I gave you an example earlier on about the advertising account
director who was able to convince his clients to increase their
advertising budget. How? Because he showed them that by investing
an extra $300,000 in advertisements, they would be able to generate
$600,000 in additional profi ts. If you can show your clients that their
investment in your product will reap great returns, they will spend
more. So what can you do in your company? Maybe you can:
- l Bundle several products in a package
- l Create a ‘buy three get one free’ promotion
- l Up sell & cross sell
- l Educate your customers on your entire range of services
- l Do a complete needs-analysis to fi nd out how you can add even more value (remember the example I gave you about the insurance agent?)... and the list goes on.
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