Boosting your sales:lesson 1
In this first lesson, we are going to go over a few easy to implement techniques that can help you start boosting your sales as quickly as possible.
In today’s current economy where the cost of living is increasing rapidly, and consumers are spending less while trying to make ends meet, many business owners are struggling to survive. Their profit margins are getting smaller and they are constantly looking for simple and effective ways to attract more customers and close more sales.
With the decrease in profits they are faced with another problem, they have less money to spend on customer acquisition and marketing. This is causing them to look for more creative, cost effective ways to generate leads and boost sales.
This isn’t necessarily a bad thing as a matter of fact many small businesses and privately owned companies are doing better in today’s marketplace than their larger competitors, simply because they’re learning how to be more innovative when it comes to perfecting their sales process.
Now let’s go over a few quick things that you can do to start making more sales for your business. While you may be familiar with some of these methods, I’ve included them because they are tried, tested and proven to help boost sales.
– Unique value position (UVP)
Before you can begin planning a strategy to boost your sales, it’s important to understand what your business has to offer that your competitors don’t. That way you can tailor your marketing campaign for maximum exposure. If your product or service provides customer with specific benefits make sure you emphasize them in your sales materials.
Ask yourself these questions:
– What does your business offer that the competitions doesn’t?
– Why should customers buy from you instead of the competition?
– What guarantee can you make that the competition can’t?
When you can answer these questions then you will be better able to create a marketing campaign that will reach your ideal target audience.
– Sales funnels
Before launching a new campaign, make sure you have a clear and solid plan for converting leads into paying customers. Having a good sales funnel is necessary if you want to increase your profits. Think about it this way, you are going to be spending your hard-earned profits on advertising if you don’t have a plan to capture the contact information of people who seed your ads so you can follow up with them and convert them to customers your just wasting your money.
Here is a great article that takes you through the process of setting up an effective sales funnel:
– Qualify leads
When your budget is tight it’s even more important make sure that your time and money is spent on things that are going to achieve results. When it comes to qualifying prospects, the faster you can determine if you’ve got a real (potential) customer or just a tire kicker the better.
This is one of the most overlooked but most essential stages of the sales process. When it comes to qualifying leads here are a few questions for you to consider that may help.
– Authority – is the lead the decision maker?
– Need – are your products or services a good fit for their needs?
– Urgency – are they ready to buy now? If not, when?
– Money – can they afford you?
Once you have a solid, understanding of the challenges that your potential customers are facing and their spending power you will be better able to target your marketing efforts and create a sales funnel that pre-qualifies them. This way you won’t waste time and money on campaigns that don’t work.
– Build trust
While, price and product benefits are obvious buying factors, the less obvious ones are intuition, impressions, and relationships. It’s important to keep in mind that prospects are just as likely to buy for emotional reasons as for practical ones.
Part of your job is to show them that you’re sincere, honest and that you value your business arrangement. You can do this by offering top-notch products. Providing great customer service and by never making a promise that you can’t keep. For instance, if you tell them their shipment will arrive on Tuesday make sure you can deliver.
While all of the things we have gone through in this lesson may seem too simple to be effective, don’t take them for granted. Just because they are easy doesn’t mean they won’t work. They have been proven effective and time tested, so why not give them a try to see if they will work for your business.
That’s it for today’s lesson. In your next lesson, we are going to talk about customer experience, communication and benefits.
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