In this issue:
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Best Practices - Fill the Holes
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Tips and Tricks - Using SMP to perform Mail Merges
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SMP Classroom - Using Business Comparisons to generate more business
Fill the holes - Watch for quick and easy opportunities to grow your business by "Filling the Holes"
Don't leave dollars on the table! |
The
sales history for each customer is displayed in the Customer module
under the "Sales" tab. Monitoring this information every
time you make a sales call could add dollars to your bottom line and
into your pocket. The example to the left is just a small example of
how to "Fill the hole" . Our customer is buying his
light bulbs and fixtures from us but where is he buying the
ballasts? Why not ask!
This column is where we would like to share with other
use
Using SMP to generate a quick mail merge for 1!
For one letter-
Often times we need to write a quick letter to one of our contacts where we want the letter to be personally addressed to the customer. SMP makes creating personalized Mail Merges quick and painless.
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Pull up the customer and select the correct contact. (The square to the left of the first name will be highlighted)
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Choose "File" and "Merge Letter"
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Choose "Create New Merge Letter" or "Merge with existing Merge Letter"
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"Merge with existing Merge Letter" only works with letters previously created using this feature.
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Microsoft Word opens with the database already connected. Create your letter using the merge fields.
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Select "Merge to printer" or "Merge to new Document" . Do not select just plain "Merge"!
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It makes it even quicker to generate a quick, personalized letter if you create a Merge Letter template by pre-formatting a letter with a letter head (or enough space for your company letterhead if it is preprinted), the usual merge fields and save it. When you are ready to send a letter select your "Merge Letter Template", type in the body of the letter and you are done. |
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SMP Classroom
Using Business Comparisons to generate more business
This month's "Best Practice" shows how to grow your business one customer at a time but what if you want to analyze your sales for those "larger holes". Using the same Lamps vs Ballasts scenario lets see how much more business we could be generating by using the "Business Comparison" Module.
Let's
say they we decide that for every $30.00 in light bulbs we sell a customer
we should be selling them at least $60.00 in ballasts. The business
comparison module gives you the vehicle to make that comparison. Click the
thumbnail on the left to explode the graphic and see our comparison
criteria.
The "Business to Target" is the business you are trying to grow by comparing it to the "Business to compare with". In our example we are have chosen to target all customers who purchased at least $30.00 in lamps (Prod Level 1 -Lamps). For every $1.00 our customer spends on lamps we feel they should be spending $2.00 on ballasts or 200% of their current purchases. Our query shows 100 customers who have potential for ballast business for a total of $385,000. Pretty significant! Since, in our example, we have only sold $1661 in ballasts to that customer list we have some work ahead of us.
Your ballast sales representative will be pretty impressed when you produce a report like this for joint calling or targeted marketing.
Internet based training is available at http://www.salesmgmtplus.com/TutorialMovies/Menu.htm
If you would like a CD which contains the same
tutorials please contact your administrator.
Contact Information
Dani Montoya
714-847-7788
danimontoya@taylormmg.com
We would love to hear about how you have used SMP to grow your business and any best practices that you would like to share.