Six Selling Systems to Increase Your Cash Flow

1. Gateway offers: A Gateway Offer™ is a special offer that your sales and marketing team has perfected that has the highest odds of leading a new client along the most profitable pathway with your company. It's the first sale that leads to all the other sales. Most businesses let random chance dictate the first sale. That's sloppy and bad business. Instead, over time by properly strategizing and tracking your clients' behavior, determine which offer you can make that will draw a new client onto the richest purchase offer pathway with your company.

2. Makeup offers: The next time you have a client complaint or a canceled order is a prime chance for your company to make a profit and deepen a client relationship at the same time through the use of a makeup offer. Here's how it works. Joe calls in and complains about his order arriving late. In fact, he says he wants to return it. You have a special sales script to handle just these types of calls. "Joe, thank you for telling me about how we messed up. Forgive us for our mistake. I don't blame you for wanting to cancel your order just to teach us a lesson. If I were you I'd have been even angrier and more upset than you are. May I make it up to you?" When Joe says yes, offer him some special gift such as a discount or certificate valid toward his next purchase. The key is to try to both close this sale (the most expensive thing that could happen is that Joe cancels and never orders from you again) and put Joe on the path to making his next purchase from you. That's the power of a makeup offer that has been systematized for your team to use.