Surely you have come this far because, like many entrepreneurs, you ask yourself the question: How can I sell more?
And it is that, let’s face it, nobody has a business for fun or hobby. Businesses are to earn money. Businesses are to grow and prosper economically. At least that is the fundamental basis of entrepreneurship.
Of course, in the process we learn, have fun, serve people, create jobs and put our skills and talents into practice. But none of this would be possible if there are no businesses and good sales.
OK, VERY GOOD EDWIN, BUT TELL ME, HOW CAN I INCREASE MY SALES?
Okay, let’s get into the subject but it is always important to understand the context because it happens that many entrepreneurs, partly due to lack of preparation or lack of knowledge, lack adequate sales processes and strategies.
It is very common for them to dedicate a large part of their time and resources to other activities such as production or business operation, neglecting something as important as attracting business to the company.
However, in this blog we always go for the practical and that is why here are some tips that will help you improve your sales starting today:
6 KEYS TO IMPROVE YOUR SALES
1. Review your sales strategy
Do you have a strategy? If your answer is yes, the first thing will be to review point by point to make the necessary adjustments and make it more effective. You will likely need to evaluate new sales channels, better train your salespeople, and consider more creative ways to promote your inventory.
If you don’t have a strategy or never have, it’s time to grab a pen and paper (or laptop) and start thinking for the sale. What does this mean? Well, as it is, it means that you give priority to what really makes money enter your company and that is to sell.
Regardless of the size of your company or business, to start structuring a strategy I suggest you answer the questions: What? How? When? Who? and with what? I’m going to make my sales increase.
2. Improve your service levels
I remember one time when we were visiting an electronics store with my wife looking to purchase a new TV. We had compared the prices of several similar models in different prestigious stores with good brands and I have in my mind the attentive look of her listening to the salesperson describe the benefits of a television in particular.
He listened and watched for several minutes, asked a couple of questions, and then we left. The product met what we were looking for and the price was good, but we did not buy there.
When she left, she told me: “That gentleman has something I don’t know, but he doesn’t give me confidence. I’d rather pay a little more somewhere else where they serve me better.”
Sales is about people. It is the people who finally invest their money in your products and therefore it is essential to review the quality of service that you are offering.
Many customers stop buying because of the bad experience that a clerk or an advisor can provide. Hence the importance that your entire work team is clear about the importance of customer service.
Personally, I always say it in my training: in sales, every detail counts:
- From the greeting in a call,
- formality in a date,
- personal introduction,
- the tone of the voice,
- Clarity in providing information
- know how to communicate persuasively
- be problem solvers
Good service always helps improve sales because a satisfied customer can go from being an occasional buyer to being an evangelist for your brand or your business.
The classic cliché that a satisfied client attracts 3 other clients is now amplified thanks to social networks because a happy client can post it on their profiles and help you to have 5 or 10 more clients. And so it is with annoying customers.
That is why today more than ever you must train your collaborators to pamper their customers and suddenly you will see a significant increase in your sales.
3. Do not compete with price
A common tendency when we have aggressive competitors is to lower our prices. This can be disastrous because if your competition aligns with the game, it will end up killing the business of both.
But what other option is there? is the recurring question. And the answer is: increase your value.
If everything in this life were resolved by lowering prices, surely Porsche, Rolex and Gucci would no longer exist.
But they exist and they are mega businesses because of the enormous value they deliver. People will always be willing to pay a little more when they get more value for their money.
In that sense, let me leave you with an important concept. One thing is the price and another is the value.
Let’s see an example. How many of us have ever gone to a fancy restaurant to enjoy a good meal? Let’s say a good pasta with garlic shrimp.
How much do you pay in that place? Surely you pay much more than you would for a similar dish in a more modest restaurant. And that’s for the VALUE added to that plate of food.
People pay in expensive restaurants because beyond the exquisite food, we value the experience.
Because they have a beautiful view, an excellent service, exquisite food, very pleasant music (sometimes live), a secure parking space, an excellent presentation at the table, a special way to treat you and because they make you feel that you are not ” one more client” but a very special client.
And that is why paying more does not feel expensive because the value is very high and my money is worth it.
That is why $100 pesos can be expensive or cheap and it does not depend on your product but on the value you add to it.
Hence, if your goal is to sell more in your business, try to be faster, friendlier, more creative, more innovative, more attentive and have differentiators that make you unique. And your customers will pay for it.
4. Market to your customer segment
Not all customers buy the same products. The problem of many entrepreneurs today in the midst of the digital age is to continue thinking in the style of the 80s: massively. What does this mean?
Mass thinking means thinking that everyone should stop by your store or that everyone should know about what you sell because then someone may end up buying “something”.
This is a serious error. Especially thanks to social networks today it is possible to create very specific messages for customer segments with very defined profiles that are the potential buyers for your products.
How to do it? Of course, it requires research work, knowledge of your client and transforming all this into a digital marketing strategy that attracts the right client to your store.
The BMW company will make no effort to attract to its stores customers who can only pay for a more modest car. Because it wouldn’t make sense.
They want the big fish, those with the ability to pay and a taste for luxury cars. Because they know their target market perfectly.
So if I were to ask you right now who is your customer? and I asked you to describe it perfectly, you should have the ability to define it in terms of:
- your age – gender
- their common tastes
- your ability to pay
- the area where you live or work
- their level of interest in your product or service
- your need
- his influence
- your sports or hobbies
And well you will think that it is difficult to know all this but no. It’s actually part of the marketing job for a powerful sales strategy.
I certainly don’t expect you to do it all alone. You can always find support from marketing and sales professionals who will help you improve your customer profiles and your sales processes.
5. Create a sales culture
For results to change, the fundamentals of the business must change. It does not matter if your company has 20 collaborators, 5 or if you are just yourself.
It is important that everyone in the organization is clear that everyone must know how to sell and be prepared to collaborate with the sales process.
In my opinion, the secretary, the accountant, the winemaker and even the policeman must have the capacity to be links in the sale process. It does not mean that they are salespeople but they must understand that everything they do, say and their behavior in general attracts or drives away sales.
Creating a culture where everyone sells means raising awareness and preparing people to clearly understand that without sales there is no business and without business there are no salaries.
Hence, everyone must be friendly, know the sales process, know who to direct people to, know how to attract the customer and always speak well of the business.
Changing the culture is not easy. It requires a profound change of attitude and paradigms on the part of everyone. But once you do then you will see amazing results.
6. Prepare a team of sales dogs
The concept of “selling dogs” may sound a bit grotesque to you at first, but let me explain. I got this idea from a wonderful book I read a few years ago by Blair Singer called “Sales Dogs.”
And this book is about how we all have different styles to sell and they illustrate that by comparing it to different breeds of dogs. Some of us are more aggressive, others more detailed, others helpful and there are those who sell very well because they handle numbers perfectly.
But the most important thing of all is that in every company there should be one, two or ten people who make up the sales force with a clear mission: close deals, attract more customers, look for opportunities and increase sales results.
A good seller is not cheap. Definitely. But if there is something that is expensive it is to have poor results every month. So spare no effort in hiring and professionally training your salespeople because they are the ones who will bring in big business.
So if you have neglected your sales team, this is the time to clean house and make radical changes for the good of the results.
So, I hope that this post has been useful for you to make decisions about the fundamentals of your company and I am sure that it will allow you to obtain better results.