success - Turbo Coach, achieve breakthroughs - Brian Tracy

124
TurboCoach
Consider the case of our candle manufacturer. Might she
further expand her business by adding such items as votive
holders or potpourri to her basic candle product offerings?
Does the opportunity exist for you to sell additional
products to your existing customers?
4. Make larger sales. Another way to increase your revenues
per customer is to make larger sales. If our candle manufacturer
were able to increase the average number of
candles sold in each transaction, clearly this would be reflected
in higher sales revenues overall.
A haberdashery might introduce more expensive clothing
lines, or offer to discount the price of a second suit, or perhaps
include a shirt or tie at no cost, if the customer were to
purchase two suits rather than just one. A restaurateur might
train his servers to emphasize more expensive dishes or
higher-priced wines, or offer free coffee with a dessert.
How might you increase the dollar size of your average
sale?
5. Increase your prices. Perhaps the easiest way to make
larger sales is to increase the price of your products or services.
The question becomes, how do you justify the higher
price to your customers?
The answer is simply this: You must increase the perceived
value of your offering. Remember, your competition
dictates your price. You must find a way to positively differentiate
your offering from those of your competitors in the
minds of your customers. You may achieve this by upgrading
your packaging or improving your quality control or by any
other means that makes economic sense.
Sometimes, the answer can lie in your marketing strategy.