Custom Apparel Startups

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The Science of Upselling – The Best Ways to Talk to Your Customers

During this podcast we’ll get into Part III of our trilogy on Up-Selling, a vitally important skill in growing your business. The idea that you can service the same number of customers but make more money at the end of the month? Golden.

SHOW NOTES:

During this podcast we’ll get into Part III of our trilogy on Up-Selling, a vitally important skill in growing your business. The idea that you can service the same number of customers but make more money at the end of the month? Golden.

We’re going to go through the following concepts/tactics in detail:

1: Reciprocity – Social norms compel us to respond to a favor with another favor, in order to not be considered ungrateful.

2: Consistency – People like to remain consistent over time. We feel a pressure to remain consistent with previous choices. Especially when we publicly commit to something.

3: Social Proof – When we arent sure of what decision to make, we look to others to see what they are doing

4: Like-ability – We are influenced by people we like.

5: Authority – People have a tendency to obey authority figures. People like a testimony from a person of authority.

6: Scarcity – things are more attractive when their availability is limited.

But the best part is that we’ll walk you through specific examples of how to use each one of these ideas in your business AND how ColDesi and Colman and Company do the same.

Download Transcript

The post Episode 69 – The Science of Upselling | The Best Ways to Talk to Your Customers appeared first on Custom Apparel Startups.

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The WORST statistic we could find, and there are a lot of them available, says that selling to an existing customer is 68% less expensive to selling to a new one.

New customers don’t know what you do, what is available, what they want, how to talk about what they want AND what they can expect to pay.

Current customers will buy more and pay more. You have a trusted relationship. If you advise them to buy a better garment; they are more likely to do it. Compared to new customer more likely to haggle or expect a lower price.

They cost less to service and less time to complete orders – you know their wants, needs, pet peeves, sizing preferences.

You already know what they are worth – you know big their orders are, what shirts they buy, their budget, how much time they are worth, etc

During this podcast we’ll discuss the following 5 Strategies to Up-Sell and make more from your existing customers:

1.       The Freebie – Sample on Delivery and Marc Vila’s Theory of Reciprocity (ok, not really HIS theory, but he’s going to talk about it.. so props). Why do they give away samples at the food court?

2.       Anticipating Business Because you KNOW Their Business – When you are IN your customers business, when you know what they have going on, coming up and you know what matters to them you will be able to upsell.

3.       Horizontal Marketing – How you can make more in more ways than you ever thought possible, all starting your current customers.

4.       What Else they Buy – one of our favorite ways to plan expansion and add a few extra dollars to the bottom line while you do it. It’s a good one!

5.       Next Order Couponing – when and how to use discounting to up sell and add to your business. Follow what the ecommerce guy says on this one – notes are encouraged.

Show Notes

The post Episode 68 – Re-Upselling | Making the Most of Current Customers appeared first on Custom Apparel Startups.

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Description:

How would YOU like to add HUNDREDS of dollars to t-shirt order?

Bring up your next t-shirt sale by 40% or more?

Real people, business owners just like you, get results like this from helping their customers see what they didn’t know they wanted.

Follow these 4 Rules for Up-selling and earn more starting on your very next order!

Just like so many of our podcasts this one was inspired by our listeners, by our own business careers and research on what the current trends are in sales and marketing. All of which leads us to our discussion of the 4 RULES FOR UP-SELLING:

1. Don’t Assume What Customers Can Afford

Not because of the way they dress, they look, what organization they work for – OR what price they tell you they’re looking for.

2. Don’t Assume You Know what a Customer WANTS

OR that THEY know what they want! Explore every opportunity by giving your customers a chance to spend more. Remember – many of them have never ordered custom apparel before, and if they have it probably wasn’t from someone like you!

3. Ask the Right Questions – Not just the Direct One

There’s a big difference between running down a checklist of what you offer – do want hats? do you want ponchos? do you want jackets? do want a sign? – and asking about the customers business or event in order to lead them to more options.

Listen to the podcast for some great specific examples of how to do this.

4. BE THE EXPERT

Once you no longer assume the customer knows what they want and what they want to spend you can recommend alternatives.

Offer a better shirt and tell them why.

Offer a different process or additional logo placement.

Consult – don’t just take the order!

Naturally, there is more on the podcast – ready to listen yet?

The post Episode 67 – How to Add $$ to Every Sale appeared first on Custom Apparel Startups.

Startup BusinessTime Management

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Your time is completely yours to control, unlike many other parts of your business. All you need to do is decide to control it AND do something about it!

During this podcast we go through Marc Vila’s Time Budgeting ideas, discuss what people IN business are using right now to manage their time – or not – and some apps, software, and ideas that will help you get control.

We mentioned the following apps and software applications:

Trello

Asana

Evernote

Wunderlist

Google Sheets

Microsoft Excel

YNAB (You Need a Budget)

The following books:

4 Hour Work Week by Tim Ferris

Profit First by Mike Michalowicz

The post Episode 66 – You DO Have Time & We Can Prove it! appeared first on Custom Apparel Startups.

Custom T-ShirtMoney IssuesStartup Business

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Welcome to the second part of our 2 part series on WHY YOU’RE BROKE!

That title is only slightly tongue in cheek. We had both just happen to be reading finance related books recently – Marc Vila on personal finance “Why You Need a Budget” – and Mark Stephenson on business finance “Profit First: A Simple System to Transform Your Business..” and discussing how the two were related.

During the next 2 podcasts, we’ll discuss what WE learned from each of these authors and how they might apply to you and your business.

Episode 64 discusses the basics of the Profit First system and how it relates to both business and personal finance.

The next episode will review YNAB (you need a budget) and how that might impact your professional life.

The post Episode 65 – This is Why You’re Broke Part II appeared first on Custom Apparel Startups.

Custom T-ShirtMoney IssuesStartup Business







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Welcome to our 2 part series on WHY YOU’RE BROKE!

That title is only slightly tongue in cheek. We had both just happen to be reading finance related books recently – Marc Vila on personal finance “Why You Need a Budget” – and Mark Stephenson on business finance “Profit First: A Simple System to Transform Your Business…” and discussing how the two were related.

During the next 2 podcasts, we’ll discuss what WE learned from each of these authors and how they might apply to you and your business.

Episode 64 discusses the basics of the Profit First system and how it relates to both business and personal finance.

The next episode will review YNAB (you need a budget) and how that might impact your professional life.

The post Episode 64 – This is Why You’re Broke appeared first on Custom Apparel Startups.

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