6 Sure Ways to Increase Sales

By Susan Ward

Shift Your Sales Focus for Increased Sales

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Focusing on current customers can increase sales dramatically. Image (c) Eileen Bach / Getty Images

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Want to increase sales dramatically0 Then shi"t your sales "ocus "rom attracting ne customers to enticing your proven customers to /uy again. The /est sales prospect is a prospect that8s already converted 3 in other ords* one o" your current customers.

Think o" it this ay9 i" your /usiness is located in a small to n ith a population o" '))) people and you sell a sprocket to everyone in that to n* man* oman* and child* you8ve sold '))) sprockets : and saturated your market. ;our sprocket selling days are over. Is it time to pack up and move on0

7o& I" you start "ocusing your sales e""orts on your proven customers* you<ll /e a/le to increase your sprocket sales dramatically. 6nd these sure ays to increase sales ill help /uild customer loyalty* too. Try some or all o" these ideas to increase your sales=

&' Set up a sales incenti(e program'

!ive your sales sta"" a reason to get out there and sell* sell* sell. Why do so many /usinesses that rely on their sales sta"" to drive sales have incentive programs in place0 Because o""ering their sales sta"" the trips and4or T5s "or % amount o" sales orks. See Paul Shearstone<s Creating Sales Incentive Programs That Work "or ho to make your sales incentive program >s eet and simple and attaina/le?.

)' "ncourage your sales staff to upsell'

$ssentially* upselling involves adding related products and4or services to your line and making it convenient and necessary "or customer to /uy them. @ust placing more products near your usual products isn<t going to increase your sales much. To upsell success"ully* the customer has to /e persuaded o" the /ene"it. For instance* hen I last had my carpets cleaned* the cleaner noticed a pet stain. Instead o" .ust cleaning it up* he dre my attention to it* and sho ed me ho easily and e""ectively the spot cleaning solution removed all trace o" the stain. Aid I /uy the spot cleaning solution0 ;ou /et. +e persuaded me that /uying it as /ene"icial to me and made it convenient to purchase it. #esult= increased sales "or the carpet cleaning company.

*' +i(e your customers t#e inside scoop'

#ecently I as shopping at a retail house ares store. I had picked out an item and as mulling over hether to /uy it or not hen a salesperson came up to me and said* >I see you<re interested in that /lender. We<re having a sale ne%t eek and all our /lenders ill /e () percent o"". ;ou might ant to come /ack then.? !uess hat0 I did : and /ought t o other items as ell. -esson= i" you have a promotion or sale coming up* tell your customers a/out it. They<ll come /ack : and pro/a/ly /ring some "riends ith them too. B6nd don8t "orget 3 you can give your customers the inside scoop /y emailing or calling them* too.C

,' -ier your customers'

There should /e a clear and o/vious di""erence /et een regular customers and other customers : a di""erence that your regular customers perceive as sho ing that you value them. +o can you e%pect customer loyalty i" all customers are treated as >someone o"" the street?0 There are all kinds o" ays that you can sho your regular customers that you value them* "rom small things such as greeting them /y name through larger /ene"its such as giving regulars e%tended credit or discounts.

.' Set up a customer re/ards program'

We8re all "amiliar ith the customer re ards programs that so many large /usinesses have in place. But there<s no reason that a small /usiness can<t have a customer re ards program* too. It can /e as simple as a discount on a customer<s /irthday or as comple% as a points system that earns various re ards such as discounts on merchandise. Aone right* re ards programs can really help /uild customer loyalty and increase sales.

6' 0istri ute free samples to customers'

Why do so many /usinesses include "ree samples o" other products hen you /uy something "rom them0 Because it can increase sales in so many ays. 6s the customer ho /ought the original product* I might try and like the sample o" the ne product and /uy some o" it* too. 1r I might pass on the sample to someone else* ho might try the product* like it* and /uy that and other products "rom the company. 6t the very least* the original customer ill /e thinking arm thoughts a/out your company* and hope"ully telling other people a/out your products.

6ttracting ne customers is a good thing. But attracting ne customers is not the only ay to increase your sales* and is* in "act* the hard ay o" going a/out it. Shi"ting your sales "ocus to enticing your current customers can make increasing your sales easier : and /est o" all* /uild the customer loyalty that results in repeat sales.

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There are a lot o" di""erent ays to approach sales* /ut they all tend to rely on the same skill set. 7ote that these are skills* not talents= talents are in/orn* /ut skills are learned. 6nyone can learn to /e an e""ective salesperson* and good salespeople can /ecome great ones /y honing the "ollo ing sales skills.

Maintaining Self1Confidence This is the a/solutely most important skill a salesperson can cultivate. Why0 Because all the other skills are /ased on persistence. I" you have every other sales skill listed /elo

/ut you give up at the "irst hint o" a >no*? then you8ll never

have a chance to use those skills. The "irst time you speak to a prospect* they might not ant to talk to you /ecause they8re having a /ad day... /ut i" you call /ack a eek later they8ll /e eager to /uy.

Sel"3con"idence doesn8t end ith persistence9 i" you /elieve in yoursel" and your product* your prospects ill /e inclined to /elieve as ell. Sel"3con"idence your selling success.

ill also incline you to ards a more assertive closing approach* hich is vital to

+ood %istening Most salespeople are natural talkers. Dn"ortunately even a great speaker ill only get so "ar ithout a little listening. Taking the time to ask your prospect questions and really listen to the ans ers sho s respect "or them* and gives you a clearer idea o" hat they ant. So ho can you tell i" you8re doing enough listening0 The ne%t time you cold call a prospect* ask an open3ended question and then hit the mute /utton and leave yoursel" muted "or at least a minute Bor until you are a/solutely sure the prospect is "inishedC. By "orcing yoursel" to /e quiet* you ill notice right a ay ho strong your urge is to .ump in and say something /e"ore the prospect has stopped talking. !ersuasi(eness $motion plays a ma.or role in sales. There8s an old saying that >"eatures tell* /ene"its sell.? Features are the "acts a/out your product or service9 /ene"its are their emotional connotations. For e%ample* a )E interest rate on a credit card is a "eature... /eing a/le to save money hile /uying the things you need is a /ene"it& Persuasiveness is the skill that allo s you to convey these emotions to the customer. I" you can make your prospect "eel ho great it ill /e to o n your product and ho much their li"e ill /e improved hen they have it* you can sell it to them. Building Strong Relations#ips This sales skill is .ust as important to a salesperson8s /usiness li"e as it is to their personal li"e. Building and maintaining healthy relationships is the key to developing a strong net ork. 6nd net orking ill allo you to reach "ar* "ar more prospects than you could manage on your o n.

#emem/er the theory o" >Si% Aegrees o" Separation0? -et8s say you8re trying to reach the decision maker at a ma.or company /ut you don8t kno anyone ho orks there. 6 call or t o to your net ork contacts yields someone ho kno s someone ho orks "or your target9 armed ith that person8s name and direct phone num/er* you no have access to the prospect.

Self1Moti(ating $ven the /est salesperson is a ork in progress. ;ou can al ays "ind a ay to develop your skills* ork on your pitch* and learn more a/out the products and services you sell. But the drive to constantly improve yoursel" has to come "rom ithin. ;our manager might direct you to make some changes i" your sales start to plummet* /ut i" you are constantly orking to /ecome a /etter salesperson you can start orking on the issue /e"ore it a""ects your num/ers. Suggested Reading

6 /ays to increase t#e sales of products

Boo$mar$ t#is page

2o/ to increase your sales

One of the main reasons why most websites easily rise and fall after certain period of time usually does not have anything to do with their traffic. I pose this statement in this way because, hundreds and thousands of traffic an hour wont guarantee a success of a website that depends on its products to be sold when no one out of this great traffic buys them.

As you can see, in such cases, having high traffic will certain do nothing if you never learnt the 6 ways to increase the sales of products. This statement is guaranteed if you or your site depends on the sales of products.

It is no wonder why I came up with the 6 methods to increase the sales of product so that if applied as said, you will reap the benefit of your labour, right?

All you have to do is to follow the steps I mentioned below and remember that these are methods or ways that wor ed well for me including others and so, I assure you it will certainly do same for you if applied correctly

6 ways to increase the sales of products

Cut down prices: !o one li es paying two times for the product of one. This means that, one of the reasons people may be scaring away has to do with your price. In order to determine this, try to cut down your price and see how the return will loo li e. This was the method I usually use to increase the sales of my boo s. Bring out its benefit: One of the 6 ways to increase the sales of products is by first creating and bringing out the benefit or importance of your product. This is because" no one will purchase something from the mar et before trying to now how it could be benefit to him. #o, if you spot this out as one of your wea nesses, the first thing will be letting the general public now how your products can be of benefit to them, else the issue of buying will be far reaching. Create awareness: The sales of your products wont increase if people never now about them. That would $ust be li e a golden ring on the finger of a blind man which he will never appreciate it. Therefore, if you want to increase the sales of your products, you must first of all let the world now about them. %ou can do this in the form of advert, promotion or any other means of mar eting, right? Create sample pages: This method wor s best if you happen to deal with stuffs li e &'boo s, articles, software etc. (ith this way, you create a brief and clear introduction of what you sell. This is so because, if people realise what your products are all about through this sample pages, they will be forced to buy. Place money back guarantee: )eople only now that money bac guarantee e*ists but very few of them actually now that placing money bac guarantee on your products actually increase the overall sales. +any would prefer to be convinced by this method before they can release their wallet. After all, if you are certain and now the ,ualities of what you are selling, placing money bac guarantee will not be a problem since no one would place charge bac on them, right? Coupons: Another way to increase the sale of products is by giving out coupons. (ith this way, if a customer successfully buys your product, he will be drawn bac to your site the ne*t time as a result of the benefit of this coupon. After all, people only buy where they will attain certain customers benefits, right?

Final words on increasing sales of products

As you can see from the above mentioned, anyone can increase the sales of a particular products if he or she wants. All he or has to do is to follow the steps and its without doubt, his-her sales will certainly increase.

These are some of the methods almost all business men online and in the real world apply when they need to add some cash in their ban account and the good thing about it is that, it actually wor s well.

Tips for Increasing Sales in International Markets

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After Ethan Siegels wife, Lalenya, returned from her law office to their Manhattan apartment covered in soot from the Sept !!, "##!, attacks, the couple decided to find work that would let them spend more time together And so, in "##$ Mr Siegel and a friend started %r& Audio, a maker of high'end home theater systems
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9ary .odgon for The !ew %or Times

9lenn 9. (illiams, president of .ell )erformance, said ;3 percent of his revenue came from e*ports last year.

Quick Tips:

Resources:

Identify which countries import products similar to your own Try targeting foreign markets with (oogle Ad)ords If you*ll &e selling through foreign distri&utors or retailers, go to meet them +eep in mind that e,porting can reduce your margins

Related

The - S .ommercial Service*s e,porting site A &log on small'&usiness e,porting The - S government*s e,portportal

You're the Boss Blog: The Smart Way to Increase Your Exports /April "!, "#!#0 Times Topic1 Small-Business Guides

)hen the value of the dollar dropped in "##2, Mr Siegel noticed a &oom in calls and )e& visits from a&road 3e &egan marketing with Internet ads and country' specific )e& pages aimed at consumers in 4ritain, Australia, 5inland and .anada

In the last !2 months, international sales at %r& Audio, which &rings in more than 67 million annually, have risen to $7 percent of total sales from !# percent, offsetting a !# percent domestic slump in "##8 Total sales in 5e&ruary were up a&out 97 percent over last year, almost e,clusively on foreign orders from as far away as :im&a&we, ;igeria and < three times in the last si, months < Easter Island

=Somehow, !# percent of our &usiness is in 5inland &ecause a couple years ago someone got our speakers and wrote a nice review in an Internet forum,> said Mr Siegel, $8

5or many small companies, and?resident %&ama, Mr Siegels e,perience is one to &e emulated @uring his State of the -nion address, the president announced the ;ational E,port Initiative, a program aimed at dou&ling American e,ports in five years As part of the initiative, the %&ama administration increased the &udget of the .ommerce @epartments International Trade Administration &y "# percent to 67A# million to help advocate for American &usinesses a&road and called on the E,port'Import 4ank of the -nited States < which provides e,port financing when private &anks cannot or will not < to increase financing for small' and medium'siBe &usinesses to 6C &illion from 6A &illion over the ne,t year

Today, although the -nited States e,ported 6! 77 trillion in goods and services last year, it is still isolated 5ewer than ! percent of Americas $# million companies e,port, a significantly smaller percentage than those of other developed countries %f the companies that do e,port, those with fewer than "# employees, like Mr Siegels, represent 9" percent of the e,porters and !A " percent of the value of goods e,ported

3ere are some ways to take advantage of the opportunity

C !!SE " #"$%ET =Dou cant do a thing until you find customers,> said Laurel @elaney, founder of (lo&eTrade, an e,port consultancy &ased in .hicago

4ut most small &usinesses do not know how to do that a&road, so e,porting often comes from serendipity1 an entrepreneur makes a chance friendship with an overseas importer or someone calls from a&road with an order =It sometimes works out,> said .liff ?aredes, director of the International Trade .enter at the -niversity of Te,as at San Antonio =4ut the first contact may not &e from the right market or from the right partner If youre reactive, theres a risk >

To &e proactive, direct'to'consumer sellers can follow the model of Mr Siegel, who used (oogle Ad)ords, the Internet advertising platform, to direct keyword ads to people in specific countries 5or products that go through a foreign distri&utor, Mr ?aredes advises e,porters to classify their products under the internationally standardiBed 3armoniBed .ommodity @escription and .oding System, then look at trade data to determine which countries are importing those products

%nce that has &een done, industry trade shows are often a good place to find foreign importers eager to carry products in the e,porters country of choice The .ommerce @epartments - S .ommercial Service and the Small 4usiness Administrations network of Small 4usiness @evelopment .enters also help small &usinesses find markets and customers

B&I'( $E'"TI!)S I*S )hile Americans are used to getting straight to &usiness < often over the phone < most foreign countries reEuire serious relationship'&uilding

=Felationships are the holy grail of cross'&order &usinesses,> said @uncan G Mc.amp&ell, president of Mc.amp&ell (lo&al, a Minneapolis small'&usiness e,port consultancy =As )estern &usiness people, were the product of a sta&le legal system Someone cheats you, you sue them, you get your money Its not like that in other countries If you dont spend time with people, you will fail >

A&out five years ago, (lenn )illiams, president of 4ell ?erformance, a !9'employee fuel additive company in Longwood, 5la , &egan a &ig push into overseas markets Attracted &y opportunities in .hina that he had discovered through Ali&a&a com and the .ommerce @epartment, he went to Asia to meet potential customers in "### < &ut not &efore enlisting a friend who was familiar with Asian markets

=3e said, H)hatevers put in front of you, eat it with a smile I ate eel, fish eyes, pickled heart of monkey, or something like that )e learned to use chopsticks &efore we left, though I pro&a&ly lost a few pounds from food Iumping out of my chopsticks,> said Mr )illiams, $A =And we learned that in Gapan youre supposed to introduce yourself to the top person first and then move down the line >

Today the company is in almost $# countries, and last year A# percent of its revenue came from e,ports

C&ST!#I+E Y!&$ *$!(&CTS ;ot every product has a market outside the -nited States Those that do meet certain criteria

=Theyre targeted to a narrow segment of the market that no ones serving and that pays a premium and isnt su&Iect to local low'wage competition,> Mr Mc.amp&ell said =The first thing you got to ask yourself is, H.an someone make it cheaper in .hina, India or JietnamK >

Even then, e,porters need to do thorough market research to modify products to fit local norms )hen ?eter .ole took over (am&lin Artists .olors, an art'supply company in ?ortland, %re , in early "##9, international sales accounted for less than 7 percent of revenue So, flying a&out 2#,### miles in "##8, Mr .ole &uilt

relationships with stores and distri&utors in Israel, Australia, Me,ico, 4ritain and Spain And he found he had to tailor his products =In Australia they want larger siBes of paints < siBes we havent contemplated for the - S market < particularly for printmaking inks,> Mr .ole, $9, said =?eople tend to paint &igger, and thicker > International sales at the company, which &rings in almost 67 million annually, rose to !# percent of revenues last year

5or +yle Schroeder, president of the .remo .ream .ompany, a Los Angeles shaving cream start'up, customiBation occurred for legal reasons1 To sell in .anada, he needed to put his tu&es in a &o, so that he could include the reEuired 5rench documentation

$E#E#BE$ T! #"%E " *$!,IT 4ecause of shipping costs, import duties, compliance reEuirements and added middlemen, profit margins are usually lower in e,porting In Mr Schroeders case, adding a &o, increased his cost &y more than "# percent

;ew e,porters often make the mistake of signing a contract &efore they understand market regulations or nail down how and when they will &e paid 5or protection, it can &e helpful to demand advance payment for small transactions or, for larger ones, to draw up a letter of credit < a contract that reEuires payment &efore the delivery of goods < &etween the &uyers &ank and the sellers And it is essential to &one up on Incoterms, the internationally standardiBed system that defines when a product passes from the e,porters possession to the importers and who has to pay for what part of shipping

The lag time &etween e,port orders and payment can ta, a small &usiness To handle this, the E,port'Import 4ank offers financing that allows small &usinesses to &orrow against their receiva&les as well as receiva&les insurance that lets them offer payment terms to foreign clients

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, consumer debt levels, unsettled financial mar ets, wea nesses in housing and real estate mar ets, reduced consumer confidence, changes related to government fiscal and ta* policies and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. )rices of certain commodity products, including gasoline and other food products, are historically volatile and are sub$ect to fluctuations arising from changes in domestic and international supply and demand, labor costs, competition, mar et speculation, government regulations and periodic delays in delivery. 4apid and significant changes in commodity prices may affect our sales and profit margins. These factors can also increase our merchandise costs and-or selling, general and administrative e*penses, and otherwise adversely affect our operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism, or other significant national or international events. <
Table of Contents

$tem %&'Risk Factors (Continued)

These e*cerpts ta en from the 5O#T 23'8 filed Oct 2=, 133>.

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, consumer debt levels, unsettled financial mar ets, and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. )rices of certain commodity products, including gasoline and other food products, are historically volatile and are sub$ect to fluctuations arising from changes in domestic and international supply and demand, labor costs, competition, mar et speculation, government regulations and periodic delays in delivery. 4apid and significant changes in commodity prices may affect our sales and profit margins. These factors can also increase our merchandise costs and-or selling, general and administrative e*penses, and otherwise adversely affect our operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism or other significant national or international events. >
Table of Contents

$tem %&'Risk Factors (Continued)

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, consumer debt levels, unsettled financial mar ets, and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. )rices of certain commodity products, including gasoline and other food products, are historically volatile and are sub$ect to fluctuations arising from changes in domestic and international supply and demand, labor costs, competition, mar et speculation, government regulations and periodic delays in delivery. 4apid and significant changes in commodity prices may affect our sales and profit margins. These factors can also increase our merchandise costs and-or selling, general and administrative e*penses, and otherwise adversely affect our operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism or other significant national or international events.

>

Table of Contents

$tem %&'Risk Factors (Continued)

?p #T%7&@Amargin'top03p*"margin'bottom03p*AB ?-p These e*cerpts ta en from the 5O#T 23'8 filed Oct 26, 133>.

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, consumer debt levels, unsettled financial mar ets, and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. )rices of certain commodity products, including gasoline and other food products, are historically volatile and are sub$ect to fluctuations arising from changes in domestic and international supply and demand, labor costs, competition, mar et speculation, government regulations and periodic delays in delivery. 4apid and significant changes in commodity prices may affect our sales and profit margins. These factors can also increase our merchandise costs and-or selling, general and administrative e*penses, and otherwise adversely affect our operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism or other significant national or international events. >
Table of Contents

$tem %&'Risk Factors (Continued)

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, consumer debt levels, unsettled financial mar ets, and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. )rices of certain commodity products, including gasoline and other food products, are historically volatile and are sub$ect to fluctuations arising from changes in domestic and international supply and demand, labor costs, competition, mar et speculation, government regulations and periodic delays in delivery. 4apid and significant changes in commodity prices may affect our sales and profit margins. These factors can also increase our merchandise costs and-or selling, general and administrative e*penses, and otherwise adversely affect our

operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism or other significant national or international events.

>

Table of Contents

$tem %&'Risk Factors (Continued)

?p #T%7&@Amargin'top03p*"margin'bottom03p*AB ?-p This e*cerpt ta en from the 5O#T 23'8 filed Oct 1C, 133=.

eneral economic factors! domestically and internationally! may ad"ersely affect our financial performance# :igher interest rates, energy costs, inflation, levels of unemployment, healthcare costs, fluctuations of certain commodity prices, consumer debt levels, and other economic factors could adversely affect demand for our products and services or re,uire a change in the mi* of products we sell. These factors can also increase our cost of sales and-or operating, selling, general and administrative e*penses, and otherwise adversely affect our operations and results. 9eneral economic conditions can also be affected by the outbrea of war, acts of terrorism or other significant national or international events.
Although there are several ways to improve sales nationally and internationally, the one way you can improve sales is through Sales Outsourcing, which is a process that specializes in placing your product into the correct global market. The service specializes in several areas to improve your sales worldwide. They perform market research , create market techniques and push their employees to reach your sales goals. This different approach to improve sales gives you an advantage. The well trained sales force of these services saves you time in creating your own sales force, and you can reap the benefits of a sales force that is already knowledgeable in the national and international markets.

Other )eople Are 4eading

)hat Are the @uties of E,port .ustomer ServiceK

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Internet

3ow to Solve -nemployment

Things ;ou8ll 7eed

Instructions
Instructions

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1
Fesearch a few sales outsourcing services on the Internet ?ick the outsourcing service that specialiBes in getting to know your product and knows the market that it will sell the &est in

2
.heck the credi/ility of the sales outsourcing service 5ind out if the outsourcing service already has suita&le &usiness relationships in the market that they can call on to present your product to

3
Make sure the sales outsourcing service will stay in constant contact with you Make sure the outsourcing service will give you timely feed&ack that can allow you to serve your customers &etter and can improve
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your sales nationally and internationally

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