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Published 15.08.2015 | Author : admin | Category : The Respect Principle Pdf

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How many people in sales really understand the sales funnel, the sales pipeline and the objections that can clog up the process?
Clipping is a handy way to collect and organize the most important slides from a presentation. The first quarter is coming to an end, and I am sure that most of you have forgotten about the goals that you set back in January (i.e.
In this article, I am going to give you some ideas and tips that are sure to increase your bottom line this year.
Another way to build awareness is to attend industry events and conferences like the NCSLi Workshop and Symposium. I also recommend that you attend events and conferences where your prospective customers will be. When you are networking and making connections, it is important to consider the potential of building relationships with other laboratories.
To end this cycle, try partnering with laboratories who can benefit from your services and vice versa.
Did you know that it cost 6 to 7 times more to get new customers verses retaining your current clients?
In another study by Nielsen-McKinsey, 33% of consumers would recommend a brand that provides a quick but ineffective response, while only 17% of consumers would recommend a brand that provides a slow but effective solution.
When I first started tracking my laboratory’s conversion rate, we were only closing 55% of quotes. For example, say you receive $100,000 in quote requests for service each month and you only convert 55% or $55,000.
So, monitor and track the time it takes to respond to customer quote inquiries and aim to respond to 100% of requests within 24 hours.
From my experience, customers who receive faster turnaround times typically become repeat customers. When your laboratory ships equipment that is geographically close to your location, it may only take UPS or FEDEX a day or two to ship packages to your customer by ground. To resolve this is issue, I recommend contacting customers to discuss their needs and expectations.
Another option is you can build the additional shipping costs into the price for calibration service. When you find the weaknesses of your process, formulate solutions that will improve the overall performance. When I began to evaluate my laboratory processes to reduce turnaround time, I liked using Kanban. An Engineer, Metrologist, and Manager who answers questions and delivers solutions to ISO 17025 accredited testing and calibration laboratories. About UsISOBUDGETS is a consulting firm specializing in the analysis of uncertainty in measurement.


Success for many companies and start-ups depends on if they can shorten the sales cycle and speed up the sales process. Now, the catch is you have to do some work to make it happen; but, if you set goals and make it a priority to achieve them, you should be golden. If you are not building awareness for your laboratory and its services, you are losing potential sales.
If prospective customers do not know that you exist, they are not going to do business with you. Most likely, you have customers that need tests and calibrations that are outside the scope of your laboratory. If you perform electrical tests and calibrations, try partnering with a laboratory who provides mechanical tests and calibrations. I am sure that you have avoided bidding on contracts or large corporate accounts due to the scope of your services. According to a study by Bain & Co, customers are 4 times more likely to buy from a competitor if the problem is service related vs. In the RightNow Customer Experience Impact Report, 89% of consumers have stopped doing business with a company after experiencing poor customer service.
Do you get frustrated when you request a quote from a company and they do not get back to you for a few days or even a week? If your laboratory takes 14 days or longer to process calibrations, you need to evaluate your process. Additionally, they spend more money on calibration services and have better retention rates. The time clock started the moment the equipment was received until it was sent to the shipping department, which can sometimes add an additional day. Slow shipping services can impact your customer’s perception of overall turnaround time and lead to angry customers. However, when you ship items across the country, it can take 4 to 6 days to ship items to the customer. With a little a bit of commitment toward improvement and setting goals, you can easily make a large financial impact without any sales or marketing. Services include measurement consulting, data analysis, uncertainty budgets, and control charts.
So, now is the time to look at your quarterly financial reports and see if you are achieving your goals. If your budget is small, be a presenter and give an informative presentation to a large group. Ultimately, it could be the secret weapon to greatly increasing laboratory sales and revenue through word of mouth referrals.
According to the New York Times, 65% of new business comes from referrals, and a study by the Wharton School of Business found that the Lifetime Value of a new referral customer is 16% higher.
People do not have a lot of time, so you need to give them only the most important information.


Together, your laboratories are stronger, can provide better customer service, and retain longer customer relationships.
Great customer service will carry you far while terrible customer service will lead you to failure no matter how great your laboratory is. If you have eaten at expensive restaurants with great food and lousy service, then you know that it really makes you angry and frustrated to spend a lot of money for a terrible experience. Without having to do anything but close the deal, we were able to significantly increase laboratory sales and revenue.
The result is a gain of $35,000 a month or a 45% increase in laboratory sales which will generate $420,000 in additional annual revenue. Furthermore, they send more work to the laboratory and are more likely to refer your calibration services. After 12 months of consistently maintaining an average turnaround time of 5 days (this did not include equipment that required repairs, adjustments, etc.), we observed a 27% increase in annual revenue and a 42% increase in new customers. Count that time in both directions and you can end up with angry customers who will look for calibration services elsewhere. Of course there will be additional fees, but some customers will not care and will be happy to pay them. By making your organization more efficient, you are able to accomplish more work in less time with fewer resources. Richard is a systems engineer who has laboratory management and quality control experience in the Metrology industry. Whether or not you are satisfied with your first quarter results, let’s take a look at ways to increase your laboratory sales and revenue.
Don’t just help either, go out of your way (above and beyond expectations) to impress others. Worst of all, you may lose these customers all together to a laboratory who will be a one-stop shop for the customer. Most likely, you will not go back to that restaurant; and, if you do, it won’t be anytime soon. Instead, I am saying that too often we blame external influences for our problems rather than focusing on solving internal issues. If everything runs 100% smoothly, then try overloading each stage independently and look for dependencies, redundancies, and bottlenecks. Not only did we improve turnaround time, but we were able to get work invoiced faster and improve our cash-flow.
In return, they may refer your business to their friends and customers that they may benefit from your laboratory’s services.



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