Surefire Ways to Increase Sales

The Internet has changed how people do their business. Even small business owners are able to reach global markets inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. The core of every business is sales. Many of the strategies to increase sales offline are applicable online, but not all of them.

On the Internet, everybody has the same opportunity to succeed – or fail as the case may be – but how the online opportunity differs from offline is, you can fail fast and learn from it. Better still, after years of testing and tracking what works online, people can just learn from other people’s experience and cut the learning curve tremendously. Discussed in the following paragraphs are some of the surefire ways you can use to increase sales.

Establish a sound affiliate program

If it is just another affiliate program, then don’t expect to have different results. Focus on building a sound affiliate program, with the tools and materials to support affiliates to promote a program easily. After all, affiliates work like clockwork and should be seen as a team. Provide them with the right promotion tools and they will more likely promote the program.

Give the customers an option to join the affiliate program after purchase. Satisfied customers are one of the best marketing for any business. Spread the good words through word of mouth. Best of all, they are paid just for doing that.

Follow-up after first purchase

The hardest task in any business is acquiring the first sale. Make sure that capturing customers’ names and email addresses are the least information gathered from any sale. With that information in hand, follow-up with existing customers, probably through an automated mechanism like timely autoresponder.

This effort has been proven to decrease refund on products and increase customers’ satisfaction. Every once in a while, mention a related product that might be of interest to the customers. Write a review and provide real results. Such promotion is extremely inexpensive, but very effective in practice. The product can be anything, including an affiliate program.

Up-sell techniques and coupons

Just before a customer check out to the payment gateway, prompt for optional upgrade to the better, bigger, or nicer product for a fairly steep discount, preferably not available elsewhere. A certain number of customers will choose the option, which translates into additional sales, almost without additional effort.

Provide discount coupons in an effort to urge customers to come back and shop. Promotional coupons work for both advertising and some forms of joint venture. Customers love to know that they get lower price for what they buy. Coupons make it so real and tangible.

Cross-promote

Cross-promote with other related products and, truth be told, there is no limit as to how this could be accomplished. Joint ventures with other business owners or even competitors is feasible as long as it brings a win-win situation. One example would be to give away samples of other products or services as part of the whole package. As long as the sample is relevant to the customer, this promotion would be seen as only an added value instead of pure advertising.

There are many other tactics to increase sales but those techniques outlined in the above paragraphs have been proven to work again and again. Choose one at a time and take action. Good luck.

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Tips for Closing That Consulting Deal

Get the contract

There are several reasons why consultants ultimately lose deals they should have been able to close. Unless a client’s portfolio is poor, many consultants lose contracts because they either did not listen or they failed to speak effectively when attempting to convey what services they could offer that would help the client reach his/her goals.

Every consultant feels that the one thing they are able do well is talking the talk; but effective speaking is more of an art than a science, because if an individual – especially one who represents his/herself as a professional consultant – can’t effectively convey how his/her services are going to help the client, s/he won’t get the contract. It’s as simple as that.

Making the sale

Reflect Before You React –

Is it human nature to say the first thing that comes to our mind when we’re asked a question? Take a moment to think of what answer is best for the client. It will show that you put enough thought into your work and don’t just plow ahead. Your clients will appreciate that, because your best reaction is not always your first reaction.

Keep It Simple Superstar –

Just because you know the ins and outs of your business doesn’t mean that your client will. Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry speak, you’ll lose them, and lose the contract.

You may have heard the saying that if you are speaking to a perspective client on the phone, you should stand up. Here’s why some motivational speakers highlight this technique: For many people, standing makes them get straight to the point.

Let the Client Talk –

If you want to learn how to best position yourself, find out exactly what the client wants and ask questions to home in on what their needs are. By asking questions, you gain a better understanding of how you can help the client, and the client feels that they are part of the solution. This gives you a chance to reflect on what you can offer your prospective client.

A Little Enthusiasm Goes A Long Way –

Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client onboard. Enthusiasm will open many doors for you.

Getting personal

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It takes experience and a watchful eye, when you think about it, if you show your client that they are more than just another big deal for your portfolio, and you will learn how to best work with them. Treat all clients the same way, and you will find your schedule empty of projects. Remember that clients say things for a reason.

If they volunteer that they can’t talk right now because they are getting ready for Bobby’s birthday party on Saturday, on your follow up call, ask them casually how the party went. Don’t pry, and don’t send balloons. By casually asking about the party, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.

Remember that you need to sell to the customer’s needs, not your skills. Master this and you will have a long career as a consultant.