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A Little Used Proven Strategy & Tactic to Win New CustomersFriday, August 10, 2007 at 10:00 AM (PT) |
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Event Details
The August 2007 edition of Seven Letter Word, my print-n-mail newsletter, is ready for mailing. It’ll hit the USPS on Friday morning, August 10th. This month’s topic is down-selling – an underused strategy and tactic available to every business.
Everyone in business is familiar with cross-selling and up-selling, both are tactics used to increase the value of a sale. Down-selling is something people are far less familiar with - it’s a tactic to win new customers. Actually it’s a strategy of business as well as a tactic.
In the August 2007 edition of my newsletter, I’m addressing down-selling as both a strategy and tactic. And I’m showing how I use down-selling in my personal business. In the first six months of 2007 alone, I have successfully used down-selling to win 6 new clients. It’s the single most important tactic I employ in my business to win new accounts and it’s a pedestal strategy in planning my future success.
Especially if you’re involved in selling products and services in complex sales environments, including the sale of expert services, you’ll want to be sure and read this edition. I believe down-selling is one of the easiest ways to shorten sales cycles, minimize or eliminate competition, and create customers for life.
This issue is one I was sincerely excited to write. Down-selling is a great strategy and tactic.
In the past, I’ve not allowed the purchase of single issues until after the issued mailed and then I priced the single issue above the annual subscription price. I’ve decided this isn’t a practice I support – it’s close to being a trick or gimmick. And it’s not the way I’d want the offer made to me. I’d want an offer to purchase single subscriptions at a reasonable price and the opportunity to get a subscription discount. So, that’s what I did.
The single issue price is $45. Annual subscription can be purchased for $276.
Everyone in business is familiar with cross-selling and up-selling, both are tactics used to increase the value of a sale. Down-selling is something people are far less familiar with - it’s a tactic to win new customers. Actually it’s a strategy of business as well as a tactic.
In the August 2007 edition of my newsletter, I’m addressing down-selling as both a strategy and tactic. And I’m showing how I use down-selling in my personal business. In the first six months of 2007 alone, I have successfully used down-selling to win 6 new clients. It’s the single most important tactic I employ in my business to win new accounts and it’s a pedestal strategy in planning my future success.
Especially if you’re involved in selling products and services in complex sales environments, including the sale of expert services, you’ll want to be sure and read this edition. I believe down-selling is one of the easiest ways to shorten sales cycles, minimize or eliminate competition, and create customers for life.
This issue is one I was sincerely excited to write. Down-selling is a great strategy and tactic.
In the past, I’ve not allowed the purchase of single issues until after the issued mailed and then I priced the single issue above the annual subscription price. I’ve decided this isn’t a practice I support – it’s close to being a trick or gimmick. And it’s not the way I’d want the offer made to me. I’d want an offer to purchase single subscriptions at a reasonable price and the opportunity to get a subscription discount. So, that’s what I did.
The single issue price is $45. Annual subscription can be purchased for $276.