1. 10 Strategies to Increase Income in 2013 Julia King Tamang, LERN Annual Conference, 2012

2. 4 rock-solid ways to build your business 1. Increase the number of customers/clients. 2. Increase the frequency that they buy from you. 3. Increase the $$ value of every sale you make. 4. Increase the effectiveness of your business by delivering your products or services through reliable and consistent systems.

3. #1 Radically increase frequency Certificate programs Preferred customer events Communicate more with existing customers Give inducements for frequency (bulk buying discounts) Get out and see them Announce new relevant products and services Pre-call using inside-sales staff Have adequate new programming Offer a variety of levels of programs Keep up with changes in industry skills for STAR client areas

4. #2 Cut development costs Increase most program shelf-life Cut deals with instructors Develop long-lasting products Only let technology be a part of your offerings, not the bulk of it Use ISD pros Recycle, up-cycle content Bounce off canned content Learn RID development methods Use experienced course designers

5. #3 Get follow-on business “Bounceback Sales” Sell me right after the conclusion of what we’re doing together Offer me a discount if I buy in 90 days Make a mid-job, next-job recommendation Make a suggestion of follow-on work the instructor’s job Make a suggestion of follow-on work part of the quality assurance visit

6. #4 Get leads for more business Ask for 2 referrals Ask for their favorite instructors, consultants, etc. Give inducements for leads that pan out Have a line for leads on your evaluation sheet

7. #5 Upsell

8. #6 Let loyal clients know in advance about special deals

9. #7 Position yourself further upmarket

10. #8 Charge what you’re worth, but be worth more Add value and services Follow-on consulting Testing ILUs or CEUs Free handout or white papers afterwards Calls with instructor Level III evaluations Be first to market Be more convenient Be quicker to respond

11. #9 Show your customers all of what you do Matrix our your services and create promotions and point of sales materials that show more of what you can do Customers who know more buy more

12. #10 Recycle, repurpose, repackage Take everything you offer and look for creative ways to recycle, repackage The configurations will take some work, but you won’t be spending much on new development, so the risk is low Create “service packages” Testing and class Problem solving and consulting Class and mentoring Class and webinar Class and video set access

13. #11 Expand your reach, socially You can buy attention (advertising) You can beg for attention from the media (PR) You can bug people one at a time to get attention (sales) Or you can earn attention by creating something interesting and valuable and then publishing it online for free a YouTube video a blog a research report Photos a Twitter stream an ebook a Facebook page.

14. #12 Get with the discounts Tests show that doing "2 for the price of 1", "3 for the price of 2" or even "4 for the price of 3" outsells 50% off, 33% off or 25% off every time.

15. #13 Be the experts’ expert License successful concepts Consult to show others how you achieved success

16. #14 Implement a reminder system Automate your reminders to clients about your products and services They’re busy—like you

17. #15 Endorse others’ services

18. jtamang@easystreet.net Need some help? Let me know.