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(continued from previous page) advancing. Are your customers aware of these developments and the benefits of upgrading their existing systems? Put a systematic method into place for cross selling your other products and services to your existing customers. You may be surprised by how many of your customers are not aware of the full breadth of your product and service range. 6. Ask for referrals Your clients are a wonderful potential source of referrals. If your top 20% customers recommended you and you brought in one new customer from each of those existing customers, this would have a dramatic impact on your sales. Create a strong incentive for your customers to give you referrals. That could be a financial reward or a gift – whatever is most meaningful to those who recommend you. Communicate this request to those customers through the media they most favour (email, letter, telephone, face to face) 7. Ask for customer feedback Feedback is a gift. It lets you know how your business is doing and what you could do better. Choose your questions carefully so they inform your actions going forward. Example: “What is currently missing from our range that you that you would like us to offer?” The answers you receive may surprise you. Good! Those answers represent ways to grow your business and develop your customer relationships. “Your clients are a wonderful potential source of referrals. If your top 20% customers recommended you and you brought in one new customer from each of those existing customers, this would have a dramatic impact on your sales” 8. Develop your key accounts Identify the key accounts that you and your sales team should proactively contact. Agree a strategy for understanding their priorities and identifying opportunities for additional sales. Make a plan for meeting with those customers face to face to make the following enquiries: • How can we improve our service to you? • How much of your total spend on this category of purchases do we represent? • What do you need that we can help you with? • What else are you buying that is related to the products and services we provide for you? • What other locations are you operating from? • Who could you refer us to? 9. Make occasional irresistible offers Often the best approach is a simple, short message – a one-page letter or brief email. Make it an offer that’s only for your customers, tailored as much as possible for each customers uniquely, as a reward for their loyalty. 10. Make your website a magnet Don’t forget the value of your website to customers as well to prospects. You need fresh, interesting and engaging content that informs, educates and entices customers to come back. Choose one of these tips to implement in the next month, and then select another the following month and so on, until you have tested all or most of these strategies to grow your sales to customers. You should see your sales to customers increase. Jim Rathbone is the Managing Director of Rathbone Results. Contact him at jim@rathboneresults.com 44 www.psimagazine.co.uk
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Page 1 and 2: September 2018 - £4.00 @psimagazin
Page 3 and 4: September 2018 www.psimagazine.co.u
Page 5 and 6: www.psimagazine.co.uk EDITORIAL Pro
Page 8 and 9: CCTV ACCESS FIRE INTRUDER SSAIB aud
Page 10 and 11: They see city streets that are prot
Page 12 and 13: TEST PRODUCT TEST Uniview IPC3635ER
Page 14 and 15: TEST The camera gives a high level
Page 16 and 17: EDITOR’S CHOICE New recorder rang
Page 18 and 19: SkyHawk AI The hawk is back and sma
Page 20: INTERVIEW “We have a challenge ah
Page 23 and 24: SECURITY DYNAMICS PAN - TILT - ZOOM
Page 25 and 26: PANEL What annoys you most about th
Page 27 and 28: Blacklist Gender: Male Age: 30 Glas
Page 29 and 30: TRENDS The rise of the Cloud PSI ta
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Page 35 and 36: www.idisglobal.com FASTER INSTALLS.
Page 37 and 38: Integriti improves security and acc
Page 39 and 40: LOCKDOWNS Down with the kids The nu
Page 41 and 42: trusted brand THE NEXT LEVEL IN REC
Page 43: Ten steps to increase sales PSI’s
Page 47 and 48: SMOKE DETECTION Hikvision - DS-2CD4
Page 49 and 50: Runnymede enhances safety in public
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Page 53 and 54: together raising standards Meet the
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Page 57 and 58: CCTV CCTV Rapid Deployment Digital
Page 59 and 60: SECURITY CASH & VALUABLES IN TRANSI

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