Your employees are really a great resource for extra sales. We label this New Employee Business.
You can do that with employees regardless of how long they have been with you, but as a rule we concentrate on recent employees.
Your employees have buddies and folks that are wonderful prospective customers for your offering. It's merely a matter of making the idea a benefit to the employee, and feel like a great deal for the acquaintances and folks.
Really what we do is arrange an Employee Bonus Campaign. It sure sounds better than the We Want More Money Campaign, doesn't it?
We have the employees phone up their buddies and family (on or off premises), and have them give the buddies a special present to just come in and look at our offering. It's habitually a complimentary pizza certificate from a local pizza store. Very nearly any pizza shop will trade you certificates for a free pizza for $2.00 or $3.00 each. They just would like to cover their real expense to make the pizza, and they acquire a new customer. They also sell that patron soda, chips, and sandwiches.
The employee's friend comes in our store (this will work in any business), and we explain that the employee gets a reward if they purchase our product. The first thing we do however, is give them the pizza certificate. If you hold back their gift, it's what they will likely be considering until you hand it to them.
We give the employee a 10% bonus on any sale made that day to their friend. Of course, the reward depends on your markup, and what you are selling. It helps if the employee is present while you explain the program and present the friend or relative your merchandise. Of course, there is no pressure from you...but there is sizeable peer pressure for the friend to purchase something.
Mom and dad or other close relatives very nearly always buy something if they are even remotely in the market for what you sell. associates will also buy, but not always.
We make a big deal about the new employee being paid their bonus. The folks we are showing are eager to assist their acquaintance or family member. They get a first-class product (it helps if there is a unique price or offer just for them). The employee makes more cash in their salary than they usually get. And you pick up a new upwelling of sales at nearly no marketing expense to you.
Isn't that what we all want?
Author Resource:
Marketing expert Claude Whitacre is the author of The Unfair Advantage Small Business Advertising Manual. You can download a free complete copy at http://www.local-small-business-advertising-marketing-book.com You can also just buy the book at http://www.claudewhitacre.com
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