Asking For Business Your Name

Objectives At the end of this module you will: Be able to explain the four ways a business can grow sales Be able to demonstrate what happens when you gain growth in these key areas Be able to use a tool that provides you with an in-depth understanding of the customers you have cross-sold to and more importantly, those you have not Be able to explain the positive effects of gaining referrals from your customers Follow a set plan to exploit the opportunities identified

We must increase… The number of customers The average deal size/value The average deal frequency The retention of customers

Average Deal Size/Value Business Growth Number of customers Average Deal Size/Value Average Deal Frequency p.a. Turnover/ Income 1 1,000 2 2,000 10 20,000 10,000 200,000 4 800,000

The Effect of Referrals Your customer Potential

Magic Matrix Customers Products A B C D E 1 2 3 4 5 Informed Not Informed B Purchased Customers C D E 1 2 3 4 5 Products

Populated Matrix Customer Debt Credit Balances Transactions Other Premier / Personal Commercial Mortgage Sales Financing Step Saver Online Banking Merchant Services Cash/Cheque Advantage PPI Clearly Business Overdraft Asset Line Current Account Base Rate Treasurers BFP Referrals Customer Loans A Limited 2 3 1 5 B Limited C Limited D Limited E Limited F Limited G Limited H Limited K Limited

Matrix Uses Staff capability levels Plan of events Ranking of sales staff Assessing customer needs Education of business

Objectives At the end of this module you will: Be able to explain the four ways a business can grow sales Be able to demonstrate what happens when you gain growth in these key areas Be able to use a tool that provides you with an in-depth understanding of the customers you have cross-sold to and more importantly, those you have not Be able to explain the positive effects of gaining referrals from your customers Follow a set plan to exploit the opportunities identified