Your sales team is your best resource for growing your business’s customer base and increasing sales. However, other aspects of your business, such as product development, marketing, and customer service, can also help increase sales.
Remember, you can increase sales in multiple ways. In addition to gaining new customers, you can focus on increasing the frequency, loyalty, and dollar amount of sales to current customers.
If you’re considering a price increase as a way to boost your bottom line, here are some tips on how to raise prices without angering customers.
Use these 12 proven strategies to increase sales with current customers and prospects.
Your current customers are your best bet to increase sales, so boosting customer retention should be the focus of your sales and marketing efforts. These people already use your products or services, so they trust you enough to purchase your solutions. If you provide them with a customer delight level of service, they will be more likely to purchase from you again, helping to increase your business’s sales.
Here are four ways to increase sales with current customers.
Customers expect the companies they buy from to understand their tastes, desires, and behavior. In fact, Fresh Lime found that 56 percent of customers will stay loyal to a brand they feel understands them.
Here are some strategies for learning about your customers’ needs and adjusting your tactics.
Ask current customers for feedback on your products and services and how they feel about your service. Discover where you might be lacking or where customers have problems. Also, determine what makes customers happy about your customer service.
Customer feedback can identify opportunities you hadn’t considered, which can turn into new sales. For example, say you develop websites optimized to increase sales leads for your customers’ businesses. Your customers might want to improve how they interact with their customers by creating an email newsletter. You can set up a system to automate email collection and newsletter publication and connect it to a CRM system.
Running sales and marketing promotions for current customers is an excellent way to reward them for their loyalty and business. Some customers are disgruntled or disappointed when they see a company run offers just for prospects and new customers.
Some tips on running promotions for current customers include:
Instead of always trying to sell to your customers, work on serving them. Consider their needs and how to make things better for them. Providing excellent customer service means going beyond the sales experience to show how much you appreciate them. This helps to grow customer loyalty, which will increase sales.
Here are some examples of excellent customer service:
Prospects are a potential source of new sales. Every customer was once a prospect, and you had to spend resources to convert those leads into paying customers. Prospects are aware of your business and its offerings, but they haven’t made the leap to customers yet.
Here are some ways to increase sales with prospects.
Prospects already know your existing products or services, so you might need to package your offerings differently to turn them into customers. Prospects (and current customers) like special offers because they get more for their investment and find it more convenient to purchase.
There are many ways to create special offers, including the following:
Providing prospects with a high level of training and customer service will ensure that they use the product or service properly and get the greatest value, increasing the odds of the sale.
When setting prices for your goods and services, know what the true cost is to your business, research what your competitors charge, utilize conversions and metrics, and avoid underpricing your offerings.
How effective is your content at promoting your products and services? You might have to conduct a content audit and make some significant changes to how you talk about your business.
Examine all your content, including your website, blog, and marketing materials. Ask yourself, “Does this content focus on features or benefits?” The answer should be benefits; if not, it’s time for a rewrite. Benefits focus on what your customers will get from your products or services, while features describe what your products and services do. The goal is to show how your products or services will improve your customers’ businesses or lives.
For example, this is a feature: “This electric shaver runs on rechargeable batteries.” This is a benefit: “In a hurry? Grab a shave while you take an Uber to your next meeting.”
Prospects and customers are constantly inundated with advertising messages, so it’s easy for your message to get lost in the noise. The key is to get noticed by doing something different or worth noting.
Don’t be louder – be more interesting. Consider the following tips:
Your business must be on social media because that’s where your customers and prospects hang out, so it’s essential to optimize your social accounts.
Your social media profile provides more than your name and contact information. It’s like a small website that promotes you and your business. Your profile should clearly state who you are, what you do, what you stand for, and who would use your products or services. When people visit your social media profile, they should get an immediate sense of who you are and why they should get to know you.
Every social media platform is different, so your profiles should be different. Each should maintain your branding but be suitable for its particular platform. A LinkedIn profile should be different from a Facebook for Business profile, which should be different from an Instagram profile.
Your audience hangs out on different social media platforms for different reasons, so it’s essential to improve your social media presence on each account to optimize it for a specific platform and audience.
Your prospects and customers are on social media for business and pleasure. Every social media platform offers opportunities to advertise your business, products, and services. This is a relatively cost-effective form of advertising.
Social media advertising has several benefits:
Your prospects and customers are already on various social media platforms. Hang out wherever they are so you can build community and generate word of mouth about your products or services.
How do you generate word of mouth?
Every website – and every page on your website – should have a call to action (CTA). This directs the visitor to do something, such as contact you for more information, sign up for a free newsletter, download a report or set up a discovery call.
When deciding on a CTA, determine what you want your visitor to do. The goal is to convert visitors into prospects and prospects into customers, so put some thought into the CTA. It also depends on what page they’re on; make sure the instructions are clear and your CTA stands out. A compelling CTA can bring in many prospects and increase your sales.
The path from prospect to sale is rarely short and direct. It could take several touchpoints and interactions with prospects to turn them into customers and generate sales. One effective way to lead prospects along the path to purchasing your product or service is email marketing. Using one of the best email marketing services can make this process seamless and effortless.
Email marketing involves growing an email list by collecting prospects’ emails (with their permission) and staying in touch with them. Communication can involve sending automated email messages, email newsletters, and other correspondence.
You can educate prospects about your products and services, offer special deals and discounts, provide links to case studies and testimonials, and notify them of new products and other news about your company. Staying in touch will keep you top of mind when the prospect seeks a solution to their needs.
Jennifer Dublino contributed to the reporting and writing in this article.