it, but you owe it to them and to your

own business to demonstrate the differences in performance and

the outcome they can expect to receive, and to make them an

offer that gives them an incentive to consider upgrading.

A cross-sell is introducing to the customer or client an add-

itional product or service that will add to the result they get

from your basic product or service. Your customers will

appreciate you for making them aware of this additional value.

2. Use Point-of-Sale Promotions.

These are usually displays that grab your customers' or clients'

attention right at the point of sale. Once they have decided to

buy any product or service, they have already started envision-

ing themselves owning, possessing, using or benefiting from that

product or service.

It is very easy at that point to assist them in getting even

greater value or enrichment from the transaction by offering

them other items at an advantageous price that will compliment

their original purchase.

3. Package Complimentary Products and Services together.

This differs slightly from the concept of cross-sell. Packaging

refers to combining products or services together and offering

them as the initial sale rather than waiting for a customer to

buy one thing and then adding another after the fact as you do

in cross-selling.

Instead, you're bringing two, three or maybe even four different

products or services together and making this "package" your

initial offer to the customer.

4. Increase Your Pricing (and hence your margins).

It's important to recognize that how your service or product is

perceived is largely determined by the value you charge for that

service or product.

If you don't hold yourself to a high standard - if you don't

revere the value and performance of your product or service

and charge accordingly - it shouldn't surprise you when the

market doesn't either.

Also, if you keep your prices too low, you don't allow yourself

enough margin to deliver all of the services and all of the

value your product or service has the capacity to offer. So

you could actually be doing your customers or clients a

disservice by charging to little.

5. Change The Profile of Your Products or Services To Be More

"Up-Market."

This means positioning your company or your professional

practice at a higher level of distinction and quality than the

competition does.

It means holding yourself to a higher standard of performance,

holding yourself and your customer or client in higher esteem,

adding more "dimension" to your business or practice, and doing

so in a compelling way.

6. Offer Larger "Units of Purchase."

If most people buy one a week's supply of your product, offer

them a month, a three-month, a six-month or a year's supply at

an attractive price. If people normally buy one ticket, offer

them a special deal if they buy tickets for their whole office

or for their entire family.

If people come by themselves to purchase your services, offer

them an inducement for coming with a friend, a colleague or a

family member.

I have not run across any business that cannot use some

variation of almost every one of these powerful marketing

strategies to help them grow sales and profits.

See how many ways you can use these techniques to impact the

increased revenues of your business.

For additional information on marketing strategies to build your

business online or offline check out our FREE archives of past

newsletter articles at:

http://www.getprofitable.com/SpecialReports.html

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2) INSPIRATIONAL QUOTE: by Napolean Hill

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"A man is never a failure until he accepts defeat as permanent

and quits trying."

Napolean Hill

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Kevin M. Clark, www.GetProfitable.com

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Kevin M. Clark is an Entrepreneur Of The Year Award Recipient

and small business marketing consultant, branding specialist,

and speaker to many internationally acclaimed groups. Sign up

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Written by Kevin M. Clark,

"Entrepreneur of The Year Award Recipient," (Regional

Winner) and President of Clark Marketing Group, Inc.

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