11 Ways to increase your sales
We offer 11 simple tips that we use to increase sales. The following tips apply to a sales representative, but also to the sales management of a company.
1. Select your clients
Select your clients with a simple and practical CRM, focus your efforts on those who offer the most potential, this is called the classification in categories A, B, C, D. The A customers are your big customers who have no more potential, they are yours, you must retain them, because they will be attacked by the competition. B customers are important, but you only do small business with them, they are your competitors’ A customers, you must try to get them back. The priority is to put your energies in the right places in the sale and your turnover will increase by itself.
2. Increase the number of your meetings
Increase the number of meetings, if a representative increases the number of his meetings by 20% he should statistically increase his sales by the same amount.
3. Develop your canvassing through telephone calling of prospects
Prospecting is necessary to compensate for the mandatory loss of existing customers. The solution to prospecting is to set aside at least one or two half-days a week to call key prospects who will help you develop your business. The number of calls per day can go up to 60.
4. Ask for referrals from every satisfied customer
Ask for referrals from every satisfied customer or one who says no, the easiest way to prospect and find new customers is to call on behalf of someone else.
5. Use customer-centric selling techniques
Use customer-centric sales techniques instead of the old, outdated sales pitch techniques. Think this is obvious? Go shopping in a store or deal with a sales representative, you will see that most of them have been very well trained on their products, but have no serious approach focused on your needs that a good consultant should have. Corporate training departments are great at technical training, but generally not very good at consultative selling techniques.
6. Use social networks to promote yourself
Social networks can help you achieve several different promotion goals: get recognized by your current customers, get known by new customers, spread the word about the offers and products or services you sell. You must have personal or company pages in LinkedIn, Viadeo, Facebook, Google My Business, Disqus. Learn how to use them, but also how to use the social media of others. However, there are some tricks you need to know so you don’t get banned from the pages you use.
7. Run advertising campaigns on Facebook
Run advertising campaigns on Facebook, it is the cheapest and most profitable social network today according to most digital marketers. Start trying with small budgets of a few dollars, you will 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 to your website. You can also exchange articles with friendly and complementary sites, all this contributes to the SEO of your site, thus to its appearance on the first page of search engines through SEO. Some say that a company that is not on the first page of Google does not exist!
9. Organize targeted campaigns with Adwords
Organize targeted campaigns with paid Adwords in the main search engines, i.e. Google and Bing. You can start with a small budget in order to get familiar with the tool. More and more marketers believe that it pays to be visible on a search engine than on a poster or in a magazine, and it can be cheaper.
10. Learn 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. You have to learn best sales techniques to be better than you competitors.
11. Educate yourself and get informed so you are always ahead of the parade
Attend 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 your customers, you need to know more than they do so you can advise them.
Increase sales with 3 figures of the sales equation
Our clients increase their sales by 30% to 100% depending on the potential within 6 months to 1 year. Our references are available upon request.
This may sound like a lot, but we work on all ways to increase sales. It’s all about numbers and logic and we optimize the three numbers of the sales equation with you:
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 step in the sales reorganization ladder and does not require the approval of the general management, which is usually very time consuming in large companies.
The first step is to put simple and clear measures and objectives, this is the condition to check if the results of the sales optimization intervention, it is also a key element for the motivation of the sales people and the whole sales organization.
We then work with the best salespeople to know the sales techniques they apply intuitively and that we need to rationalize so that they are transposable to everyone and adapted to the sales strategy we use, in other words, we want to better advise the customer to work on the long term, we refuse the pressure techniques even if they are effective in the short term. We can then create the sales pitch which is validated by the sales management.
The sales training of the managers is the next step because it is useless for them to coach the representatives if they do not perfectly master 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 evaluate the acquisition of skills by their sales team.
As soon as the first group of salespeople is trained, we launch a mobilization contest between the teams simultaneously with the coaching done by the team leaders. The coaching must be permanent and the sales agents whose results do not change will have to be redirected
The results naturally follow but we see that nothing is left to chance.
The first step of a strategic marketing plan is to analyze the strengths and weaknesses of the organization, we propose to observe the different functions, production, research and development, finance department, purchasing, marketing, sales as well as the marketing mix, that is to say the placement of our client’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, the regulations and the competition, which allows us to perform a systematic SWOT analysis.
The marketing plan must now incorporate a web strategy part which we explain at the bottom of this page. We then help our client to elaborate the main lines of his strategic choice, the defense of a strong position, the attack of the leaders or the withdrawal on a niche market, each of these strategies implies different tactics to deploy.
The execution of the tactics is done through the application of the marketing mix and continues with the sales development plan, one of the facets of which is the one we described in the previous chapter.
Strategic planning represents the heart of the company’s action and aims to harmonize all the organization’s vital forces in order to achieve its short, medium and long term development objectives.
We help our clients to optimize each of these points, the priority being of course to imagine the vision of the company, the mission that follows from it, the values in which it wants to live and finally the concrete objectives for the year.
Achieving the objectives requires the choice of a strategy whose execution must be carried out by the company’s human resources in an optimal structure, i.e. with the right people in the right places. This may be simple to say, but it requires a perfect knowledge of the individuals and tasks as well as the planning of flying teams to replace key people during their absence, all of this complemented by a succession management plan.
But the best people are not effective if the processes and systems are dysfunctional, so it’s a matter of studying them and simplifying them if necessary and this is where we can help you so that you can continue to focus on achieving your goals.
The web marketing has become essential for the development of sales, it includes distinct categories that we describe in this site and which you can refer.
SEO or natural referencing
SEO is the strategy that allows you to rank at the top of search engines. Unlike phone or email solicitation, it is a pull strategy, meaning that the customer finds you when he is 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 preferred ways to create viral marketing campaigns, it is also the fastest growing area of web marketing, especially to reach young people. Social networks can be used free of charge to increase your sales, but you can also use paid advertising for sometimes modest prices.
On-site call to action
Call to action or CTA strategies are designed to encourage the customer to take action once they are on your page. This can mean to buy, but also to make an appointment, to fill out a form. A site must not only be beautiful, it must also be effective.
Les campagnes AdWords
AdWords are paid advertisements that allow you to immediately arrive at the top of the relevant search engines. The advantage is that it allows you to get quick results, the disadvantage is that the click rate is generally lower than that of organic referencing, that it is more expensive in the long term and that its geographical coverage depends on the budget of the campaign.
Les campagnes d’annonces
Ad campaigns allow you to improve your visibility and brand 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 freelancers: ActionClient.