‘How can I increase sales’ is a question we are often asked, and it’s a serious issue many business owners face. Without consistent sales to sustain expenditure and growth, your business is in financial trouble and vulnerable to failure. Every business owner and salesperson knows that selling can be challenging. Thankfully, many factors can help improve your chances of acquiring more clients and converting them into paying customers.
Implementing software applications that help streamline repetitive processes can free up more time to focus on sales. Certain automation programs can also help you connect more closely with your customers by sending out automated email updates and reminding you of important events like client birthdays and follow-up appointments, resulting in your current and potential clients feeling more valued. Swap essential tasks to automation where possible.
Optimising your sales funnel
It’s imperative you have a sales funnel strategy that is not only working for you now but will help you reach your future objectives. Devising a sales funnel strategy helps connect any missing links in your sales pipeline and demonstrate any vulnerabilities. The main goal of having a sales funnel is to feed qualified leads to your sales team consistently. It also provides you with the opportunity to identify key leads and target them with specific customer retargeting campaigns, helping to boost your conversion rate further.
Whether you are promoting your business online, in person, or both, it’s essential that the key messaging is comprehensive on all platforms. When it comes to advertising and sales pitches, you don’t want your sales team providing confusing information about your company or products. Sales pitches need to be clear, engaging, and concise, ensuring the information is relevant and sells the best aspects of your products or services. Refining your company’s key messaging will help you connect easier with your audience.
Clear customer journey
Having a customer journey mapped out full of acronyms and is difficult to follow without multiple in-depth training sessions will likely hinder your business. Every employee in your company needs to know their role and tasks when it comes to the customer journey and must be able to identify when and where their time is needed most. Refine your customer journey, so it is simple to follow and encompasses your objectives.
Increasing sales for your business might be as simple as improving your market positioning. Market positioning helps to increase brand awareness and have your products seen by the people that matter most. Essentially, it is the ability to influence your customers to perceive your brand and products in a certain way, increasing the likelihood of making a purchase.
Comparing what your company offers in comparison to your competitors will help you further identify market positioning opportunities.
There are a few critical factors to consider when devising a marketing position strategy:
- Who is your target audience?
- What are your points of difference and values?
- Who are your competitors, and how are they succeeding?
- What is your price positioning?
By identifying your market positioning, you will identify further profit opportunities that will help you better reach your target audience and increase sales.
Upsell and cross-selling
Upselling is the act of motivating a customer to purchase a higher-end product that they were initially interested in. Meanwhile, cross-selling encourages customers to purchase an additional product to the one they are interested in purchasing, e.g., ordering pizza, the salesperson asks if you would like to add garlic bread to the order for a small additional cost.
Both offer great benefits in terms of increasing revenue, particularly over the long-term. From the customer perspective, it adds value in terms of their relationship with your company, particularly if they feel like they are obtaining a higher-valued deal than the product they were initially interested in.
Don’t give up
By making a few improvements to your strategy, you can start making a positive change; don’t be afraid to step out of your comfort zone and try something different. If you’re still struggling to get your business past the mere sustenance level or your business is in jeopardy, our experienced business coaches will assist you with the tools, knowledge and support to take hold of the reins and get your business to where you want it to be.