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11 general ways to boost sales
Here are 11 simple tips we use to increase sales. The following tips apply not only to sales representatives, but also to a company’s sales management.
1. Select your customers
Select your customers with simple, practical CRMThe A customers are your big customers who no longer have any potential. They’re yours, and you need to keep them loyal, because they’re going to be attacked by the competition. B-customers are important, but you only do small business with them. They’re your competitors’ A-customers, and you need to try and win them back. The priority is to put your energies into the right areas of the sale, and your sales will increase all by themselves.
2. Increase the number of customer visits
Increase the number of customer visits: if a sales rep increases the number of visits by 20%, he should statistically increase his sales by the same amount.
3. Expand your canvassing with telephone prospecting
Prospecting is necessary to compensate for the obligatory losses of existing customers. The solution to prospecting is to set aside at least one or two half-days a week to call the key prospects who will help you develop your business.
4. Ask every satisfied customer for references
The easiest way to prospect and find new customers is to call on someone else’s behalf.
5. Use customer-focused sales techniques
Use sales techniques that focus on the customer’s needs, rather than old-fashioned sales pitches. You think it’s obvious? If you go shopping in a store or deal with a sales rep, you’ll see that most of them have been very well trained in their products, but have no serious approach focused on your needs that a good advisor should have. Companies’ in-house training departments are excellent at technical training, but generally lack competence in consultative sales techniques.
6. Use social networks to promote yourself
Social networks can help you achieve a number of different objectives: gaining recognition from existing customers, attracting new ones, and spreading the word about the products and services you sell. You must have personal or company pages on LinkedIn, Viadéo, Facebook, Google My Business, Disqus. Learn not only how to use them, but also how to use other people’s social media. However, there are a few things you need to know to avoid being banned from the pages you use.
7. Run advertising campaigns on Facebook
Carry out advertising campaigns on Facebook, the cheapest and most profitable social network today according to the majority of digital marketers. Start experimenting with small budgets of just a few dollars, and you’ll learn how to target and measure results.
8. Help your website’s SEO by writing articles
Help your website’s SEO by writing articles that you can publish on your website’s blog or on your LinkedIn page with links pointing to your site. You can also exchange articles with friendly and complementary sites, all of which contributes to the SEO of your site, and therefore to its appearance on the first page of search engines thanks to natural referencing. Some say that a company that isn’t on the first page of Google doesn’t exist!
9. Organize targeted campaigns with Adwords
Organize targeted campaigns with paid Adwords in the major search engines, i.e. Google and Bing. You can start with a small budget to familiarize yourself with the tool. More and more marketers believe it pays to be visible on a search engine than on a poster or in a magazine, and it can be cheaper too.
10. Learn how to sell new products
Too often, salespeople sell the products they know and love, when there are almost always under-exploited product lines to be developed.
11. Get trained and informed to stay ahead of the parade
Keep up with digital marketing conferences, things are moving very fast now and you can’t be in sales without knowing what’s going on. If only for the sake of your customers, you need to know more than they do to be able to advise them.
3-figure sales growth
Our customers increase their sales by 30% to 100%, depending on potential, within 6 months to 1 year. References are available on request.
It may sound like a lot, but we’re working on every way to increase sales. It’s all about numbers and logic, and we work with you to optimize the three-digit sales equation:
Number of contacts × Closing rate × Average sales = Total sales
In a retail store, we also use the RFM classification: Recency – Frequency – Amount.
Sales development plan
The sales development plan is the lowest rung on the sales reorganization ladder, and does not require the approval of top management, which usually takes up a lot of time in large companies.
The first step is to set simple, clear objectives and measures. This is the prerequisite for verifying whether the results of the sales optimization intervention have been achieved, and it’s also a key factor in motivating salespeople and the entire sales organization.
We then work with the best salespeople to find out which sales techniques they apply intuitively and which we need to rationalize so that they can be transposed to everyone and adapted to the sales strategy we use. Clearly, we want to advise customers better so that we can work on the long term, and we reject pressure techniques even if they are effective in the short term. We can then create the sales pitch, which is validated by sales management.
Sales training for managers is the next step, because there’s no point in them coaching sales reps if they haven’t mastered the art of persuasion, negotiation and the company’s arguments.
We can then launch the training of natural groups accompanied by their respective managers, so that they can follow the material a second time and assess the skills acquired by their sales team.
As soon as the first group of salespeople has been trained, we launch a mobilization contest between the teams, simultaneously with the coaching provided by the team leaders. Support must be ongoing, and sales agents whose results do not change will have to be redirected.
The results naturally follow, but nothing is left to chance.
The first step in a strategic marketing plan is to analyze the organization’s strengths and weaknesses, we propose to look at its various functions: production, research and development, finance, purchasing, marketing, sales and the marketing mix, i.e. the positioning of our customer’s product in relation to the competition, the price in relation to the market and the competition, the effectiveness of distribution, the sales force, advertising and promotion. The external study focuses on the market, regulations and competition, enabling us to carry out a systematic SWOT analysis.
The marketing plan must now incorporate a web strategy, which we explain at the bottom of this page. We then help our customer to draw up the broad lines of his strategic choice: defending a strong position, attacking the leaders or retreating to a niche market, each of these strategies implies different tactics to be deployed.
Tactics are implemented by applying the marketing mix, and continue with the sales development plan, one facet of which is the one described in the previous chapter.
Strategic planning is at the heart of the company’s actions, and aims to harmonize all the organization’s driving forces in order to achieve its short, medium and long-term development objectives.
We help our customers to optimize each of these points, the priority of course being to imagine the company’s vision, the mission that stems from it, the values in which it wants to live it, and finally the concrete objectives for the year.
Achieving objectives requires the choice of a strategy to be implemented by the company’s human resources in an optimal structure, i.e. with the right people in the right places. This may be easy to say, but it requires a perfect knowledge of individuals and tasks, as well as the planning of roving teams to replace key people during their absence, all complemented by a succession management plan.
But the best people aren’t effective if processes and systems are dysfunctional, so it’s a question of studying them and simplifying them where necessary, and this is where we can help you too, so that you can continue to focus on achieving your goals.
Web marketing has become an essential part of sales development, and comprises a number of distinct categories, which we describe on this site for your reference.
SEO or natural search engine optimization
SEO is the strategy of ranking at the top of search engines. Unlike telephone or e-mail solicitation, this is a pull strategy, meaning that the customer finds you just when they’re looking to buy, which is a significant advantage. SEO is free, but must generally be part of a long-term strategy
Social networks are one of the most popular ways to create viral marketing campaigns, and the fastest-growing area of web marketing, especially when it comes to reaching young people. Social networks can be used free of charge to boost your sales, but you can also use paid advertising, sometimes for a small fee.
On-site call to action
Call To Action (CTA) strategies are designed to encourage customers to take action once they’re on your page. This can mean buying, but also making an appointment, filling in a form. A website not only has to look good, it also has to be effective.
The web marketing strategy enables you to plan and optimize all these means to increase your sales.
AdWords are paid advertisements that allow you to immediately reach the top of the relevant search engines. The advantage is that it gives you fast results, the disadvantage is that the click-through rate is generally lower than that of organic referencing, it’s more expensive in the long term and its geographical coverage depends on the campaign budget.
Ad campaigns enable you to increase your brand’s visibility and awareness at a lower cost, but they can also aim to increase customer interaction or even purchases on your site. Remarketing is one of the possibilities offered by the Google Display Network.
Note: there is a simple, effective, free CRM for SMEs and the self-employed: ActionClient.
Our training courses are tailored to each stage of the sales process
|Analyze your sales territory, develop a strategy||Sales management course|
|Create your customer and prospect lists|
– Select your customers A,B,C,D
– Find new prospects
|Develop telephone or face-to-face canvassing||Solicitation training|
|Increase the number of visits to your customers and prospects||Time management course|
|Sell by videoconference to increase the number of visits||Distance selling courses|
|Ask each of your customers for references |
– When he buys and when he’s satisfied
|Use sales techniques that focus on your customers’ needs|
– SOS sales techniques
|Use free social networks to get yourself known|
– Choose networks: Facebook, Instagram, LinkedIn, Tiktok, Twitter, Telegram
|Social networking courses|
|Run a paid advertising campaign on Facebook||Social networking courses|
|Help your website’s SEO to increase internet inquiries|
– Write articles
– Link your site to other important sites
|Increase your list of Internet prospects by offering a free gift if visitors|
leave your contact details.
|Organize paid keyword campaigns with Google Adwords||Contact us|
|Learn how to cross-sell to increase your average sales||Sales training|
|Improve customer satisfaction to keep them coming back||Customer service training|
|Train to sell your specialty: always learning||Contact us|
|Use chat to serve customers and sell||Chat training|
|Negotiate with your customer if necessary to maximize your profits||Trading course|