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Boost sales with these two approaches…

Submitted by on Thursday, 6 December 2012One Comment

Growing sales is an ongoing challenge for managers. So we though we would provide a very succinct post of two powerful ways to make this process easier. These two approaches are based on two different perspectives: inside-out, and outside-in.

The Inside-Out approach

In the Inside-Out approach, we look out from within the company. This is the natural default of almost every employee and it’s important to use this perspective.

Using this this perspective, it’s important to realise that there are only three ways a business can boost its sales. You can:

1. Increase your number of customers

2. Increase the purchases each customer makes, or

3. Increase the average amount of each purchase

That’s it. There are no other ways. So using this Inside-Out approach, we can explore opportunities to boost sales. But what if we were to take a different perspective?

The Outside-In approach

In the Outside-In approach, we look into the company from outside – from the customer’s perspective.

Why take this approach? Because it is the hallmark of achieving a compelling customer experience, as Steve Jobs identified in this video.

Instead of identifying techniques to boost sales, here we target desired behaviours.

There are only 3 customer behaviours that can boost sales. They are:

♦ Customer Say – or advocacy

♦ Customer Stay – or loyalty

♦ Customer Spend – or sales

(For more details on this approach please check our Customer Engagement page here).

Put simply, we look to desired customer behaviours, and then – as per the Steve Jobs video – work backwards towards them.

We’ll be following up in more detail on ways to do this – in the meantime be sure to subscribe to our updates here!


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