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IDEAS TO INCREASE YOUR SALES & PROFIT
Growing
your business doesn't have to be difficult or expensive. These simple,
cost-effective ideas are designed to help you increase your sales and
profits, without draining your budget.
1. ESTABLISH A TARGET MARKET - If you're trying to target
everybody, then chances are, you're not targeting anybody. For example,
if you're selling something that homeowners would want, as opposed to
renters, then target homeowners. State your target clearly in all of
your marketing materials.
2.
BE PERSISTENT - Persistence is power when it comes to
increasing your sales and profit. Far too many firms fail because they
don't follow-up long enough to produce results. Most sales are made
after the seventh or eighth contact--the sale is rarely made after just
one contact.
3. STOP SPENDING MONEY ON INEFFECTIVE MARKETING - One great way
to save money is to stop wasting it on marketing and advertising that
isn't producing for you. Don't forget to track the number of responses
you are getting from whatever method you use. If you're not reaching
your goals, then your strategy needs to be revised.
4. NETWORK - Networking is a great way to get your message out to
a large number of people. Since each person knows so many other people, you can spread the word about your business pretty
quickly. Go to your local Chamber of Commerce meetings. Shake hands at
business functions. Exchange business cards with associates you see in
stores, churches and community events. Take advantage of every
opportunity to get your business name out in the marketplace.
5. SET GOALS AND DEADLINES - Spend some time and think
about what you want to achieve and set some goals for yourself and your
business. These are vital to your business success. State your goals as
specific numbers. (e.g. 5 new accounts, 15% increase in sales, etc.)
6. FOCUS ON BENEFITS NOT ON FEATURES - Spend your time focusing
on how your prospects will benefit if they purchase your product or
service. For example, if you're selling central air conditioning units,
don't sell the power of the unit. Sell the benefit of comfort. Selling
insurance? Don't sell the coverage amount. Sell the benefit of security.
7.
WRITE ARTICLES WITH TIPS- Newspapers and other publications are
always looking for helpful tips articles that would be of benefit to
their readers. Submit simple, problem/solution type articles related to
your product or service. State the problem, and then share some
insightful tips that can help to solve the problem. Always include
information at the end of your articles so that people will know how to
contact you to receive more information about your services.
9. SUBMIT PRESS RELEASES - Press releases are a very
cost-effective way to get your message out to many people. Submit your press releases to a wide variety of publications for
immediate release. Keep in mind that the newspapers will usually only
print releases that are of interest to their readers, rather than of a
selling nature.
10. OFFER TO BE A SPEAKER - Business and civic organizations are
always looking for speakers for their meetings. Make yourself available
by contacting these groups and offering to talk about your area of
expertise.
11. GIVE A FREE DEMONSTRATION - If possible, give free
demonstrations of your product or service to those that might be
interested. Follow-up with these prospects in a timely manner to attempt
sales conversion.
12. DISTRIBUTE SAMPLES - If possible, get samples into the hands
of people who may be potential customers. People always ike to try before they
buy.
13. DISTRIBUTE INFORMATIVE LITERATURE - Make sure that you get
your product benefits, features and ideas into the hands of your
prospects. If people don't know what you have, how can they make a
decision to purchase it?
14. USE THE TELEPHONE - The telephone can be one of your most
effective, and least expensive, sales tools. Call people who you would
like to do business with. Ask for a few minutes of their time so you can
show them how your services can help them save time, cut costs, increase
sales, etc.
15.
FOCUS
ON HELPING, INSTEAD OF SELLING
- You shouldn't be trying to force people into purchasing your product
or service. You should find people who want your product or service and
then focus on offering any helpful information to them so that they can
make an informed decision.
16. GENERATE REFERRALS - Referrals are a great way to generate
new business. Don't just wait for people to refer you. Proactively ask
for referrals from existing customers, acquaintances, family and
friends. Don't forget to graciously thank anybody who refers your
business to someone.
17. TALK TO YOUR CUSTOMERS ABOUT THEM AND THEIR NEEDS - Listen
carefully to your prospects and customers. Most company publications,
ads, letters and sales literature are filled with words, photographs and
information that do nothing more than toot the company's horn. Talk
about your customers needs instead. Rather than using the words,
"I," "me," "my," use "you" and
"your."
18. DEVELOP CUSTOMER-ORIENTED RELATIONSHIPS - Take an
interest in your prospects and customers. Send them helpful articles
that you think would interest them. If you know of an event that your
prospect or customer will be celebrating, such as an anniversary or
birthday, send them a card or small gift. They will appreciate your
generosity and will think of you when they need your service, or if they
know someone else who may need your service.
19. CALL FOR ACTION - Getting your
message into the marketplace is important, but getting
prospects/customers to respond is the real test. Tell your prospects
exactly what you want them to do next (e.g. call for your free brochure,
drop your reply card in the mail, etc.)
20. TAKE ADVANTAGE OF TESTIMONIALS - Whenever an existing or
potential customer says something positive about your company, ask them
if you could use their statement in your marketing materials. Your
company's credibility will increase with the use of testimonials from
happy customers.
21. MAKE IT EASY FOR PEOPLE TO DO BUSINESS WITH YOU - Your
customer is not going to work for you. You have to work for them. Do
anything you can to make doing business with your company easy and a
pleasure.
22. FOCUS ON CONTENT - When developing your sales
materials and literature, spend less time worrying about the graphics
and colors, and more time working on the content -- what's in it for
your customers. As long as your message is enticing, black ink on white
paper could work just as effectively as expensive four-color materials.
23. LEARN A NEW TECHNIQUE EVERY DAY - Read, go to seminars,
listen to audio tapes. Continuously improving your sales and marketing
skills will help you to increase your sales and profits. Reasonably
priced marketing materials, like books, courses, workbooks, newsletters,
audio cassettes, etc. can be excellent resources, that allow you to
learn and apply effective marketing systems at your own pace.
24. ASSOCIATE WITH POSITIVE, SUCCESSFUL PEOPLE - Talking to
and learning from people who are always striving for and meeting their
goals, will help you commit to and achieve your own objectives.
25. BELIEVE IN THE PRODUCT OR SERVICE YOU SELL - If you
don't believe in the quality and benefits of your product and service,
your prospects won't either. Present the benefits of your
product/service with confidence and enthusiasm.
26. REALIZE THE LIFETIME VALUE OF YOUR CUSTOMERS - Don't
focus on generating one-time customers. Build a relationship so that a
prospect becomes a repeat, lifetime customer. It is costlier to find a
new customer than to sell to a previous one.
"You have permission to
reprint this article in your e-zine, at your website or in your
newsletter. The only requirement is including the following
byline..."
*Article by
Patricia Kopp. Visit www.creativeBUSINESSworks.com for more
original content on marketing tips, sales strategies and business
success.
Creative Business Works - "Promoting
Integrity and Success Through Marketing"
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