Feature Article

How to Double Sales in Twelve Months

Chet Holmes explains it best in his book "The Ultimate Sales Machine" on how to double your sales in the next 12 months. I have personally used this strategy for every company I every worked for and for all my clients...doubling sales in 12 to 18 months on average.  

The Ideal Buyer Concept
Completely grasp the power of this: There are always a smaller number of better or ideal buyers, rather than all buyers, so ideal buyers are cheaper to market to and yet bring greater rewards.

An accounting firm used this strategy to double their sales in 15 months flat. Here’s what they did. They had a database of 1200 larger businesses that they sent promo pieces to each month. After learning this strategy, they did an analysis and found that 93 of those 1200 businesses bought 95% of the services from their competitor’s. This concept is called “The Ideal Buyer Sell,” a concept where you go after your "Ideal" or “Best” prospects with a vengeance. This accounting firm sent the 93 (best buyers) a letter every two weeks and called them four times per month.

Since these were the biggest buyers, the first four months of intensive marketing and selling brought no actual reward. In the fifth month, only ONE of these “Ideal” clients signed on for their services. In the sixth month, 24 of these 93 larger businesses in the area came into the firm all at once. And since these were the larger businesses, they didn't take part-time help and one service, they took full-time, on-site assistance and multiple services. These 24 businesses alone were enough to double the sales over the previous year. The accounting firm went from number 13 in the area to number one in just over a year.

What's the lessons for you?
Who are your ideal or best buyers? If you sell Business-to-Consumer (B2C), chances are, your best buyers live in the best neighborhoods. If you are a dentist, accountant, chiropractor, R.E. Broker, financial advisor, restaurant, or even an MLM’r, etc. Consistently go after the people who live in the best neighborhoods. They are the wealthiest buyers who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, you’ll have a great reputation among the very wealthy.

If you sell Business-to-Business (B2B), it’s usually fairly clear that your best buyers are the biggest companies. So what are you doing, every other week, no matter what, to let these companies know who you are? There’s no one you can’t get to as long as you constantly market to them, especially after they say they’re not interested. People will not only begin to respect your perseverance, they will actually begin to feel obligated.

This doesn’t happen right away, but even the most hard-bitten and cynical prospect begins to respect you when you just will not give up. The accounting firm I mentioned earlier went on to double sales two more years in a row. They constantly marketed to the best buyers and much more aggressively than they did to all buyers.

A company selling to manufacturer’s used this strategy to target the 100 biggest manufacturers in the country. For the first three months no one responded to any of the calling or phoning. But after three months executives started saying: “I just have to meet you. I’ve never had anyone continue to call me so many times after I said no.” Within 6 months they had gotten in to see 54% of those they targeted.

The secret is to NEVER give up. Just keep going after those companies again and again. Or if you sell to consumers, commit to sending a promotional piece every single month to those wealthy neighborhoods. Eventually, all the wealthy people in your area will know exactly who you are.

Who are your IDEAL prospects? And how committed are you to getting them as clients?

The report you just read only scratches the surface of all that The Summit Group has to offer you, so keep the momentum going…

Learn how Michael Woodbeck doubled the sales of every company he ever ran, most of them in 12 to 18 months, and how YOU can do the same exact thing….

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