Didier Grossemy - 5 Ways To Boost Your Business
Didier Grossemy says, its a fairly obvious that you can give away your customer transactions by simply reducing your prices or you can add value and increase the final transaction. Which way would you go?
You have just uncovered another core strategy to true business success...Didier Grossemy says if you can make more money from each customer contact, you will push your profits and vastly increase your potential for success, and beyond!
This, of course, is not a new idea from Didier Grossemy and usually when it is trotted out, it comes with suggestions to try up-selling and cross-selling to get customers to buy more...you've been "super-sized" before haven't you (well maybe not you, but you know someone who has)?
So while cross and up-selling are essential, Didier Grossemy gives you access to 5 often over-looked strategies...
1. Raise The Quality of your Service and your price
Far too many businesses compete on price. Fair enough if you have pitched your business at the budget conscious as a "price buster"... Red Dot, Price Line, The Good Guys...there is nothing wrong with that and these guys do it well, but it is a very tough market to compete and profit in.
Most businesses will achieve better margins if they focus on delivering value, and interestingly, many so called "price busters" do this as well. There has been heaps of research done that shows consumers are generally more concerned with quality, prestige or convenience than just price...you know, the emotional stuff.
Stay away from price and seek another differentiator such as better service or quality. Ultimately it is the perception of value that is critical. Interestingly, the idea of "you get what you pay for" still has resonance with shoppers.
2. Make an offer that you cant refuse
Sometimes, making a sale that generate additional sales down the track or referrals will be better than sending a customer on their way. If you're not making ground on the higher priced model, it's time to suggest the less expensive model.
Just because you down-sell doesn't mean you can't back-end or cross-sell at the same time.
Ask the down-sold client for a referral, it may lead to that better sale you were looking for!
3. Make sure that you have strong calls to action
A badly laid out store (online or offline) will result in people feeling uncomfortable and they will tend to leave very quickly, often within the first 10 seconds.
So you will often see store entrances placed on the left hand side to maximise the impact of this observation...which then leaves plenty of room to place important high margin products in that area.
Product positioning on the shelves and placement at checkouts to capture impulse buys will also help to increase sales...although this is unlikely to work for (say) an accounting practice. Having said that, accountants could strategically place brochures for add-on service or strategic alliance arrangements in much the same way...with a bit of salesmanship to assist....come on, it is worth a try.
4. Receive ongoing revenues
But this one can work for an accountant or other professional services organisation, and just about any business.
Develop a pre-paid or monthly service contract which can include some pre-arranged service calls and some included time so that the client can call on you when needed.
These contact points create great opportunities to further build the relationship with the client plus make future sales. You will also be in a better position to know when the client is ready to buy a new product or service.
Be efficient and helpful. When you help the customer to get full value from whatever else you sold them, you increase customer loyalty and satisfaction. Of course, it also creates another valuable and recurring revenue stream and while some will never use it fully, you are still paid. A side benefit is that recurring and contracted revenue streams can add a lot to your business value.
5. Give them options
Because people will often push you on price, create 2 or 3 levels of service or product otpions for customers to choose from.
This allows your sales team to offer a choice to a customer with price for each option related to a varied service level, or different included accessories, or quality enhancements. This works with both service and product sales organisations and allows you to reduce the value you deliver for a reduced price rather than simply discounting the price and accepting a lower margin. Once again, selling value rather than price.
Remember, while early stage businesses may have to spend time building market share with new clients, it is still an expensive exercise. A captured client is bought and paid for, so to speak. The importance of generating repeat sales, more sales per customer, and getting more money out of each transaction is absolutely key and essential to business and selling success.
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Didier Grossemy – Founder & CEO | |
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X2 World was founded by Didier Grossemy and is the result of his past experience. Didier Grossemy has been involved in Advertising and Marketing for the last 25 years and launched his first Internet company some 15 years ago.
Didier Grossemy takes entrepreneurship to the next level and is specialised in Start-up and growth strategy solutions. Didier Grossemy says "I enjoy the challenge of building, and believe that unless you are excited about your vision and you are willing to invest 300% of yourself there is no point" says Didier. I do that for all my clients by immersing myself in their business and becoming most of the time an integrated part of their growth.
Didier Grossemy expertise has strategically guided some of the largest companies in the world to the Internet space. From publicly listed Telecommunication companies, Shopping centres, Fashion designers, Insurance groups to launching 140 content managed websites for the "Le Meridien" five stars hotel group to implementing the first interactive environment for Columbia Tristar Films. There is a science to engineering complex database CRM to easy to use system for brands like Ferrari or launching powerful e-stores for the likes of the Oroton group.
Didier Grossemy Consulting projects includes building the first multi vendor English/Chinese online store "Haiwaibao" offering top Australian brands to sell to the Chinese Market and helping Virgin Money to manage their online communication with state of the art content management.
Didier Grossemy says that the success of Digital Marketing is guided through Vision and smart communication engineering, like a business architect Didier articulate the ultimate solution and execute the strategy with a professional team of creative and engineers.
As the CEO of X2 World, Didier Grossemy role in the company is to create the ultimate Digital Service Provider while growing a global production team and a network of distributors across the globe.
Didier Grossemy focus is on packaging complex services including Digital marketing, technology and design into a ready to use solution so that almost anyone in a consulting, advertising, creative position can immediately leverage from.
MY MISSION: E-TRANSFORMING THE WORLD
X2 WORLD is perfectly positioned as a growth strategy consulting firm that helps companies to grow faster and more efficiently than they could on their own using the experience of a strong management team and existing infrastructure.
Apart of building businesses, my area of expertise is branding, technology and digital marketing. The three are closely linked since you need great technology to capture measure and track your marketing efforts and build your brand.
Didier Grossemy work is to make sure that everyone of his clients benefit from strong online technology and processes that will provide Return on Investment in the shortest possible time.
Past Experience:
CEO and Chairman at Viper Communications Group Build Australia's third largest Internet company. Didier Grossemy MAJOR ACHIEVEMENT: Sold Viper Communications Group 8 months after the 2001 crash for $25M.
Viper Productions was founded in 1996. The company quickly established itself as a market leader in website design and subsequently expanded its offering by the addition of eBusiness consulting, web hosting, broadcasting and online marketing services. The company is well known for the quality of its creative services.
Didier Grossemy has focused on the development of proprietary web software solutions from the outset, in addition to the development of outstanding design and other services. Didier Grossemy has been able to round out the breadth and depth of the eService solutions it provides, as well as source new business, by forming strategic partnerships and alliances with specialist technology and eMarketing providers. BMCMedia, inherint, exo-net, Hewlett-Packard, Commtouch and iPIX provide immediate |
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