The Business Buddy Work Less Make More Report Volume Two

By Kirsten Hawke

Each volume of this report will show you a simple idea or strategy you can use immediately to make more sales and profits in your business without working harder.

I invite you to invest a couple of minutes to read this idea and then try what we cover in your own business. You will be delighted with the results.

 Increase your sales by 'reducing risk'

There is a certain amount of risk associated with buying your product or service by new customers. Until you reduce this perceived risk (in the minds of these potential customers) they will often 'vote with their wallet' by giving money to your competitors. And the number one rule with risk is this: 

'Everything Counts'.  This means that everything you say or do is causing your customer to think it's either more risky or less risky to do business with you.

 Example:

Imagine you phone two tradespeople and leave a message asking them to contact you about their services.  One person phones you back within one hour and the other person phones you back two days later.  The tradesperson that phoned you back in two days could be twice as good as the one who phoned you back in one hour.  But because they took two days to make contact you assume they are slow, sloppy and not that good at what they do. In other words you think it is more risky to do business with them, simply because they didn't return your phone call promptly.

Here's a very simple way to reduce risk:

The big question going through every customers mind is 'who else has purchased your product or service and how did it work out for them?' 

A good way to answer this question  and reduce risk is to use positive testimonial comments from happy clients. 

You can usually get these testimonials comments from your existing customers just by asking them for some of the positive benefits they have enjoyed.  

Here's an example of what I'm talking about.

 I find that Astill Hawke & Associates are very quick and helpful in their response to any request.  The Inland Revenue requirements and tax terms are sometimes very hard to understand and Astill Hawke explain very clearly all the everyday aspects of accounting that I find daunting.

Astill Hawke & Associates are very good at keeping me informed on what's due and what to expect and when to pay, so I certainly don't have any problems with Inland Revenue.  I feel confident that they have my best interest at heart, I also don't feel like a number or just a client with Astill Hawke, I feel like a friend.

I believe that my business has been so much more profitable with Astill Hawke handling my accounts.  I feel confident that all has been done and the best advise is being given constantly.  No question is silly to them!  They are very happy to explain everything in a language I can understand and that's important to me.

Chrissy Hutching
Brayco Stainless NZ Ltd
East Tamaki

So make contact with some of your happy clients and get some positive comments in writing from them.  It's an easy way to improve your sales with very little effort.

I'll be in touch again soon with the next volume of 'The Work Less Make More Report'.

To win you have to risk loss.  ~Jean-Claude Killy

Astill Hawke & Associates Limited | Chartered Accountants
| P O Box 58 359, Botany, Manukau 2163 | Phone: (09) 985 9791 | Fax: (09) 985 9792 | www.astillhawke.co.nz |