Discover… the Profits that Lie Hidden In Your Customers Orders
Watch the video to see how to uncover them:
Did You Know . . .
That in all B2B (business-to-business) interactions, in any industry, 60% of sales growth is generated by existing customers, 30% by word-of-mouth and referrals, and only 10% by new customers?
Data is important because it never lies. However, the art of using it effectively means you have to look at the data and let it “speak to you,” as opposed to overlaying the data with your own biases and opinions.
The secret for success lies in analyzing the financial data captured from your sales,at least every 6 months, to keep your pulse on your sales and tweak them when they need adjusting.It’s this in-depth analysis which will give you focus and always the path to follow to make profits.
You’re Sitting On a Goldmine. . . It’s Time to Mine it!
Your Customers Need to be Profitable
Remove resources sucking C customers, to make space for only profitable A or B customers.
Know Your Customers Buying Patterns and Their Budgets
Build your selling strategy around what they buy and when. This will also help you to manage your inventory.
Your Products Need to be Profitable, as well as Popular
Ditch the losers and package others together.
Gross Profit is Always More Important than Turnover
Are your customers and products all giving you the profit margins you are wanting?
Your Customers and Products Need to be Balanced
Having all your eggs in one basket is a guarantee for failure.
Know the Location and Industry Who’s Buying Your Products
This is essential information needed for your marketing campaigns and when planning to expand your operations.
Here’s how to get started …
It will be easier for you to do these analyses if you’re using financial software packages like Sage Pastel, Quickbooks, etc as the results you need are already collated for you in their reports. If you outsource your book-keeping function, then ask your book-keeper for the results you require.
Once you have the results, you’ll be shown step-by-step, how to insert them into various spreadsheets and manipulate the data . . .
Convert your financial results into marketing sense!
I don’t have a degree in marketing, yet over many years in sales and marketing, I worked out that my success came from focusing on my customers rather than my products. Consequently, knowing who my ideal customers were I was able to build a relationship with them by nurturing and keeping them happy. In this way, I built up a loyal base of customers through trust and service excellence to continually meet my sales targets.
I was ruthless in persistently only targeting and acquiring profitable A and B customers, whilst ditching time and resources-wasting C customers. When you first get started, you sell to everyone because you don’t know who your A or B customers are. Unfortunately, some of the customers you take on board are not the customers you enjoy working with and you soon realise how profits sucking they are … you can even end up subsidizing their businesses and keeping them going … these are your C customers!
I learnt how to package and promote slow-moving profitable products with popular fast-moving products.
Forecasting sales and setting sales targets was easier to predict when I knew what and when my A and B customers bought from me. I used a product matrix for re-selling, up-selling and cross-selling to these customers.
New customers arrived through word-of-mouth from my loyal customers, and asking them for referrals. I also acquired fresh new customers by attending networking functions, making sure I ‘fished in the right pond’. And, using social media myself, proved to be a great source for generating new qualified leads.
I always believe in creating systems, that’s why I’m sharing my 60-30-10 Marketing system with you. It’s a timeless, simple and easy to use model that has proven to work efficiently and cost-effectively, with the least effort for the greatest return.
But don’t just take my word for it. Here’s what my clients are saying . . .
Delivers understandable, workable and remarkably simple yet effective solutions …
“Fran’s practical, incisive, no-nonsense, professional approach delivers understandable, workable and remarkably simple yet effective solutions. Her advice to me on how to position my offering in the market has sliced through years of experimentation on my part (often leading to failure) and delivered a concept which is marketable, valuable and, again, simple for me to work with. I wish I had spoken to her years ago.”
JONATHAN PAYNE // Conference Speaker
A wealth of information derived from new business development experience …
“Fran is the ‘Marketing Guru’ here in South Africa, accomplished both online and offline. A successful marketing strategist and sales executive, with a wealth of information derived from new business development in the corporate environment in various countries on the African continent. Plus additional personal success in being a business owner.”
JOAN STEWART // Social Media and Mobile Marketer
Incredibly dynamic, honest and an amazing mentor …
” I find Fran to be incredibly dynamic, honest and an amazing mentor. She is up to date with the latest technology and gives 100% in everything that she does. She has without doubt helped my business and will always be my first point of call when I need advice. “
ODELLE HADNUM // Creative Director
Knowledgeable and generous in imparting her knowledge …
“Fran Piggott is not only knowledgeable and generous in imparting her knowledge, she also inspires her clients to break through plateaux in their existing businesses by focusing on the core issues that drive the business.”
ANN DRUCE // Digital Marketing Strategist
Get instant access to 60-30-10 Marketing Course now!
Be amazed at how simple and effective this course is where you’ll learn how to mine your database, then . . . market and sell your products and services to achieve the profitable results you want.