One way to increase your profits quickly is to make the easiest sale you can consistently? Guess you are wondering how or who? Well the easiest sale you can make is to someone who has already bought something from you.

WHY?

Think about it for a minute. You have already spent money , time, and energy trying to get this person to buy from you … and you were successful because they did buy. Hopefully , during and after the sale you have built a relationship with them and more importantly have earned their trust by delivering what you promised. Even better if you overdelivered.

Now if you are like most other business or service proffessionals you simply put that feeling of satifaction of making that sale behind you and move on to the task at hand– Getting new customers.

BUT WAIT…..

Why forget about the person who just bought from you ? They like you right? They are also probably willing to buy more from you . Heck — they probably want to .. so why make it hard for them. The big money comes from making it easy for your past clients to either buy more from you or buy other things from you. Let me give you some real life examples.

Let’s say you are a mortgage banker like I was ( a service provider). Logic would tell you that people only buy homes every 7 -10 years so why bother? If you had that attitude during the past 5 or 6 years you would have given up literally millions in commissions since people were refinancing every 6 months as rates dropped.

Now let’s say you own a shoe store. Well you know people’s shoes will wear out, new styles will come out etc.
The key here is to stay in touch with these folks. The easy way to do this is with a written newsletter. NO – I am not talking about those glossy boring ones. Try one that is personal and gives them something to look forward to other than a pitch for your stuff and a recipe.

Let’s go back to shoes and mortgages since one is a hard goods business and the other a service business. For the mortgage business why not give some success stories of happy clients whose problems you solved. Include some other current events ( not mortgatge related) and then some seasonal around the home tips. For the shoe store why not include some nice paths to walk on , some scenic parks.. coming fall fashion tips etc.

RESEARCH SHOWS

that every month that goes by without a contact with these past clients you lose 10% of your influence with them meaning that after 10 months they forget who you are.. Even a crappy newsletter is better than nothing and these newsletters shouldn’t take more than an hour or two to put together. GEEEZ You could probably find someone on the internet at sites like elance.com to do it for you very inexpensively.

SO NOW you realize 1 way to sell to the easiest customer you have which is by staying in touch so they buy from you again in the future.

NOW I WANT TO GIVE YOU THE BIG ONE ….

Another even BIGGER way to profit from these customers is to simply sell them more. This is called the “back end”and In many businesses this is where the ONLY profit comes from once advertising and other hard costs are deducted. In retail this is similar to a “loss leader” where you offer a great item really cheap just to get them in to buy more. It is why McDonalds offers 99 cent burgers and then ask you if you want to “supersize it” Now the 99cent burger you came in for has grown to big fries, big mac and big coke and you wind up spending 5 bucks instead of 99cents.

STILL WITH ME HERE?

So let’s go back to an example for a retail shoe store and a service business like mortgage banking… If you have a shoe store why not ask if they want to buy that shoe in more colors? Or what about a handbag , hose , or socks to go with it? Or if they are buying dress shoes ask if they need any sports or casual shoes while they are in.

If you are offering a service like a mortgage why not ask if they would like it to be a bi-weekly? If they have any debts they would like to get rid of ( a debt reduction program) or how what if they have other properties like investment properties or second homes that might be refinanced? How about any legal services like prepaid legal? Or what about offering them insurance? or a free alarm system where the alarm company offers you a commission for every one you sell?

THE BOTTOM LINE HERE IS… You should be staying in touch with your past clients and trying to sell your current clients more comlimentary items or services thus increasing your average sale. The hard part is over .. these people already know and like you so they are really the easiest ones to sell to. STOP trying to figure out how to get more customers and start making more money from the ones you already have !

Know anyone else who might benefit from this profit stimulator? Then please send it to them … the link is below and right next to that button is the place for you to leave me your comments.. Really would love to hear your thoughts. Are there any Topics you would like to see me cover? Tell me !

To Your Next 12 Months,

Brian Sacks

www.profitandwealth.com

PS- If you would like to hear my “phenomenon” story go to http://www.brian.in12months.com

If you would like to learn from the same “masters” I learned from go to http://whatiused.com