16 Ways to increase your sales
Johann Cloete, CFP?
MD: Integrity Academy, Empowering the Financial Services Industry through Online Education for 35 years.
It’s taken a couple of years to figure out what's happening in the economy but the picture is getting much clearer. Unfortunately, what lies ahead is a business terrain shrouded in fog.
Certainly some sectors of the economy are growing stronger, and some regions are faring more positively than others. Yet, any overall appraisal is mixed - at best. How can business cope with such erratic conditions?
No matter what the situation, it’s still possible to attract new clients, keep present ones, and increase sales. Here are 16 practical, useful, put-them-to-work-now ideas.
1. Keep giving them a surprise.
Getting attention is the key today and, amid all the clutter, it won't be easy. It’s the only way to cut through the cynicism. But cute attention isn't the way, and shocking doesn't impress. Be dramatic. For example, one assurance agency offered to buy small contractors the biggest steak dinner in town if they couldn't save the money on their business insurance, and this challenge made the telephone ring.
2. Get to the right person.
Hitting the target is the name of today's game and the bulls-eye is coming into contact with the precise individual with whom you wish to do business. Keep in mind, though, that while you may also be selling to one individual, there are others in the same firm who may be buyers, too.
3. Get creative.
Just getting your direct-mail piece or newsletter to the post office is not enough - someone has to want to read it. Today it takes a highly creative approach to be distinctive and compelling, and creativity can cost money. But if more people can read your ad, your newsletter, or your e-mail piece, you have a much better chance of doing business with them.
4. Focus on what your customer care about.
This may seem obvious, but too much of today's marketing and sales materials look like little more than company-inspired ego trips. Figuring out precisely what the customer wants and needs and expects, is what works. Ask customers what they want to know about your business.
5. Let people know what they should think of your company.
