Are you looking for ways to increase your sales? An effective sales strategy involves a number of processes that you can follow. Here are 5 of the best from Jenny Cartwright at Sales and Telesales Solutions
1. Build the Perceived Value
Getting the product in the customer’s hands is the job of a salesperson. Value creation will help predict the whole thing, as the following equation expresses it: No Value = No Sales.
You must engage with people to sell your product. You must look for ways to pique the interest of these people. That is why you must bring value. Here is a critical caveat; There is a difference between value and perceived value. You can do that by adding additional services or products to the main product you are selling. These additions can be things that do not cost you personally much (eg e-books, a free coaching session, a dvd) but add massive perceived value to the main product or service you are selling.
This is great news for startups in crowded, competitive spaces and/or the ones that are starting to develop their products. Build the perceived value to increase your sales. It makes it easier to sell your products.
2. Be Ruthlessly Organised
The golden rule of sales in 2021 is a sales action (email or a call) did not happen if it happened but you did not track it in a CRM.
It is impossible to keep all of the contact details, actions items, dates, next steps, email threads, and notes organised in your head. That is why CRMs are critical. If you work within a sales team, then these problems can scale enormously. Salespeople at small businesses and startups need to take heed. It is easy to scale quickly if you have a strict, set process in place.
For bookkeeping expert Peter Wilesmith, a failure to keep organised is essentially setting your business up to fail. “If you’re starting your own business, you’re basically in charge of everything. It is vital that you know where all contacts are, all your files are, basically everything. Losing one piece of the jigsaw so to speak will mean you’re never able to get it back, and it will all slowly unravel into total chaos.”
also use CRMs to track your sales performance and output. It is easy to know how your daily and weekly output looks like (in terms of deals progressed, deals created, emails sent, calls made) after using the CRM and you have a couple of weeks of logging information. It makes it easier to set goals for improving your metrics. Improve your metrics to get more deals and closes in your funnel.
3. Have A Next Step At All Times
Many people and most CRMs visualise sales processes in terms of funnels. The deals come in on the funnel’s left side. Then, they go through progressive steps to closing. Finally, they come out the right side of the funnel as a sale. That is why you must have a clear next step on each deal at all times. The step has to have a set date for action. The deal will just sit in your CRM if there is no next step. It will not go anywhere.