1. Asking For Business
Your Name

2. 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

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

4. 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

5. The Effect of Referrals
Your customer
Potential

6. 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

7. 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

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

9. 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