January 12, 2016 ByDave Larson
Doubling your sales in a year can
seem like a daunting task: especially, in the beginning of the year, if you
look at the whole year’s goal. Your brain naturally locks up at the enormous task
lying before it. For this reason, we recommend you don’t do that. Instead, we
recommend you take two pieces of advice from two great marketers, Jay Abraham
and Darren Hardy.
Advice from Jay Abraham… He said,
there are only 3 ways to grow your business:
1. Find more customers
2. Get your customers to buy more
3. Get customers to buy more often
Advice from Darren Hardy… Think
small. Focus on the single step you can take today to reach your goal. He said
if you have to climb to the top of a lighthouse, don’t look up! Focus on the single
step right in front of you.
Here is how it looks if we think
small using the Jay Abraham formula:
Customers X Average Sale X
Frequency of Purchase = Total Sales
Let’s say you have 100 customers.
Your Average Sale is $50 and they buy 2 times a year
100 X $50 X 2 = $10,000
Your total sales are $10,000. Did
you know, in order to double your sales you only need to move up each factor by about
26%? A 26% growth in customers, plus a 26% increase in average sale, plus a 26%
increase in purchase frequency.
For our example, I’ll show you a
25% increase so you can follow more easily…
100 customers up 25% = 125
$50 average sale up 25% =
2 purchases per year up 25% = 2.5
times per year
So if you want to double ask these
1. How can I attract 26% more
2. What can I offer to get my
average sale up 26%?
3. How do get my customers to buy
26% more often?
If you focus only on each question
individually, the answers should come to you more easily. As Zig Ziglar puts
it, you can eat an elephant a bite at a time. On Big Hairy Audacious Goals, like
doubling sales, it is better to break them down into their component parts.
Do you need
help achieving your big sales goals in 2016? Call Sales & Marketing
Technologies today at 407.682.2222 or contact us online to learn how our new
sales and marketing automation options can help to boost your sales this year.