When it comes to how to increase sales, you need to remember the main rule:
There is no way to increase sales by 100%, but there are 100 ways to increase sales by 1%.
Consider 10 simple ways to increase sales without large investments and long-term implementation.
Ask yourself a question. How many clients a year leave to think, consult, something is not suitable for them and do you see them for the last time? And if you refine such a failed customer? After all, this will immediately affect sales growth.
The essence of this technique is to remove contact from the outgoing client and get permission from him to send notifications to the messenger or E-mail.
For example, a client categorically says: “Thank you, I will think, I will advise, it does not suit me” and so on.
Offer to send him useful information on a matter of interest to him. Tell the customer:
Do you want me to send you additional information. So you can think, consult and so on. Do you have WhatsApp, Viber, or another messenger?
Thus, you will receive customer contacts, add to it in the messenger and send the information. The main thing is that you will be in front of his eyes and in direct contact.
You can send a client a PDF book, market analysis, product comparison, review, guide, checklist, instructions, etc.
Along with useful information, also send the client a presentation of the product and company. Give arguments there why you should work with you and close popular objections in it.
Thus, you will ensure sales growth at the final stage of interaction.
You probably have typical objections Expensive , Think, Consult , Not interesting and so on, which you regularly listen to from your customers. Write them down and select high-quality conversion processing for each .
Following the links in the previous paragraph, you will find all the best answers to common objections. Choose several options from there and test in your work.
And if you hear any objections very often, process them before they arise. This will increase the chances of a sale.
For example. If customers often say “It’s expensive,” right in the process of presentation, say:
By the way, the question often arises why it costs so much. So, it costs so much, because … (And here, give significant arguments).
SALE IN COMPARISON.
Our brain is designed in such a way that everything is known in comparison. He cannot understand whether it is cheap or expensive, whether it is a lot or a little, beautiful or not beautiful, and so on. Until it takes as its basis some point in the report.
For example. Imagine a big mountain of sand.
I am sure that someone presented a mountain two meters high, and someone tall with a multi-storey building. It turns out that the “big mountain” is different for everyone.
Also the client’s brain. If you present one product, it will be difficult for him to make decisions due to the lack of a subject for comparison. And here the likelihood increases that the client will go to look on the side for comparison. To avoid this, present at least two products in comparison, and preferably three.
You will kill another hare. The story of one product often sounds like an imposition. Especially if we talk only about the pros. And when two products are presented, we are talking about their pros and cons in comparison, there is more confidence.
See also an article and video about effective product presentation.
Three types of billiards were presented in one trading floor. At the entrance were cheap, then average in price, at the very end was the most expensive gilded billiards. Then they decided to rearrange these billiards. They put expensive exclusive billiards at the beginning and it was his customers who saw them at the entrance, then the middle ones, and the end of the hall was the cheapest. When measuring indicators, it turned out that sales of average billiards were increased.
The same thing happens when selling popcorn in movie theaters. When a large bucket of popcorn was introduced, medium portions began to sell more.
Against the background of an expensive offer, it is easier to decide on the middle option. How to use it in sales?
The very presence in your assortment of super expensive goods will have a beneficial effect on increasing the amount of the check. Also, if appropriate, start the presentation with the most expensive products in the selected group and decline as necessary. Amid expensive goods, others will be considered already cheap.
There is another interesting price trick for pros who can read non-verbal customer signals.
With a floating budget, you can say for example:
The cost of corporate events is 10,000 euros.
Look at the reaction of the client. If positive micro signals are visible, say:
But this does not include musicians and DJs. (And raise the price).
And if you see that the client grimaced or starts to get nervous, then you can lower the price, for example, say:
But this is without a discount. (And lower the price).
Create a chain of related products for the so-called CROSS-SELLs. Think about what product you can offer.
If you sell lumber, offer corners, nails, glue and so on.
If you sell equipment, offer surge protectors, cables, supplies, and more.
At the same time, related products can increase margins. It is more convenient for customers to buy everything in one place and they are ready to overpay.
So does the notorious McDonald’s and other burger who earn the main income on potatoes and drinks.
It is also the fastest way to increase sales of goods in any store.
FOCUS ON SALES.
Many sellers proceed from the logic that customers are looking for the cheapest and thereby kill the quality of sales. The right approach – Do not be afraid of prices and sales of more expensive analogues.
The only thing customers do not want is to be deceived, that around the corner it will cost half the price. At a fair price, they are quite ready to buy.
Sales professionals always proceed from the logic: the more expensive the product, the higher its quality, and consequently customer satisfaction. All problems arise when selling cheap products of low quality. Plus, customers tend to underestimate the planned budget.
I like the analogy with babies here, where the rule is “Plus One.” For example, if an adult is comfortable in a T-shirt, then the child needs to wear a T-shirt and sweater. If an adult is comfortable in a T-shirt and sweatshirt, the child needs to wear a T-shirt, sweater and jacket, etc.
With customers you need the same approach. Always think about selling Plus One. Do not be afraid to offer the client a more expensive product from its initial needs.
Inflate the focus of sales and offer more expensive counterparts, thereby you will be able to take advantage of the magnitude of sales.
Annoyance is something that the client does not voice, but this can affect the refusal to cooperate. A small, unpresentable office can be an annoyance for a client that you cannot be trusted.
To prevent this, beat this irritant. Say:
- You do not see that we have such a small office, this allows us to keep the smallest commission on the market.
Or, for example, something takes a long time to take shape. Tell the client that this is for his own good. A slander are multistage checks to prevent errors.
Put yourself in the shoes of the client, go his way and think about what can cause irritation and try to fill it with positive meaning.
The essence of benchmarking is to analyze the sales processes of your competitors, pick the best or do even better.
To do this, under the guise of a client, you can turn to the market leader, write successful sales scripts, see how the work with objections is built, their offer looks like, and so on. In other words, look at their work from the client side and take the most successful strategies.
In this case, you can explore not only the market of your country, but also foreign companies.
This is a quick way to improve sales, drive sales growth, and get hypotheses to test.
Conduct a survey or call from the quality control service 30 customers and 30 non-buyers.
You are interested in only three questions:
How do you rate the work of employees?
Why did you buy (or did not buy the product). What was the main reason?
What could we improve in our work?
In many companies where we conducted such studies as part of our consulting activities, we received very unexpected offers that allowed us to better understand customers and increase sales.
Connect all possible communication channels with clients. I’m talking more about messengers right now. Do not use this channel, mean to lose the advantage.
Just one example. Earlier, when ordering water, I had to go into my personal account, place an order, and then wait for a call with order confirmation. Or look for a site, then call, call your client number, etc.
Now I send to the chat just one message “I need water” and there I receive delivery notifications. It is very comfortable. Not to mention the selling chatbots that we set up as part of our consulting activities.
A significant part of the requests can be processed by the chat bot, freeing managers from turnover, allowing them to concentrate on working with non-standard requests.
ps Under this video write in the comments your sales area. You will receive a personalized way to increase sales for your company.