3 Ways to Make More Sales in Today's Economy

Anyone can make sales during the good times.? But how do you make sales during the tough times?

After long periods of economic growth, people often get complacent.? They take their eyes off the ball.? They stop doing the things that made them successful in the first place.?

When the tough times hit, they scramble to refocus on the thing that matters most – getting sales.? “Let’s get back to basics,” they say.?

Why wait until times get tough?

Here are 3 things you can do to make more sales today.?

Reactivate Past Clients

Past clients are a goldmine businesses often take for granted because they have been spoiled by an excess of opportunities.

Reactivating past clients means contacting each person you have sold before but are not actively working with at this time.?

This is mandatory. You must do it every day.?

The quickest and easiest way to do this is to create a list of past clients or customers and start personally calling them. You could have your team make these calls, but nothing is more effective than making the call yourself.

Don’t spend time qualifying your list.? Don’t agonize about whether you’re saying the “right” thing.? Don’t spend time worrying that this person will be upset with you because you haven’t spoken to him or her in a while.??

Make the call. Remember, action counts more than anything.?

Reactivating past clients has to be approached from a standpoint of offering service and taking interest in the client.? You’ve already invested a lot in these clients, so continue to put forth the time, energy, and effort toward these relationships.

Remember, contacts turn into contracts, and the more contacts, the more contracts.? Contact your past clients.?

Next, we’re going to contact those people who didn’t sign contracts.

Convert the “unsold” into “sold”

Converting the unsold to sold is a great opportunity most businesses overlook.?

Salespeople give up too early. About 80 percent of sales to businesses are made on the fifth or later sales call. But only 10 percent of salespeople call more than three times.?

You’ve got to follow up fanatically.?

Bring everything you have to the table. I’m talking phone calls, text messages, mail, e-mail, and personal visits.? Get creative. Never stop following up.?

Ask why they didn’t buy from you.? Ask if they ever made a purchasing decision.? Ask how it turned out. Ask what they’re looking to accomplish now.? Ask, Ask, ASK. ? Always ask.??

The best prospective clients to focus on are those who contacted you in the last 6 months.? But don’t stop there.? Go back 12 months, 18 months, and 36 months.?

The difference between a contact and a contract is the relationship.? If you don’t continue to contact, you will never create the relationship necessary to turn the contact into a contract.? To create a relationship means that you are in it during good times and bad.

You need to create the relationship to get the first sale.? You need the first sale before you can get the second sale. And that’s the next thing we’ll focus on.

Activate the second sale to boost profits

The easiest way to generate additional profit is with add-ons or second sales.?

Even though the second sale is easier to get than the first, most businesses and salespeople miss this opportunity.? You can spend days, weeks, and months making the first sale, but making a second sale can take just a few minutes.

The second sale is easier, more profitable, and can make your buyer even more satisfied with their original purchase.?

These add-on sales allow you to maximize the time, energy, and effort you’ve already put into the first sale.? This technique lets you increase the average dollar value of each sale by 20 to 40 percent or more with virtually no extra effort.?

So why don’t more salespeople and businesses do it?

Because it takes commitment, action, and creativity. And also because it takes the proper training, skill sets, and mindsets to make the second sale.? Make the commitment and take action, and get the training, skill sets, and mindsets you need to activate the second sale so you can boost your profits.?

So there you have it. 3 ways you can make more sales today.? 1) Reactivate past clients.? 2) Convert the “unsold” into “sold.”? 3) Activate the second sale to boost profits.

Do these three things and you can’t help but grow your business. And when you are ready to make even more sales so you can take your business to the next level, I have something special for you.

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I can’t wait to see you at the 10X Growth Conference.

Be Great,

Grant Cardone