Have you ever ordered ice cream with strawberry toppings? Perhaps, you’ve had to refrigerate your drink before consuming it. That desire to have strawberry toppings on your ice cream or wait for some hours to refrigerate your drink is what Sales looks like. There are specific ways your customers want it, so finding out “how” is what makes you a Sales superstar. Here are some tips for improving your sales:
- PUT YOURSELF IN THE BUYER’S SHOES
Have you ever noticed how you behave when you’re the buyer? You’re most likely to consider the relationship between Quality and Price. Also, you’re most likely to buy when the Seller is friendly, concise and timely. The problem with Buyers is not always non-affordability of the product or service, but satisfaction that they couldn’t have gotten a better product or service for the same price.2FIND YOUR SPECIFIC MARKET
2. FIND YOUR SPECIFIC MARKET
Hard to admit, but not everyone will buy what you’re selling. Your product or service has its own unique market based on customer preference, means and needs. For instance, most people need to buy a pair of shoes every now and then. However, who they buy from is dependent on their purchasing power or means. If you’re selling luxury shoes, a low-income earner may not buy, so your business needs to be in search of average or high-income earners.
3. ASK FOR REFERRALS
Sales don’t end at the point of sale. Your customers are links to other prospective buyers. Research has shown that customers acquired through referrals have a 37% higher retention rate and that you can expect at least 16% more in profits from referred customers. This helps you position your business as people-centred and allows you to make good use of your contacts’ contacts.
4. AVOID “WHAT I ORDERED VS WHAT I GOT”
There is a saying that “no publicity is bad publicity” but there is indeed bad publicity. An example is a popular cliché “what I ordered vs what I got”. Maintaining good quality preserves the image of your business which in turn affects your sales positively. Imagine a situation where a prospective customer sees a bad review of your product or service. That’s a potential loss for your business.
5. MAINTAIN A SALES PIPELINE
One of the most important things to have as a business is an up-to-date sales pipeline. A sale is a process, and maintaining a good sales pipeline keeps communications with your prospects effective. Some prospects only need little time to attain affordability. Having them on your pipeline allows you to track your conversations and re-prospect them in the future.
Always remember to ask for feedback too, that’s how to build customer loyalty.
So when next you walk into a coffee shop, you may ask for extra sugar ‘cos it’s all about you.