Selling is probably the most important part of a business. This is because making both gross and net profits depends on sales. And, the first step towards accomplishing more sales is to re-evaluate your current approach to engaging both your existing and prospective customers.
You should start by accessing your target audience in order to fully understand what their needs are. Subsequently, you can develop your sales skills or hire sales reps with the right skills to meet your customers’ needs effectively.
Here are some practical steps you should take;
Step #1: Assess the Interest of a Customer
The way you handle your potential customers is essential when it comes to selling more. You need to adopt selling approaches that will convert prospects to buyers, and eventually loyal customers. You can do this by assessing the interests and motivations of these prospects. Find out how close or far they are from buying.
On your online store (your website), find out the point that the prospect has attained —- did they just ask for more information or did they take additional steps to click through and explore prices?
You should also find out how the prospect visited your website — through Google, Facebook, Twitter, your blog or other avenues. This way, you can deepen your effort through that avenue to pursue, entice and convert the prospect to a customer.
Step #2: Pay Attention to Your Existing Customers
You should not neglect your current customers while trying to catch new ones. Don’t forget that your existing customers are your current source of income. Therefore, you have to deepen your efforts to make them happy, so that you can retain them. These old customers have the capacity to increase their patronage and even bring more people to your business — but it all depends on how you handle them. Besides, it costs far less to pursue and sell to an existing customer than it costs when pursuing a new customer.
With current customers, achieving an improved conversion rate is easier and faster because they’ve come to trust your business and your offering, so it takes less time, effort and resources convincing them to make the purchase.
Step #3: Adopt Customer Feedback
It’s good to generate feedback from your current customers. Subsequently, you can use the feedback when evaluating your potential customers and creating new sales leads. The feedback mechanism will also help you to find out how customers are attracted to your products — subsequently, the information can be quite helpful when interacting with your potential customers.
A feedback mechanism is also a great tool to know where your product or business is lagging behind so that you can put more effort to erase the bad experiences and enhance on the good experiences that existing customers have with your offering.
Learn to respond more effectively to the complaints of customers, so that you can build a better relationship with them, and hence sell more. Also, learn to outsource marketing.
Daven Michaels is a New York Times Best Selling Author and CEO of premiere global outsourcing company, 123Employee. The company employs hundreds of young bright individuals on three continents. His International event, Beyond Marketing Live! inspires entrepreneurs to build & grow their business with revolutionary new theories and systems allowing them to design the business and personal lifestyle of their dreams.