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7 tips on how to increase sales

15 May 2018 - 07:00 By mike anderson
Focusing on sales and keeping customers happy.
Focusing on sales and keeping customers happy.
Image: 123RF/Cathy Yeulet.

With all the duties of being a small business owner, it can be difficult to remain sales focused. So, how do you do it? Here are seven tips on how to remaining sales focused.

TIP 1: Creating a Monday morning checklist

Every Monday have a look at your prospective clients and write a list of five clients who you wish to contact. You should have a list of prospective clients on a client relationship management programme. If you don’t have a CRM programme, then you would be well advised to invest in one. Hubspot offers a free CRM tool.

TIP 2: Set aside daily prospecting time

It is important to set aside time each day to prospect for new clients. You should make it a fixed appointment in your calendar that can only be changed in exceptional cases. Do not get distracted from this task by answering emails or doing “research” on the internet. It is important. Some of your competitors are doing it before their first cup of coffee.

TIP 3: Create a sales hit list

These are companies or clients who you want to work with. They are clients who share your values and will add benefit to your company. This list should be in a prominent space in your office so that you see it every day. Furthermore, you can include your dream clients on this list. These are clients who stretch your goal extensively and as you hone your skills you will be more likely to approach them.

TIP 4: Focus on low pressure selling

Forceful, pushy sales people are a dime a dozen and with the advent of the internet, clients are more interested in being educated then experiencing another pushy salesperson. Therefore, it is important to educate your client about your product. If you go to a face-to-face sales meeting, then you can bring an example of your product for your client to test. This will make you visit memorable. You should highlight why they should by with you and never talk badly about your competition. Remember to focus on your business and the benefits it can offer your prospective client.

TIP 5: Listen actively to your client

It is important to ask your client’s questions and the listen to what they have to say. When you listen to their answers actively and with your full attention you will be able to adapt your sales pitch to suit their pain points. In addition, you will be able to add extra benefits if you listen carefully to the needs of your client.

TIP 6: Know your industry

It is not only important to have an intimate knowledge of your product or service you should also be aware of what is happening in your industry. What new technology is being developed and what new products are being designed. By being informed about what is happening in your industry, you will be able to answer your clients questions more accurately.

TIP 7: Build relationships

Customers don’t like to be thought of as number in your sales book. They want to be made to feel special. You can do this by keeping a file on each customer about their hobbies and like and dislikes. When you make a sales call to them, you can refresh your mind on who they are and make a personal connection with them. This will go a long way to impress them.

By keeping these tips in mind, you will be able to grow the revenue of your business by remaining sales focused.

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