1. Review the previous year. Did you make enough money? Did you reach your goals? Compare your sales month to month; when were the good times and when were the quiet times ?
2. Learn from your successes and your failures and reinforce the actions and tools that generated results and those that didn’t. Maximize the good times and minimize the quiet times
3. Know who and what your best source of business is:
• Was it client referrals or word of mouth and if so, who were your best referrers?
• What networking events generated the greatest amount of business or provided the best opportunity to meet your target market?
• How many enquiries were generated from your website?
• How many were generated from a marketing campaign or cold calling?
4. Develop a sales target that takes into account your personal and professional goals and ask “how will this be achieved?”
• Will you need to employ a sales person, even if they are part-time?
• Will you need to re-develop your website or increase your marketing and PR?
• Will you need to increase your networking and business development actitivies?
• Will you need to increase the number of referrals generated?
• Will you need to change your client focus to attract bigger clients?
5. Improve your sales and business skills, not just your Industry and product knowledge. If you would like your business to change and grow, how will you and your staff need to grow and change?
6. Know your target market. Create a profile of your ideal client including what they care about, what challenges they face or what they would like to improve. If you know what you are looking for it’s easier to find them.
7. Ask for referrals. Tell your clients and your business network what type of clients you would like to work with and ask them if they know anyone that fits that description. Reward those clients that send you successful referrals.
8. Upsell your existing clients – how many of your clients know about all of your products and services?
9. Increase your networking activity; the more people who know about you and your business, the more people that can be referred to you.
10. Follow up, follow up, follow up. The last and most important point. So many sales are lost simply because no one bothered to follow up. It’s not about being pushy and arrogant to get the business; it’s about helping that client make a decision that will benefit them in the long term.
10 Ways to Increase your Sales - To learn more about this author, visit Karen Andrews's Website.
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Karen Andrews
(Visit Karen's Website)
As Director of Shine Sales Solutions,
Karen provides sales solutions for small
and medium sized businesses that make a
real difference to their bottom line. She
does this by offering advice, guidance and
tools that assist business owners to
understand the sales process and develop
the sales skills required to grow their
business.
Whether it be managing sales staff to
ensure consistent sales results or working
1 on 1 to develop your sales skills, she
believes in giving people the tools that
they need to build their business. This
includes the important face to face skills
that business owners need to talk about
their business.
Karen has over 10 years experience in
managing new business development
campaigns for major companies in
industries such as Office Equipment,
Telecommunications and Information
Technology. During her career, Karen
recognised an opportunity to assist those
who don’t have any background in sales and
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no choice but to develop the skills to
ensure their business succeeds.
If you would like to improve the sales
performance of your business, contact
Shine Sales Solutions on +612 94376500 or
sale
s@shinesales.com.au
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