The finishing of our basement is almost complete which is a good thing seeing that I have folks coming next week for private consultations.
I can tell you that during this process I have never taken so many upsells in my life.
I was planning on using the home theater system we already hadbut when good ole Chuck pointed out that we should have a new, state of the art system to go with our “beautiful new movie room,” I of course said “yes.” When the wife showed me how much better upgraded tile would look, that was “just slightly over budget,” I bit. “No more” I said until the dude who came to clean our vents mentioned that we might want to consider having an air purifying system installed in our new finished basement. I am breathing clean air right now as I write to you.
All of these folks did a great job of increasing their bill, in some cases substantially, by offering me an upgraded version of what I had already agreed to invest in or additional services that would benefit me.
Jay Abraham teaches that there are only three ways to grow your business: 1) Increase the number of clients you have. 2) Increase the size of the transactions. 3) Increase frequency of repurchase. Almost every business owner focus on the the first one when, in fact 2 and 3 are typically easier and less costly. I mean, how hard is it to ask, “Would you like fries with that?” How much does it cost you to ask that type of question? (Get out a calculator if you need help.)
That is the reason, grasshopper, why I tell folks if you want to add more profit to your bottom line, learn how to sell better and train your team to sell better. Unlike marketing, where you typically need to invest more money to dramatically increase your results, learning to close better costs you nothing.
And, heck, if you’re doing automated, online selling presentations, you don’t even face rejection and can have automated upsells.
There’s no excuse not to do it…especially when you have the “king of one-to-many” selling as your fearless leader.
Kick butt, make mucho DEEnero!
Dave “He’s An Easy Sale” Dee