How to get more sales for your business
The economy changes, there are good years and bad years. And we all know that there is no such thing as ‘always,’ especially in business.
There are, however, some areas that are worth keeping a constant eye on. Reviewing them regularly can make a difference between stagnation and progress – between generating revenue and flatlining.
In this article, I am sharing with you three of my rules on how to get more sales by focusing on actions you can implement within your business, team, and yourself.
How to get more sales for your business – Are you ready to increase sales?
When it comes to increasing sales, mindset is the easiest to begin with and the hardest one to master. It encompasses a decision to act and a commitment to stick at it. It also involves an absolute acceptance of imperfection so that drawbacks do not lead to a standstill.
I recommend this to be the primary thing to start with when thinking about increasing sales. It is also the one that takes constant awareness and appreciation. It requires resilience, willpower, and a fair amount of self-control.
And it helps when you want to do it, as this aligns your intention and action. When you want to serve your target audience, solve people’s problems, provide them with answers, show up and keep showing up, everything else needs to serve this purpose, and your actions become that much clearer. Your ideas translate into actions.
I have seen it happen within my own business and in my clients’ as they become willing to put those systems in place, improve sales processes, work with the team, or on your leadership skills. The intention and action are linked and provide the context grounding the business development activities.
As a result, the path becomes more apparent, and actions become steps to be taken. You are on the way to improving your bottom line by getting more sales.
And when you have the right business mindset, nurture it. Like any other business tool, it is only useful when it evolves with you and supports your business growth.
2: Create better marketing to get better leads
In other words, cut to the chase. Know your buyer and what is important to them. Then make it as obvious to them as soon as you possibly can.
Let’s use your landing page as an example. Think about it as a premium space, where only the best content has the right to be visible. When you look at it, do you know straight away what problems you are solving?
If not, you may be wasting one of the most valuable resources – time. That of your prospect (they may even feel annoyed because they are not finding any answers) and your own (because you are not getting closer to your ideal client).
Solving their problem is more important than selling your product. Incidentally, this is what it leads to exactly.
Another element is to remember the human part, even in the area of digital marketing. Whatever you are selling, it is people who are buying, so treat them humanely. Respect their time and attention, show them your gratitude.
With the rise of working from home (or WFH, as it is more often known), consider how your potential customers are looking for your products, what search results are they seeing, where, and how they are buying.
Sales online and the role of social media have been increasing even before the pandemic, which accelerated the digital pivot for many enterprises. This means there are more agencies and providers out there. It can be a great motivator to make your business transparent, more on-brand, more human as well.
The most significant advantage of creating better marketing is that it gives you better leads. Which means more meaningful conversations with people that want your support, and are willing to pay for it because they understand your value.
3: Create a smarter proposal, or may lose out
A proposal is one of the most powerful tools in your sales-boosting arsenal. And yet I have seen so many weak ones flying about, clearly developed at the last moment, or with old content blatantly copied from a different pitch. As a client, I want to feel taken care of and as the centre of your attention. Otherwise, why should I bother?
How to get more sales for your business?
Creating a strong business proposal is a clever way of getting more control of the sales process. This is a moment to suggest a follow-up call and make another touchpoint. Be careful if your proposal can’t work without additional narration, as you may not get an opportunity to provide it. Think about how it is being used: are you pitching to a decision-maker or somebody who will have to relay the information to another individual or a committee (in case of the latter, make their life easier, give them a simple crib-sheet to use).
If they are receiving a dozen or more proposals, they are more likely to choose the ones that already provide some answers. The line between giving it all away and whetting their appetite just enough to be invited for a follow-up meeting is narrow. This is where a proposal template can help immensely. There are elements you are going to want to put in each offering: the ‘about’ section, customisable portfolio, testimonials are easy examples. When you have that in place, it is easier to focus on making the proposal appealing to this particular prospect, making it personal, showing them how you can answer their specific need – and this makes you irresistible.
It is relatively easy to lose out at this stage. Having a catalogue rather than a proposal is not an option, being too vague is a waste of time, being too detailed can be uncomfortably overwhelming. When you work on your next one, I’ll repeat this, think about how it will be used and adjust it accordingly. That way, you are looking at your proposal from your client’s point of view throughout the sales process. And you are making it about them. Which, experience shows, makes it more likely for them to choose you.
Here are a few of the areas I focus on when I work with my clients. You may have some of those implemented already – if so, excellent.
Perhaps this article will give you ideas on what to work on to make your position on the market even stronger.
Maybe it will bring your attention to something outside of what you are normally doing, bringing you that one step closer to making more sales, whatever the economic climate.