Although many people may be more cautious in spending money, they do still need the goods and services. The person they will do business with will be the one who provides the best value and finds creative ways to stay in front of them.
The following are sales and marketing strategies to maintain and even increase sales, no matter what’s going on around you.
- Reactivate dormant accounts – Reaching out to past clients can make customers for life. Let them know you are there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. When you go the extra mile and show them you are there to help them, they will appreciate you and remember that when they ready to do business.
- Follow up – Don’t give up after following one or two times. People may not be ready to buy from you but if they expressed interest, they will probably be ready to buy in the next several months. They say it takes around 7-10 or more touches to move the client to making a buying decision. You need to come up with creative ways to stay in touch, so when they are ready to buy they will remember you.
- Make special offers – Offer a product or service at a special low fee for a limited time. You can give catchy names to these special offers e.g. Coupon sale, Free 30-Day Trial. You will need to put a time limit on the offer to encourage people to buy now and not later. It is also important to explain why you are having the sale, so they know you don’t just drop prices whenever you feel like it.
- Up sell to generate additional revenue – When a client purchase your product, you can offer other services at a nominal fee that will complement the product they have just purchased.
- Add value to your existing service – During times when your customers may be concerned about pricing, another way to win them over is to offer the best value for their dollar. You can do this by enhancing your service with extras. An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.
- Lastly be optimistic by staying positive – Surround yourself with positive people, listen to people who share secrets for achieving success, take time to nurture yourself, believe in yourself and stay in action.
Sales strategies have undergone a transformation in this new age of digital communication. Interactive technology, real-time data and online ordering have dramatically changed what it takes to win. True sales leaders don’t confuse activity with results, they know how to create the kind of engagement that matter. The following approaches allow you to accelerate the sales process incorporating tactics that are not manipulative:
- Act as Trusted advisor – the trusted adviser says, ” maybe we aren’t the right fit for you. But I’ll help you find someone who is…” This trust-base approach shows a long-term focus not a “get the sale now” mindset. Trusted advisor keep clients informed, and focus on the information that will build a long-term relationship-even if it means missing a quick transaction along the way.
- Painless Process – show how your solution reduces more pain than the competition or the status quo. A delicate balance is required here, because-while the results may be presented as relatively painless, transitions never are. Selling on pain avoidance means you may have to concentrate heavily on the, ‘how’ – delivering your service in a way that justifies your claims.
- The fixer – Are you able to correct the mistakes of a past vendor? or even correcting the problems in the current culture and processes within your client’s organization. If you can fix your clients problems, then he will probably buy from you, but approach this with caution.
- The online master – an easier web experience means that it is easier to do business with your company. Winning online can pose a significant advantage in terms of speed, reduced cost, and overall customer satisfaction.
- The Referral Sale – using connections to similar customers, this strategy is based on the idea that your product or service has worked for other similar companies.
- Service sells – Customers that buy from you want to know what happens after they buy. Quality is continuous, it doesn’t stop on the loading dock when a product arrives.
- Return on Investment strategy – calculate the return before you ask for the investment. Show knowledge of your customer’s business and your understanding of the impact of your solution. Your product is the ‘ what’, your delivery is the ‘how’ and the ”ROI” is the ”why”, in the sales process.
- Similar Values – If you are connected to your customer via shared values, networking or organizations, that connection can open the door to a sale. But your value proposition still has to be compelling, you can’t trade only on relationships.