May 2017
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The Business Voice - Supporting the Moose Jaw & District business community
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August 2017

Special welcome to our newest Chamber member:

Advanced Roofing - (306) 631.0732

Bra Necessities - www.branecessities.net

Chabot Garage Door Ltd. - (306) 527.7805

Francis Farms - (306) 694.0883

Prestige Enterprises - Mr. E. Miracle, Magician - (306) 630.3451

Thunder Creek Pork Inc. - (306) 704.3102

 

CEO Message

I can’t believe I’m already writing the August Newsletter, Where did July go…? I sincerely hope you are enjoying your summer! We’ve had a busy month here at the Chamber with planning of  the 30th Annual Golf tournament, fall informational luncheons, further networking opportunities, welcoming new members and attending events

The Moose Jaw & District Chamber of Commerce understands the importance of a unified partnership in dealing with business issues that affect our diverse membership. We remain increasingly dedicated to identifying and advocating issues that matter to our members so we can effectively advocate for local business interests.

The Chamber is advocating for and partnering with the Moose Jaw Municipal Airport and proving the power of partnership to be evident when the result of positive relationship is accomplished. The Municipal Airport is looking to make significant advancements in providing optimal services that will support local, regional individuals, organizations and businesses in their quest for excellence. Community support and constant collaboration can realize introduction of new flight options, undergoing several redevelopment upgrades, improvement and expansion projects aimed at ensuring a better overall experience. The direct impact we foresee from the services provided from MJMA includes; a boost in our economic performance of all sectors whether it be, facilities, services, products and tourism, the development of larger outside investments, and added economic growth within our community.

There are endless opportunities with MJMA if allowed to make improvement to the existing and out dated airport with the growing partnerships and services they could provide to our community and we look forward to a positive and progressive outcomes.

 

Mark Your Calendars!!

Spend a perfect day on the links!

Prairie Plains Agro is presenting the Moose Jaw & District Chamber of Commerce 30th Annual Golf Tournament Thursday September 7th @ the Lynbrook Golf Course.

Golfers will enjoy a leisurely day on the links and consider this great opportunity to network and we look forward to seeing you there 

……and the sponsors are:

Once again featuring the FASTEST HOLE OF GOLF presented by Casino Moose Jaw

And new this year is the HAPPY GILMORE PUTTING CONTEST presented by Robertson Implements

HOLE IN ONE sponsors are Advanced Roofing, Milltek Surveys and RBC

BIG BERTHA sponsor is Super "B" Detail

Lots of Prizes! .... Lots of Fun! .... Lots of Networking!

For more information on sponsorship opportunities please call Event Coordinator - Barry Watson at 306.630.4041 or the MJ Chamber office at 306.692.6414.
Team registrations are now being accepted - we look forward to seeing you on the green!

Here’s to a Great August!

Rob Clark, CEO Moose Jaw and District Chamber of Commerce 

 

Chamberplan.ca
Existing Customers - Your Greatest Prospect Source

 

Existing Customers - Your Greatest Prospect Source

There are three things a company needs to grow a business:

  1. More customers
  2. More money from those customers
  3. More purchases from those customers

While these three things form the foundation of any sales strategy, there is an often overlooked element and that is taking points two and three and applying them to your existing customer base. Here's how.

Upsell

If they're coming back, your customers already know and trust you, so using upselling techniques can be very effective. You don't have to wait until they've made a purchase - you can begin upselling between purchases. As in any selling process it's vital you know your customers and have a good understanding of their needs, so that when you offer an addition to their purchase, you're doing so from a solid knowledge base. This will greatly increase your upselling success rate.

If your customers have already made their decision to purchase, offer an additional related item at a special price if they accept it NOW. As long as this upsell is in their best interests, your chances of increasing the value of the order are excellent.

Reselling

Always keep your existing customers in mind when launching a new product. Remember marketing is not just for new prospects. Keep track of what your customers have purchased in the past, and offer them opportunities to buy the product (or a related product) again.

For example, perhaps a year ago your company built the cabinets for a bathroom renovation for the Smith's. You're now launching a new line of kitchen cabinets, so in addition to whatever promotional efforts you're making to attract new buyers, the Smith's should be at the top of your list of people to call. Offering an incentive to existing customers, assuming they were satisfied with your company's performance previously, is a great way to get more business. Reselling can also be very effective for a service company. For example, a carpet cleaning company might call past clients every six months to see if their carpets are ready to be cleaned again. Only a few might say yes but the company will remain top of mind next time those that weren't ready yet, have a spill, or want to freshen up their carpets. Repeat business comes from reselling!

Referral Selling

If you don't have a system in place to get referrals from existing customers, you are losing a profitable opportunity to increase your sales. Send a customer survey asking what existing clients like about your product or service, how they feel you can improve it, and whether they know anyone else who might be interested in your products or services. Another advantage to a survey is that you can get great testimonials without having to directly ask for them. If people rave about your product or service on a survey, and you'd like to use their words, it's easy to call them up and ask them if you can use what they've already said, as opposed to asking them to write something from scratch.

Some people don't like to pass on the names of their friends and acquaintances, so you might send a postcard to your customers with a memorable photo and catchy caption, and the message, "Please Let Your Friends Know About Us! We'd Love the Opportunity to Serve Them" and perhaps offer a friends and family discount. Depending on your industry, you could also offer incentives or discounts to customers whose referrals result in sales. In service businesses, leaving behind a fridge magnet with your contact information can often lead to referrals.

If you service your customers well, they can be your best form of advertising. Sometimes they just need a nudge in order to realize you want them to talk about you to their friends.

Relationship Selling

Keep your company at the top of your existing customers' minds by maintaining a strong relationship with them all year long. Send them flyers and special offers throughout the year. Give them a call occasionally to let them know about something new. Invite them to a special event (customer appreciation events are always popular) and then give them the opportunity to purchase something they can only buy at that event. If appropriate, take them to coffee or lunch once in a while. Not only will they value you taking the time to appreciate their business, but you will also learn more about them, which will only enhance your relationship with them.

When it comes right down to it, whether you upsell, resell, or referral sell, it's all about the relationships you have with your customers. Keep them in mind when you embark on your next sales and marketing campaign. They will continue to be your best source of sales revenue.

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Existing Customers - Your Greatest Prospect Source

 

7 Sales Mistakes to Avoid

We all make mistakes, but some mistakes are more costly than others. In the area of sales, a mistake can mean the difference between meeting your cash flow requirements for that month, or not. It can mean the difference between gaining a new, loyal customer who will bring cash into your business for years to come, or losing that potential income source. Here's a list of seven mistakes to avoid when making sales.

  1. Using the Same Old Pitch
    Coming back to the same customers with the same old pitch is a big mistake. People want to know you are innovative, creative, and on the cutting edge of your industry. Make sure you revitalize your sales presentation often. Use different examples, different approaches, appeal to different behavioural styles and offer different incentives. Being creative is one of the keys to making more sales.
  2. Selling Without Knowing Your Customer
    Customers want to buy from someone who is not only knowledgeable about the product they are selling, but also about the industry in general, and about their needs specifically. Would you sell the same way to a young one-income family with four kids struggling to make ends meet as you would to a two-income couple with professional jobs and large disposable incomes? Know your product. Know your industry. Know your customer.
  3. Not Taking Advantage of Sales Training
    You may think you're the best salesperson on your team (and in fact you may be), but the best sales people never stop learning new ways to improve. Take advantage of every sales training opportunity you can find. You will never lose if you choose to keep on learning. Even if you don't hear anything new from the instructor, you can learn from the experiences of others in the room, or be a resource to others who don't have your level of experience. Make lifelong learning part of your sales strategy.
  4. Being a Cheapskate
    Everything you do makes an impression on your customer. Are you willing to take a client to lunch every few months to let him know you appreciate his business? Do you pick up the tab if you've met for coffee with a prospect? Do you acknowledge others who give you free advice or referrals by sending a note or a gift? These may be small things but they make a big impression.
  5. Avoiding Dissatisfied Customers
    If you avoid the people who aren't happy with you, you're losing the opportunity to build loyalty with those customers. Look at dissatisfaction as your opportunity to go above and beyond. Do everything you can do to make it right with those customers and you'll create loyalty that will stay with you for years.
  6. Ignoring Small Orders
    Every customer is an important customer. It may be tempting not to bother with orders that are small or on which you won't make much of a profit, but you never know what potential that customer might have in the future. You also don't know how many people that person can refer to you if they are treated well, or how many people they will steer away from you if they aren't.
  7. Going for the Popular Vote Rather than the Respect Vote
    Always show integrity in your dealings with other people. It may feel good to put your competition down so you can convince your prospects how much better you are, but in the long run it won't benefit you. People may like you in the moment, especially if you have charisma and the power of persuasion, but once you walk away they'll think about the things you said - both about yourself and about others - and they won't trust you. Integrity always wins in the end. A tip for dealing with competitors without trashing them is to study their strengths and weaknesses and promote your strengths as they relate to the weaknesses of your competition. In this way you expose their weaknesses, demonstrate why you are better and all without mentioning them once.

Avoid these seven sales mistakes and incorporate the principles above into your sales strategy. You'll not only increase sales, but will also grow to appreciate your existing customers more, while becoming known for doing business with integrity.

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Existing Customers - Your Greatest Prospect Source

 

5 Ways to Tame the Email Monster

Email is one of the most productivity-enhancing and at the same time, distracting innovations of our time. Wading through dozens, or even hundreds, of email messages daily can take hours of time away from the goals you have set yourself. Here are a few ideas to tame the email monster.

1. Turn Off Your Mail Indicator

Who can resist the signal that tells you "you've got mail"? It's like someone is sending you a present that you must open right away. One of the biggest time wasters in a typical day is your immediate response to those incoming emails. Doing so interrupts your train of thought and creativity - it pauses your workflow. According to time management experts, it takes an average of eight minutes to recover from an interruption and return to the place you were before the disruption. Imagine how much your productivity is decreased by the constant intrusion of emails. So, consider turning off your email alert, or your speakers altogether.

If you are waiting for a specific email that is important and time sensitive, by all means turn that indicator on until you've received it, or check your email manually every fifteen minutes. Once you've dealt with it, turn it off and get on with your day.

2. Set Specific Email Review Times Each Day

You may be panicking at the thought of not looking at your email every time one arrives, but be assured you'll get more done in a day if you set specific times each day when you review your messages. Two, three, or even four times a day - whatever works for you - schedule a half-hour or an hour to deal with your email. You can then get on with the rest of your tasks knowing those messages will be dealt with at the designated time. The bonus is you'll be much more focused when you are dealing with them and over the course of a day you will actually spend less time doing this than if you addressed them individually as they came in.

3. Develop an Email File Folder System

Have you ever tried looking for a specific email in your inbox? You know you received it, remember reading it, but can't for the life of you retrieve it from the mass of messages in your inbox. Email filing is the same as paper filing. It must be done on a regular basis or it will get out of control. Most email programs have the capacity for you to set up folders within your inbox so you can store messages in groups. Maybe it makes sense for you to create a file folder for every client, or maybe file your messages by the month or by subject. Just develop a system that allows you to easily find and retrieve what you're looking for.

Create the folders and then move the email messages to the appropriate folders when you do your filing. This will save hours of frustration and enable you to find messages quickly and easily. Just as with paper filing, you'll need to be diligent in cleaning those folders up from time to time. Thousands of messages in dozens of sub folders may slow your email browser down.

Another helpful email tool is setting your browser to automatically send messages from specific people directly to a designated folder. If you've set up folders for each customer, you can set your browser to send every email from that customer directly into their file folder. This saves a lot of time sorting through the clutter in your inbox. This feature is usually found in the Tools Menu and is often referred to as "Mail Rules".

4. Use an Email Program That Works for You

Just because your computer comes with an email program as part of its operating system, doesn't mean that it is the best program for you. There are many free and/or inexpensive email programs you can purchase or download from the Internet. If you're not happy with the options, settings, or peripherals your email program offers, check out some other programs to find one that suits your operating style and your business.

5. Separate Personal and Business

Small business owners sometimes work from home and use the same computer for personal and business email. Make sure that your personal email is not interfering with your business. Although you may be tempted to respond to Grandma's dinner invitation at 2:00 PM while you're working on your cash flow projections, leave that for your personal time when your workday is done. Similarly, if you do have an office away from your home, minimize friends and family use of your business email address for personal messages. Business is business. Keep it that way and you won't find yourself losing valuable productivity over issues that should be addressed outside work hours.

Email can be a wonderful communications tool if you use it wisely and efficiently. Implementing these simple ideas can give you greater control and increase efficiency.

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Moose Jaw & District Chamber of Commerce
88 Saskatchewan St. E, Moose Jaw, SK, S6H 0V4
T: 306.692.6414 F: 306.694.6463
chamber@mjchamber.com
www.mjchamber.com

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