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Sales Increase - You Only Need These 3 Strategies To Increase Sales
Increase in sales - Many companies and self-employed people are stuck and ask themselves "How do I increase my sales? ". The answers to the question about more sales are basically simple. There are only a few Strategies to increase sales. Only 3 to be precise. Read on to find out which ones.
Increase sales with the golden 3
Make more sales, Increase sales or the Increase sales always works with the same 3 strategies - the golden 3Measures to increase sales there are very many. Increase sales You by turning these three buttons of your sales strategy.
Increase in sales strategy # 1: Make more sales through more customers / new customer acquisition
This strategy for increasing sales is often the first to be followed. On the question: "How can you increase sales? "The answer usually follows quickly:"Customer acquisition and win new customers! ”That's true, although strategies 2 and 3 for increasing sales are no less effective when it comes to Increase sales goes.
This first strategy for increasing sales is divided into two variants:
Variant A - increase sales through more contacts and generate more leads, increased acquisition of new customers
This variant of increasing sales is about increasing the amount of potential new customers that is poured into the sales funnel at the top. True to the motto:
The measures to increase sales along the way depend on how you do New customer acquisition operate and generate leads. If that works, you can increase your sales by simply taking more sales-increasing measures ... e.g. the following:
- make more acquisition calls
- do more advertising
- visit more events and fairs
- distribute more posts on social media
- generate more referral partners
- Reach more people on the street if that suits your business
... there are now a myriad of possibilities and ideas to generate contacts and thus boost sales.
However, it can also be necessary or useful to break new ground in acquiring new customers in order to generate more sales. Often companies traditionally always do the same thing in order to acquire new customers, even though it works less and less.
The times and conditions are changing. Due to technological progress, even rapidly. Generate new ideas for increasing sales by fundamentally questioning the old methods of increasing sales.
Additional ideas and specific tips for acquiring new customers and increasing sales can be found in the articles:
Variant B - more sales through better completion rate
The second variant to increase sales does not increase the approach to new customers, but rather improves the completion rate as part of the acquisition of new customers. You can increase sales by converting a higher percentage of contacts to customers.
Some companies manage to generate a lot of leads and new customer contacts, but the result in terms of sales figures is still poor due to low completion rates.
The only holes in the sales funnel should be at the top and bottom.
A number of valuable strategies and tips to significantly improve your graduation rate can be found in the article:
Analyze in detail BEFORE you take measures to increase sales
When I work as a management consultant in sales - in the B2B area or in retail - and support companies in finding and implementing measures to increase sales, I usually analyze together with the company where in the sales process and why they are losing contacts.
We record all contact figures precisely and it becomes clear very quickly where the leak is in the sales funnel and how it can be plugged. These findings are then often implemented in sales training or a sales seminar for the sales organization in concrete measures to increase sales.
Increase in sales strategy # 2: generate more sales per customer
The second fundamental strategy for increasing sales is: Sell more to existing customers. If there is too much focus on winning new customers, this strategy for increasing sales is often neglected, as I often notice as a management consultant and business coach.
In terms of sales psychology, increasing sales with existing customers is much easier than winning a new customer. In many cases it means less effort (time and money) for you to sell more to an existing customer than to acquire a new customer.
There are also two basic variants for increasing sales for this strategy, as well as a number of individual points on the subject of "sales increase ideas".
Sales increase measures: Variant - additional sales with existing customers
Many salespeople are satisfied when the customer says YES and buys something. In the joy of completing the deal, they often completely forget what else the customer could buy. “Additional sales / increased sales through cross-selling” is the motto.
But the increase in sales through additional sales often fails because there is nothing (more) that can be sold to the customer.
In order to generate sales growth this way, it is important to have a portfolio of offers that still offers something that the customer could buy. When the main offer ends, a lot of potential for increasing sales is left behind.
Sales increase measures: Variant - Sell larger products / units / packages
The second variant for increasing sales with existing customers is to offer larger products, services or packages. This goes in the same direction as additional sales, but something else is meant.
For example, if a coach sells individual coaching by the hour, he has to sell a lot of hours in order to generate sufficiently high sales. Generating a lot of sales in this way is only possible if you address a lot more potential customers.
That in turn requires a lot of effort, especially time. But our coach doesn't have that time because he has to coach for many hours. A cat biting its tail.
True to the motto:
Those who work too much don't have time to earn money.
The effort to sell a "small product" (such as a coaching lesson) is often as great as (sometimes even greater than) the effort to sell a large product (e.g. a package with 100 coaching hours for a company).
But this does not only apply to service providers, but also to many other companies. For real estate developers, for example, it is largely the same effort to work on a € 1 million project or € 3 million. The profit, however, increases significantly.
If you already bake rolls, why not big ones?
Therefore, one of the most effective ideas for increasing sales is to make the products, product packages or service packages larger.
If, on the other hand, you want to increase sales and generate more sales with small products, the main question is "How can I generate more sales more efficiently?" The way to increase sales can lead through standardization and automation.
I have developed the course “A business that works” especially for all trainers, consultants and coaches. In this course you will receive answers to the question: "How can you increase sales?"
I have packed all the strategies into this course, with which my business as a keynote speaker and speaker, management consultant, trainer, business coach and author can generate annual sales of some 100,000 €. If you want to find out more, get more information here.
Increase sales Strategy # 3: Generate more sales through a higher purchase frequency of customers
Last but not least, you can answer the question “How do you increase sales?” By getting your customers to increase their buying frequency.
This type of sales increase can be based on additional products (see also additional sales / cross selling) or on motivating your customers to consume more of your products (massage more often, eat more pasta, travel more often).
Increase in sales through customer loyalty
It is also possible that your customers are getting some of their needs from your competitors. In this case, real sales increase is a matter of customer loyalty and loyalty.
Find out if that is the case and if so, think about how you can get your customers to buy more from you. A good answer to this question can mean significant additional sales for your company.
Let me be your business coach! - Free!
As mentioned at the beginning, these 3 basic strategies to increase sales result in a multitude of ideas on the subject of "Measures to increase sales" and a long series of measures to increase sales.
Which of these are right for you depends entirely on your industry and your company. In management consulting, I work this out together with the customer.
As a business coach, I ask questions
- to the sales figures in the company
- to sales per employee
- to customer frequency
- on the types of sales promotions
- ... and much more.
I thought we could do the same in this way and have compiled a list of my best, tried and tested questions for you to increase sales and profit (>> download here < ), die="" ich="" ihnen="" als="" ihr="" business="" coach="" stellen="" würde.="" sie="" beantworten="" diese="" und="" erarbeiten="" so="" eine="" reihe="" von="" ideen="" und="" maßnahmen="" zur="" umsatzsteigerung="" für="" ihr=""> ),>
These are incredibly valuable questions for your company. You will not be able to answer some of them (immediately) and these are often the ones that will really help you. In many cases it is even possible to double your sales by answering these questions (also depending on how high it is now). Let yourself be surprised! Get your free business coaching here.
The questions you can't answer right awayare the ones who take you further!
The podcast on the topic
You can also listen to this post as a podcast.
Subscribe right now the podcast here and get yourself from now on a competitive advantage. Don't miss a new episode.
Support for increasing sales
If that is not enough for you, you will find the next events here.
The follow-up article to this post is: Sustainably increasing sales - 10 measures for increasing sales that will change your business forever. Be sure to read immediately afterwards!
Increase your sales experience
- What ideas and measures did you come up with to increase sales?
- What are your best tips for sales growth?
Write me your answers as a comment here on the blog post and let other readers benefit from it too.
I wish you every success in implementing it.
P.S .: MoreStrategies, practical tips and information “for your business without price pressure” is available in the regular “Quantensprung Magazin” - the value-added magazine for marketing and sales.
Author, consultant and keynote speaker
Mag. Roman Kmenta works internationally as a keynote speaker and speaker. He advises companies and entrepreneurs on the topics of sales and marketing strategies for higher prices, fees and contribution margins.
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