Comments on: Keeping Sales Alive During A Recession http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/ Resources and Knowledge for the Small Business CEO Tue, 02 Dec 2008 03:33:52 +0000 http://wordpress.org/?v=2.2 By: Martin Lindeskog http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5304 Martin Lindeskog Thu, 10 Jul 2008 09:24:29 +0000 http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5304 Going back to basics is all good if it is connected to your core values. How about adding extra sales and using the 80/20 rule. Go to your 20 best customers and add extra value, know-how, after-sales. etc. It is according Mr. Smith's suggestion, "Dump the deadbeats", but maybe coming from a bit different angle? At the same time, look at your costs. I have worked as a cost analyst (in America) and purchaser (in Sweden) and I have seen the effect how decreased costs and a lower total purchasing price, having great result on the bottom line. Think the whole chain, i.e., supply chain management. Don't only look at your customers, see the whole picture and value your production / services as a starting point. If you want to sell more and earn more profit, you have to understand the mechanisms of the market. You have to live by the trader principle. Also, ask questions internally in the organization. Why are we missing sales? Why do our customers go to a competitor? What's the bottle neck in the production, process or overall organization? Have we applied the theory of constraints (Goldratt)? For inspirational summer reading on the importance of the producers, read (re-read) Atlas Shrugged by Ayn Rand! Best Premises, Martin Lindeskog - American in Spirit. Gothenburg, Sweden. Going back to basics is all good if it is connected to your core values. How about adding extra sales and using the 80/20 rule. Go to your 20 best customers and add extra value, know-how, after-sales. etc. It is according Mr. Smith’s suggestion, “Dump the deadbeats”, but maybe coming from a bit different angle? At the same time, look at your costs. I have worked as a cost analyst (in America) and purchaser (in Sweden) and I have seen the effect how decreased costs and a lower total purchasing price, having great result on the bottom line. Think the whole chain, i.e., supply chain management. Don’t only look at your customers, see the whole picture and value your production / services as a starting point. If you want to sell more and earn more profit, you have to understand the mechanisms of the market. You have to live by the trader principle.

Also, ask questions internally in the organization. Why are we missing sales? Why do our customers go to a competitor? What’s the bottle neck in the production, process or overall organization? Have we applied the theory of constraints (Goldratt)?

For inspirational summer reading on the importance of the producers, read (re-read) Atlas Shrugged by Ayn Rand!

Best Premises,

Martin Lindeskog - American in Spirit.
Gothenburg, Sweden.

]]> By: Chris http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5303 Chris Tue, 08 Jul 2008 19:00:44 +0000 http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5303 It is quite simple. Fill the demand and provide great customer service while doing so and make the process less complicated so that's it's an enjoyable one for the customer. Easy = enjoyable. And reward loyal customers from time to time to keep them coming back. It also helps to develop a rapport with them that builds trust. It is quite simple. Fill the demand and provide great customer service while doing so and make the process less complicated so that’s it’s an enjoyable one for the customer. Easy = enjoyable. And reward loyal customers from time to time to keep them coming back. It also helps to develop a rapport with them that builds trust.

]]> By: B Smith @ Wealth and Wisdom http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5296 B Smith @ Wealth and Wisdom Fri, 04 Jul 2008 17:22:07 +0000 http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5296 Steve-Thanks for linking back to my article. It's good to feel the love! @Anita-I agree about going back to basics being important. I've seen too many companies that desperately look for the newest trick. What they really need to do is go back to what got them the customer in the first place. I find it amazing that people complicate sales. It is a simple process that takes a lot of hard work and tenacity. Steve-Thanks for linking back to my article. It’s good to feel the love!

@Anita-I agree about going back to basics being important. I’ve seen too many companies that desperately look for the newest trick. What they really need to do is go back to what got them the customer in the first place.

I find it amazing that people complicate sales. It is a simple process that takes a lot of hard work and tenacity.

]]> By: Anita Campbell http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5292 Anita Campbell Fri, 04 Jul 2008 00:06:18 +0000 http://www.smbceo.com/2008/07/03/keeping-sales-alive-during-a-recession/#comment-5292 Brandt's article is great and I think his first point is the one I'd focus on -- "going back to basics." The temptation we all face is making things too complicated. We lose our focus. Bask to basics makes us remember what we've done to have whatever success we've had in the first place. Anita Brandt’s article is great and I think his first point is the one I’d focus on — “going back to basics.”

The temptation we all face is making things too complicated. We lose our focus. Bask to basics makes us remember what we’ve done to have whatever success we’ve had in the first place.

Anita

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