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Wednesday, June 19, 2024

Sales Focus – Six ways to heat up your sales


Boosting revenue is a basic objective for any business looking to grow and succeed. Increasing your bottom line not only provides financial security but also opens opportunities for innovation and expansion.

We have said it often: “There are only two ways to increase revenue: find new customers and get your current customers to buy more of your offerings.” Here are several ways to heat up your sales:

Set defined goals: Make quantifiable goals for how much you want to increase your sales and revenue. This way, you can decide how to approach your goals and which methods you’d like to use. You can also use these goals to motivate you and your sales team by tracking your progress and accomplishments. For example, obtain four new customers by the end of 2024.

Then, conduct goal review or accountability meetings… end of q2 is the perfect time to see where you have been, where you are, and where you want to be at the end of 2024. If you are behind goal, it is easier to make corrections now than in October.

Target repeat customers: Grow the relationships you have with loyal customers. Increasing communication can remind your customers of your products or services and control the message that they receive. Consider reaching out by email or text to promote sales or inform them of new inventory. Many email systems also allow you to review metrics, like the number of recipients who opened your email or clicked on a link, which can help you determine how effective your communication choices are.

Target former customers: Bringing back former customers sometimes takes less effort than bringing in new customers. You can appeal to them with specific incentives, like a discount for those who bring in outdated items when they buy a replacement or upgrade. Former customers can also give you referrals or reviews that bring in new customers.

Expand your offering: Expanding your product or service line can attract new customers and provide more value to current ones. Analyze market trends and customer feedback to identify new offerings that complement your existing lineup. By diversifying, you reduce dependency on a single product or service, which can mitigate risk and improve sales. For example, if you have a specialty pen company, you might offer notebooks and stationery too.

Upsell: Adding a specific plan to sell higher-priced products can help you transform a single sale into a more valuable transaction. For example, if you sell earbuds, you might offer a model with noise canceling.

Fix the Mix: Make sure all customers are buying your most popular services or offerings. This is the easiest way to increase sales and can be fun when designed as a sales contest.
Use these six strategies, especially the q2 review at the end of this month and Heat Up Your Sales!

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.