The outlook has been encouraging for small businesses, with the economy showing the first signs of improvement. Both consumers and companies are more willing to buy and invest in services and products, which makes it an excellent time to catch up from last year and grow your business, with strategies to boost your sales.
But it’s no use sitting and waiting for customers to arrive.
This year, the best seller will win. The company knows how to impact its customers and show the value it delivers. The company is more agile and has updated its tools. The company that really wants to make it happen.
To help you with that, I bring you techniques, tools, and ideas that will help your company dominate the market this year.
Techniques and Strategies to Pump Your Sales
You will need to go after new customers. You’ll need to do things you might not be used to, like calling strangers or doing a Facebook search. This will take dedication, but the good news is that many potential customers are at the right time to buy, just waiting for the right company to impact them.
1. The Old Telephone
At a time when most people have become accustomed to doing everything via email and text messages, one of the most saturated channels of salespeople in the past decades now represents a perfect opportunity to stand out.
Whatever your area of expertise, I can say that very likely very few of your competitors spend time prospecting over the phone.
And bad luck for them, because it’s one of the fastest and most effective ways to connect with businesses and potential new customers.
It can feel a little intimidating to call a stranger and introduce yourself when it’s clear that you intend to sell a product or service.
However, it may be that what you offer is just what your customer needs at the moment.
After a few days of doing this, you will find that this anxiety will go away and you will have discovered one of the most effective sales channels for this year.
2. The New Phone
If few people use the phone to sell, what have they done?
Invested in social networks, of course.
But the truth is, the vast majority have failed miserably at this. Creating a page and posting content isn’t enough to generate sales, and your followers and likes don’t mean much at the end of the month.
But these channels can be used very effectively, and without spending a dime.
If you know your customer profile, it’s very easy to find business opportunities on Facebook or Google Maps . Just do a structured search and you will have in your hands everything you need to open a contact and present what you do.
To go a step further, try to connect directly with people rather than a brand. It is possible to know who is responsible for the areas of a company with simple searches, in most cases.
And nothing prevents you from sending a message directly to that person and seeking to connect in some way.
3. New Offers, New Customers
How about selling more without having to wait for new customers?
It’s possible, even likely, that you’ve been doing the same things, the same way, for a few years. Perhaps the tools, technologies and names will change, but the work and services are the same.
And so you may be missing out on excellent opportunities.
The market may have changed and your customers today may need an additional service. Think, for example, what would happen if a telephone operator did not bother to offer mobile internet to its customers.
So, take advantage of the start of this new quarter to re-evaluate your service portfolio and see what else you can offer your customers. What new services or products would complement your current ones and could be offered by you or a partner?
This creates opportunities to up-selling (sell more to a customer who has already won) and to quickly turn current and former customers into new purchases.
4. Unlimited Follow-up
There are dozens of reasons you might not receive a response from a customer after any contact, ranging from lack of interest to an external factor that doesn’t allow them to respond right now.
Even so, your mission in every negotiation must be to see it through to the end.
As long as you don’t have a definite yes or no, it’s time to follow up. Get in touch again. Send another email. Send a box of chocolates with a message. Do whatever it takes for your potential customer to honor your efforts with an answer.
To illustrate the importance of this, Hubspot has published a series of sales statistics and points out that 44% of salespeople drop out after the first follow-up (ie, they try to follow the deal only once after the original contact), while 80% of salespeople drop out after the first follow-up. trades require at least 5 follow-ups to complete.
Conclusion? Your competitors are probably lazy. And you can earn it just by trying harder.
5. Customers PP to GG
In conclusion, it’s a good idea to balance the size of your customers.
Large and small customers have advantages and disadvantages that make them unique. For most companies, having customers in both profiles is ideal. Smaller customers close faster, larger customers pay more.
Try to invest part of your sales effort in gaining customers a little different from your traditional profile. Not only will this improve your cash, but it will also bring you more security against whatever happens in our country in the coming months.
Tools You Should Be Using Already
Going after customers will put you ahead of 99% of your competition, but it’s no use if you screw up during the negotiation.
Taking time to respond to customers, sending bad proposals, losing control of your follow-ups or not being available to your customers are guaranteed to make him re-evaluate whether he really wants to do business with you.
The good news is that we have at our disposal an arsenal of tools to make our daily lives easier.
1. Online Commercial Proposals
Your service offering is the heart of your sale. It is what represents your company, your customer’s expectations and seals the relationship between you.
So, make sure it conveys everything you want to impact your customer. If you don’t know how to improve, start by studying some business proposal models and see how you can improve yours.
2. Customer and Sales Management
It’s no use opening dozens of trades if you don’t go ahead with them. And it’s not your fault, it’s hard to keep track of everything without the right tool.
So, take a few hours to learn how to use (along with your team) a CRM to manage your contacts, negotiations and interactions with customers.
Two great and free options are Hubspot CRM if you want a complete CRM or even Trello if you want to get started simply.
3. A Fast Contract
It’s important to remove any obstacles from your customer’s buying process, but you need to make your sales right.
Therefore, be sure to sign a contract with each new customer. In addition to protecting you in case the worst happens, signing a contract is a act of good faith between the parties and conveys credibility in a negotiation.
4. Online Service
Nothing is worse than an unavailable company. If the customer wants to talk to you, whether to buy, ask or complain, you better be available.
So consider including an online service tool on your website. A great option is Tawk.to , which is free and will allow you to serve your customers even from your cell phone.
Go Get Your Customers
By applying these ideas, tools and strategies to pump up your sales, you’ll be selling like the most up-to-date companies have done and will continue to do so throughout this year. Now it’s time to get down to business. Focus on impacting, serving and satisfying your new customers and I’m sure 2017 will be very generous with your business.