In this article, leading Sales Expert Andy Preston explains that if you want more sales, here are 7 things you can do ….right now…. to increase your sales – fast!…..
Andy’s Sales Tip Number 1 – Get More New Customers
One of the easiest ways to increase your sales is to increase your number of new customers. Increase your prospecting activities to bring in the right sort of new customers to see a quick improvement in your sales.
In order to make sure they’re the ‘right’ sort of customers, why not look at the profile of your existing customer base? Look at ones that are the easiest to deal with, complain the least, pay you the most money and seem to appreciate what you do more than some others do. And then set out to win more of those sort of customers.
Andy’s Sales Tip Number 2 – Sell An Additional Product To Your Existing Customer Base
Here’s a second idea that you can use to increase your sales right now. Think about what additional product (or products) you can sell into your existing customer base. This may mean introducing a ‘new’ product, or simply looking at which customers are not buying EVERY product line you offer, and looking to increase the range of items you sell to each account.
Often when I talk to Business Owners or Salespeople about this and look at their product set more closely they’re actually shocked how few customers buy multiple product lines from them. Make sure you don’t fall into the same trap….
Andy’s Sales Tip Number 3 – Increase Your Prices
Now whenever I mention the third way, I can almost ‘hear’ an intake of breath amongst the seminar attendees, and I can imagine you thinking a similar thing, right now! Plenty of people tell me ‘Oh but Andy, I can’t do that. My customers wouldn’t accept it’.
Yet when I show them the potential figures, they suddenly change their viewpoint in the majority of cases! By increasing your prices slightly, the total price will only slightly increase, but depending on your profit margin, you could see an immediate impact in your profits – particularly if you implement it across your entire customer base, or lots of people buy regularly from you. Well worth considering….
Andy’s Sales Tip Number 4 – Increase Your Number Of Incoming ‘Sales Enquiries’
Another way to increase your sales quickly is to take steps to increase your number of incoming sales enquiries. In order to do this, you need to understand what is driving your incoming sales enquiries currently – Advertising? Marketing? Networking? Online and Social Media? The activity of your Sales Team?
Whatever it is, increasing what is working will quickly increase your sales figures. Of course you may need to invest some money in that activity first, but depending on the length of your sales cycle, you’ll see a quick return on your investment.
Andy’s Sales Tip Number 5 – Improve Your Conversion Rates
A further way to increase your sales figures fast is to look at improving your conversion rates. Most people don’t track these accurately, so if you’re NOT doing so, make sure you start to do this straightaway!
The key conversion rates to look at here are enquiries to meetings, meetings to quotes, and quotes to orders for example (I’m keeping this to 3 to keep it simple for now).
Once you have worked out what your conversion rates are, the next step is to improve them – by better qualification of the opportunity in the first place, better needs analysis and better management of the sales process.
Andy’s Sales Tip Number 6 – Look At A ‘Joint Venture’
Another way to increase your sales figures quickly is to look at a ‘joint venture’ with another organisation that is non-competitive with you, but is prospecting the same market.
The advantage of this is that it needs little additional sales and marketing effort, and you can ‘tap into’ an already-trusted customer base of your Joint Venture partner.
Good examples would be an office furniture company with a printing company (they’ll both know when customers are moving), and an office supplies company and a commercial temps recruitment agency (as they will both know administrative decision makers).
Andy’s Sales Tip Number 7 – Improve Your Sales Skills
Sales skills are VITAL to the success of any organisation – whether it’s the business owner themselves that has to sell as part of their role, or they have a sales team in place to do it for them.
Most professional salespeople don’t receive enough sales skills training, let alone business owners. Some business owners I’ve met have NEVER had any sales skills training – and that’s scary!
A lack of good sales skills training will mean people continually losing out on business to their competition – often business they could have won! If you’re up against professional salespeople as your competitors, you better get good training – and fast!
You can ask any questions about this article or sales in general, by contacting Andy here
Follow the tips above and watch your sales soar! I look forward to hearing how you get on……..
About The Author:
Andy Preston is a leading Sales Expert, Trainer and Motivational Speaker
He runs the Ecademy ‘Sales And Cold Calling Tips Club’ as well as writing for magazines, newspapers and trade journals all around the world on anything related to sales and selling.
You can get Andy’s free cold calling and sales tips HERE
Pingback: Tweets that mention 7 Things You Can Do To Increase Sales – Right Now! | Andy Preston | Sales Training UK -- Topsy.com