BusinessSales

Strategy of Increasing the Volume of Sales

Whatever you sell, the last few years have become much more difficult to sell, in each market and niche the competition grows, and every year more and more newcomers come here who are not experienced who try to enter the market by knocking down average prices on the market, that at least something To earn. But small and medium-sized businesses, which are on the market, this makes life very difficult.

This article is written for owners and managers of small and medium-sized businesses who want to at least double their sales. Doubling the sales task is not really difficult, if you know how. If you know about the strategic principle of two selling sales, then I assure you, this high-grade article will show you a complete new working model, with which you can sell more and more.

In the world now there is an abundance of advertisements and commercial messages that are pouring on people, they increase in geometric progression, and people already have a filter for regular advertising messages, they simply do not notice them, but that results in huge losses for advertisers. And each of us has been in a situation where advertising does not bring the right percentage return on investment.

Nevertheless, we all need to sell something, and from the above situation it is clear - we need new strategies, or at least working marketing strategies that will allow us to sell normally, not only to stay afloat, but also to grow more and more, increasing our Influence.

Until now, I, as a business development consultant, can see that 90% of medium and 98% of small businesses use sales on the forehead, i.e. The strategy is to attract a client, sell something to him, and look for a new one, sell it to him, and so on, but this method works worse and worse.

From this clever marketers came up with a strategy of 2-step sales, this is not a new strategy, but today it is gaining momentum, and this is what will allocate you from 90% of the mass of competitors at least. Let's move on to the essence of the sales strategy.

The principle is this:

Do not sell something, but buy a customer, lead a customer and twist it into a sales funnel. This is the so-called Led generation (the drive of new target potential customers), this is the drive of the potential client to whom the topic is interesting, what you are selling in principle.

But to do this, you need to sell very profitable for the client, to advertise something very attractive to a potential customer, this could be your running product. You have to minimize the margin or sell at a cost that would drag the customer to him.

You understand that the first sale should be attractive to the client, that he would choose you, among the competitors.

As soon as you make the first sale, it's important that a person buys from you, make him discounts, bonuses, but make the first sale, he must leave some amount of money from you, and then apply another 2-3 times at least in a similar way. After that, he becomes your client, a constant that's called.

When you put a client on your needle, it will not go to your competitors for a similar product, it will buy from you even with a heavily winded margin. Because he will trust you, he does not want to experience any more stress and think for someone else to buy, and not deceive me, but as quality, guarantees, etc.

Next, you need to understand what is the Front end (Front product, the one you use to attract the client) and Back end (the product where you beat money and earn).

You have to advertise the product attractive to the target audience, and sell it with a very small margin or in itself cost, or sometimes even in the negative, that customers would come to you. If you offer 20-30% cheaper and give the same thing that all competitors or even better, then people will go to you.

For others it will not be clear how you can sell the value yourself or in negative and spend more on advertising. But it is necessary that a person lead to a backend and sell it, more expensive where everything beats off, and what your competitors do not know about. For them, you'll be a freak who depens the prices of the running goods and bends the prices for kick services.

You will be trying to model, building the same pricing policy, but they will not go, because they do not know the system.

To successfully sell you need to understand the conceptual thing about sales, at the first sale it is a process that has an algorithm, secondly, you must understand what it is built from.

Sales are conceptually divided into three points: Led Generation (attracting potential customers) - Led Conversation (the first 2 - 3 sales) - Account Management (working with the customer base).

If you need money now, the easiest way is to activate the database and start selling actively to old customers. I am personally surprised by businesses that do not work with the customer base, I will keep silent about those who do not collect the database at all.

Two conditions that would introduce many step-by-step sales into your business:

  1. You must collect the customer base
  2. You should have a line of products, services, services.

Let's work out with each condition that you would not have to sell the database, it's an easy way to retail, make educational brochures on your topic, your niche. Those. Even if you sell vacuum cleaners, you can make brochures with useful material for your CA, for example the most banal way to make a catalog of your products, and advertise it that a person would receive it for free,

Even in the same yellow pages, for example, all advertise household appliances, vacuum cleaners, and your advertising, get a free catalog of the best vacuum cleaners on this phone. This greatly facilitates the life of your client, he searches for information in the tone of information about what to choose, and here he is given a structured catalog and even for free.

In the catalog it is necessary to make naturally special. Offer with discounts, time restrictions, etc. Back to the receipt of the directory, when people will call you, you should take from them the postal addressee, telephone, e-mail, in general all the information you need.

For example, it is desirable to take a name and date of birth, in order to apply directly to him, the date must be taken to make a special. Suggestions but his birthday, etc. We will not talk about logistics, or it will result in a hundred pages of verbiage ...

When you have the data of your potential customers, even if it does not buy anything from the catalog, you can bomb it now with offers from which it can not refuse. You remember that the first sale needs to be made profitable for him, that he would not find analogs in the price-quality ratio, as you said, you can sell at cost or even in minus, but the main task here is to buy a client and screw it into the sales funnel.

Do not worry for many it sounds awesome, but there are tactics that allow you to raise the cost of the purchase, first of all known guarantees, after-sales service. As you know, if the product margin can be about 20-30%, then the warranty, and the service reaches a margin of up to 80%.

The second tactic is UPSELL, this is the so-called raising of the first transaction, it consists in the following, at the moment when the person is ready to buy, i.e. Gets money, or on the site lays in the basket goods, or agrees with you about the transaction, you tell him we have another special. Offer, here it is this cool thing or service that solves all the problems in this topic and not only, with a huge discount for you, plus to this you get for example free of charge what you wanted to buy.

The point is that in this price list, this APPSELL product, service, was expensive with a margin of 200%, you give a 30% discount at APPEX and the product that he wanted to buy, on which you do not earn. Naturally in different businesses can be in different ways, so you need to calculate all the figures for earlier.

The next strategy CROSSELL - a counter in that it's like cross sales, CROSSELL should be used when a person decided to buy with APPSELL. For example, you trade computers, a person came to buy a computer and chooses, you pick it up on a more expensive computer, or drive him on a life guarantee plus service.

And at this moment, CROSSELLA tell him, and you need a printer, we have him for those who bought a computer at a discount, at 30%, and a rug, and a wireless mouse, and a dust cloth to wipe a special one, that these goods should have an excessive margin on which You get extra profit.

With printers in general an interesting thing, printers from manufacturers themselves go as Front end, many printer manufacturers do sell them with a small margin, but money is repulsed, on cartridges, on filling with paint, on paper, that's a clearly defined strategy of many-step sales.

According to statistics, 20-30% of buyers agree on UPSELL and CROSSELL. So on this you can beat investments in advertising and then if you sell the front end in the negative, then this can also return the investment. This is such a complicated twisted scheme, on which you can not earn money, but you earn a loyal customer, for sure.

Now let's talk about the second condition-the line of products. It is clear that we do not earn much money on the first sales, the line is needed to screw the customer into the sales funnel, all the farther and farther.

In consulting, I like this most of all, you probably know this scheme of many coaches, consultants, coaches, from the beginning a book is written, then a relatively cheap seminar is being done, it sells a system or training, individual work is sold at the training.

Here you have a line of products normal in the subject of a consultant, coach, coach. Another usually before the book is done some free master class, or a seminar on the Internet, a bundle can be any.

In supermarkets you might notice bread and milk are cheaper than in any store, as well as there are any stocks, goods of the day, discounts, club cards, etc. All this is aimed at something that would delay a person to come more often, and buy from them.

The running product is placed with a minimum margin, or in itself cost, and there the client is delayed for example by the goods of the day, and there is something else at a discount and the person leaves the store with a bunch of bags, happy and joyful that he bought with discounts.

I have no idea what your business is, but one thing I can say for sure is that each of the strategies I described works in any business, you just need to activate the gray matter in your head and think about how it can be applied in your business.

When you have a product line on which you will lead a customer, you will make it permanent and loyal. As I said, you need to make 2-3 profitable sales for the client, and then you need to sell the backend.

Let's summarize what needs to be done:

  • Collect customer base
  • Build a product and service line
  • Implement a multi-stage sales system

To introduce a system means to work with the base and with new incoming clients using the technology described above, to bring more potential customers, to lure them, sell them to them profitable, to sell two more times profitably for them, but of course without losing money. And then sell them backend, and build a new ladder even higher, and so on to the stars.

Many people ask how they will buy back end? The backend should naturally be attractive to Central Asia, such a forbidden fruit, you should create a cool selling text for it, and inflate the price by including in it the margin you want, slightly higher than adequate for your CA.

Back end should be in the directory and give them hope for a better future, or for super satisfaction, if you do not know what to do with the bottomend, think what your customers would most like in your topic and niche. Find a way to give them this ...

And when you raise your customers to a few sales, you can start promoting the buck, but that's another story. You will do as it will, and from there already adjust, and improve your proposal. Such an intricate strategy of increasing sales, will help you in some cases not only to double sales, but also to raise them several times.

I think this is enough if you now feel that in your head there are more questions than answers, as to how, you can get a FREE seminar "Doubling profits in small and medium business" in which I took a detailed look at this strategy, take it HERE - www .smysly.com

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