The Customer Who Loved Me
The most difficult part of any sales process...and how to make the most of any sale. Also a simple change you can make to stop leaving money on the table.
Last Sunday I watched The Spy Who Loved Me for the first time - the 1977 James Bond movie with Roger Moore.
It starts off with the classic Bond opening music and style - a white circle oozes from left to right, then zooms open to reveal a submarine.
Inside the submarine, the crew seem to be on a normal, boring day. Playing chess, smoking and drinking coffee.
Then everything starts shaking. The PA system booms, "Emergency stations! Captain to the control room."
Everything starts failing. Red alert lights everywhere. All systems down...
The captain looks into the periscope, and exclaims "Oh, my God!".
Then the scene cuts away.
What happened to them? What did the captain see in the periscope?
Within the first 2 minutes, I was already glued to my seat...I just needed to get my questions answered.
The director, Lewis Gilbert, was an expert at getting attention and building interest. That is what makes this movie such a classic.
And there is also an important lesson you can learn from this.
You see, the first and most difficult step in any sales process is getting people's attention...and then keeping their interest. And once you have done that, it is critical you don't waste it.
And when do you have the most attention from your customers?
Just when they are buying from you. When they have pulled out their wallet...that is when you have their undivided attention.
This is why increasing the average transaction value is the easiest and cheapest way to grow your business.
Because the best time to sell additional products to your customer is right when they are already buying from you.
If you are not doing everything you can to up-sell, cross-sell and capture contact details at the point of sale...you are leaving money on the table (potentially a lot of money).
And here's the best thing: if done correctly, your buyer will love you for doing this. Because you are helping them even more.
But here's the good news: if you implement just a few simple processes and systems for optimizing your average transaction value...you can easily grow your business by 25, 50, 100 percent or even more in the next 60 to 90 days...without spending any more money on marketing.
In today's email newsletter, I shared a way you can generate as many ideas as you want for increasing the average transaction value of your business.
Just think about it - if you could only sell 10% more to each customer...you would grow your business by 10% immediately.
Just asking "Would you like fries with that?" probably made McDonald's billions more in sales...without costing them anything.