Add-On Sales
There is a reason why McDonald's total sales of $ 23500000000 enjoyed in 2008. Could it be that there are more than 31,000 McDonald's restaurants in 118 countries around the world? This is partly right, but I think the fact that they sell 9,000,000 pounds of its delicious French fries per day, is a most important element.
What is really good to ask: "Would you like fries with that" world McDonald 's range is characterized by adding sales tax. I recognize that the other "add on sales" on the wagon, but McDonald will get constantly year after year.
What would it take?
What would it take for you to create this kind of culture in your organization? You might find some 'resistance, they think that the McDonald employees are robots with no brains, and you might be right. But I'm always running. What would it take to play at the level of your organization> McDonald expects? The roadblocks could be the ego, intellect and perception?
The ego Roadblock
In my experience, professional service firms and retailers, the worst criminals in the chic area of the rental to be to get in the way of the ego, add on sales. Let me ask you this. "You want to maintain your illusion expensive or you increase sales? If you let your ego get in the way, it reduces tax revenue.
Intelligence Roadblock
"I'mbecause I know better. "This is the battle cry for the intellect. In the solution of complex problems is fine, but it is not acceptable, the sale, your products and / or services. Infatuated with features such as spirits to be aware of the advantages against the ' love. Spirits to listen, to talk about the technical side of everything and everybody. Guess what? your customers really want. They just want to know how your product or service will make their lives better andthat it is a good value.
The perception Roadblock
The roadblock is a perception of added revenue that needs an adjustment of the brain. Employers and employees who sell to them too often feel that it is an imposition on their customers something more to offer. Somehow these people have their heads screwed on cross-eyed and really need help. If you really know their customers, clients or patients, it is up to them to provide every bit ofTo provide value to your / their organizations.
It could be said that McDonald makes people fat and unhealthy from supersizing or simply "fries". I think not. McDonald's is not cramming food into their throat protectors dining, just with more value. Customers make decisions. What you need is simply to offer customers more choice and more value.
Success in Simplicity
McDonald, I believe, has succeededfor simplicity. I do not know the other 20 restaurants, but a rattle or two. If you could adapt this idea of the simplicity of your organization, could be done by one with one point for each client as an add on, or possible only with a specific and different customer-specific add-on features of each product or service to be performed. Needless to say that multi-factor approach is much more difficult to implement.
Why else do not offer?
I found thatthe main reason why not offer to you and your staff to add on sales is due to the lack of training. I bet you thought I'd say laziness. In my two decades of experience working with organizations as a consultant, I have identified the lack of training as the culprit, more often than apathy or inertia.
A simple solution
Their simple solution to increase sales to add daily training organization. Try this for a month and see if I'm not quite right. AAt the beginning of each day, two to three minutes to explain to all members of the organization, because a particular product or service helps your customers 'lives' to be better and show that they beat the customers that day. At the end of the month have been training for your business, how to add 20 or offer new and different products or services. And the employees are aware of us have participated in training.
Yes, it takes you, the leader, a little 'pre-planningTime, but, my God, this is not your job anyway? Do this consistently for a month and I guarantee that you will be satisfied with the result. And 'the little things that make a difference.
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