- Get creative.
- Motivate your employees.
- Revisit your sales plan.
Action Steps
The best contacts and resources to help you get it done
Develop a customer loyalty program
Keep customers coming back and entice them to purchase more with a loyalty program. Popular programs include frequent buyer clubs and loyalty cards. Reward your customers with discounts, cash back, store credit or a free gift with purchase.I recommend: Purchase low-cost punch cards from Business Card Source or order custom loyalty cards from Arthur Blank & Company or Duracard or .
Up-sell and cross-sell
Think of a customer who's ready to buy as a customer who's ready to buy more. Up-sell to a higher-end product or service and cross-sell with products and services that complement the one being purchased.I recommend: Not sure how to up-sell or cross-sell? CRM software, such as MySAP, can help you analyze customer buying patterns to determine cross-sell and up-sell opportunities.
Create a referral rewards program
Turn your satisfied customers into your best salespeople by launching a referral reward program. For every one, two, or ten referrals you receive from a customer, reward them with discounts on products and services, free gifts or free shipping on purchases.I recommend: Ask for referrals on all your customer communication materials. Slip a pre-addressed, postage paid postcard asking for referrals into shopping bags or set up a referral form on your ecommerce site.
Lure customers with coupons
Coupons can entice new customers to give your products or services a try. They can also encourage existing customers to buy more than they normally would or to make a purchase today rather than next week or next month.I recommend: Place coupons in coupon mailers like Valpak, or take a digital approach with online coupons (at Coolsavings.com) or text message coupons.
Motivate your sales team
Pump up your sales team and your sales will get a shot in the arm. Financial rewards and commissions aren't the only way to energize salespeople. Setting goals, providing training and offering opportunities for growth within your organization can help light a fire under your team.I recommend: Find a list of sales training courses from Dale Carnegie Training.
Tips & Tactics
Helpful advice for making the most of this Guide
- Follow up on all sales. The first sale is the hardest. Use it as a springboard to build the relationship with the customer.
- Use the word "free" with caution. Some free offers may turn potential customer away. A free product should have value to the customer (not the company) to be effective.
- Offer a guarantee for all products and services. By removing the risk, customers are more likely to spend money.
- Surround yourself with sales experts -- your customers, employees, suppliers, and partners. Ask for their opinions. Integrate only what you think would be beneficial to you, your company, and the bottom line.
the Sales Promotions page at Business.com
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