When you have a business, of course you want to sell. I mean, it’s a business, not a charitable organization, you know? And when you’re already selling, you want your sales to grow so your business can also grow. That’s not greed, just natural business sense.
But how can you start selling in the most effective way? Below you will find 15 selling techniques that are guaranteed to work to increase your sales and your profit.
As Jeffrey Gitomer said, “The key is not to call the decision maker. The key is to have the decision maker call you.”
It’s the whole “don’t call me, I’ll call you” in reverse. Way back when, if you have a product to sell, you go all out with PR’s, ads, cold calling and what not just to get people’s attentions. But with internet usage on the rise, you don’t have to go through all that. You can utilize the power of content marketing to develop relationships with your target customers and let them find you instead of the other way around.
Use upsells effectively. Remember how you ordered fries because the guy behind the counter suggested it to go with your burger? Or how you added another item to your online cart because doing so gets you a 10% discount on everything else? That’s upselling. It can increase sales profoundly.
This one doesn’t take a lot of brains to fathom. You need a product that people need or want. That’s the only way for them to flock to your market to buy. If your product is already something established to answer a demand, then find ways to make it better. Make it more attractive to trump the competition.
Even if you have a wonderful product that everyone wants, if the price is too high, customers will still go to your competitors. The key is clever pricing. How can you pull clever pricing off?
- Do market research.
- High prices come with high expectations on quality. Be prepared to deliver.
- Price products in direct proportion to its perceived value.
People love getting rewarded for patronizing your brand. Your rewards program doesn’t have to break the bank. You can offer simple things like a discount on the first bill after being a subscriber for 12 months, for example. Or you can have “member-only” sales every once in a while.
Advertising is a necessary evil. Take out ads to let people know of the benefits of your product and services. But be careful not to overhype anything or make false claims. People still hate being sold to.
Like I said, people like being rewarded. But you know what else they like? Free stuff. The nice thing about giving samples out for free is the customers get a taste of what you have to offer and if they like it, won’t have any problems buying even if the price may be a bit high.
After advertising your products, reach out to your target customers to get a feel of what they’re thinking. You can maybe find a way of making them buy into your brand with more ease as well.
Everyone is guilty of this – buying something because it looks good. This is why you should invest in the aesthetics when it comes to your products. A good-looking product attracts more attention and increases the potential of it getting sold.
It’s all in the name
Do not make your customer jump through hoops. Pick a name that’s easy to say and easy to recall. It’s nice to have a unique name and brand, but if your prospects can’t even say or write down the brand name correctly, how can they tell people about it? It’s embarrassing to be asked what brand you’re using and be unable to tell what it is because you’re scared of being laughed at for saying it wrong. Let’s just say that’s why I don’t have a Peugeot, okay?
Don’t ever compromise on quality. You want customers to trust you, then make sure you offer them the best you can.
Cultivate a relationship with potential dealers. Make them want to sell your products.
Go national, or international.
Do not limit your product reach to just the local community. If you can, go global.
Learn how you can increase your market share in related markets. Concentrating on one particular product is well and good. But the risks of a competitor coming in to replace you is huge. When you don’t have other products to rely on, that could very well spell disaster for your business.
Learn to Listen
Your customers pretty much determine the fate of your organization. So when they say something, listen up. They may hold the key to making your business and products better.
And here’s one final tip: always over-deliver. It’s better to give more, than less, of what you promised.