As you know, first and foremost, increasing sales has a lot to do with whether you have a great quality product or service (a great solution to a current problem) that a certain amount of people (your ideal target market) actually need and want. Common sense? Well, trust me when I say that for some, it isn’t. You thinking it’s a great idea does not always make it so. OK, so let’s assume that your quality product or service is viable and desired.
Increasing your sales also has a lot to do with you understanding your ideal clients and their purchase behaviours. Who are they? How do they shop? How do they make their purchase decision? What publications do they read? Where do they eat? etc…The more you know about your ideal client, the greater advantage you’ll have over your competitors.
Increasing your sales means being crystal clear on your Brand Foundation (your core purpose, what makes you unique and relevant – your edge). And most of all, know what you stand for (your values) and deliver on your promise day in and day out…rain or shine. Branding isn’t a one shot deal, it is NOT an event. Branding is an on-going juggling act of continually tweaking your brand foundation through research and conversation. If you’re not tapping into those conversations with your audience, how do you know what their real impression of you is? How will you know how to address it? After all, consistently delivering on what the client needs and wants is what it’s all about, right?
So here it goes:
1. Be unique and relevant – from receptionist to voice mail.
Know your brand (your own unique rhythm) and make sure that everyone on your team is dancing to that same rhythm. For example, our off-site bookkeeper has our LeapZone email stationery template to ensure overall consistency and integration when communicating with clients.
2. Never make a call or lead a meeting – without a purpose.
Always know your desired outcome before making your call or leading your meeting. I always journal to clear my mind and jot a few things down on paper before making my call to gain the clarity that I need to make it a successful call.
3. Ask questions – get your prospect client thinking.
And most of all, listen. Don’t be too busy thinking about your next move, or your next question. Actually listen. Great clues come from truly listening to what your prospect is saying. Listening is truly the key to providing massive value.
4. Create trust – selling is the transfer of trust.
Need I say more.
5. Never quote price – until you establish value.
When people don’t buy…it’s for one reason and one reason only: They do not see the value. Period. If you show them the value…they will show you the money.
6. People like to buy – not be sold. (in any economy)
The key is for you to help them buy. Help them make the right choice for them. Whether you’re the solution or not. It’s that simple.
7. Options are often road blocks – keep it clear and simple.
Too many options can create hesitation and confusion. The more decisions your prospect has to make along the way, the less chances you have of making the sale.
8. Un-written goals – are only wishes.
Have written, crystal clear mission and make sure that your entire team is part of the same mission.
9. Things that get measured – get done.
Make sure that you have a simple and effective way to measure your progress.
10. We are what we think we are – raise the bar!
Henry Ford said it best, “Whether you think you can or can’t, you’re right.” Know what makes you and keeps you at your best…and get rid of the rest.
To find out how LeapZone Strategies can help you decrease sales lulls, ineffective business practices, and lack of direction in tough times, take our free online Needs Assessment or contact us today.
