Sales are the lifeblood of your business. And believe it or not, the key to boosting company sales is easier than you might think. You don’t necessarily need to spend millions of dollars on advertising — of course, that method will surely produce results.
In fact, the small things matter in sales. Using the wrong tone in a sales discovery call can make or break the deal. Sending an outreach email to the wrong person can affect your sales pipeline.
So what if you scaled it back and started focusing on the low-hanging fruit? Such as adding personalized touches to a proposal, or building relationships with existing customers to increase referrals.
We’re not saying the following 10 tips will fix all of your sales problems, but they’re definitely worth a try to boost company sales. Let’s dive right in!
We’ve all heard the saying ‘a chain is only as strong as its weakest link’.
Well, that holds true in the sales process. If there are any bottlenecks in your sales process, you need to identify and remove them immediately.
Perform a front-to-back review of your sales process to uncover any bottlenecks. Start by reviewing your sales closing ratio. Sales closing ratio = the ratio of proposals sent to closed sales.
In enterprise SaaS, you can measure that from demos. We’re talking about the percentage of sales that closed from qualified leads participating in a demo.
If your sales closing ratio is lower than expected, take a closer look at the effectiveness of your salespeople and the quality of your demos.
To alleviate the bottlenecks in this crucial step of the sales process, conduct additional training sessions for your salespeople and add personalized touches to your demos. Keep testing possible solutions until you see an improvement in your sales closing ratio.
Another potential bottleneck is the time it takes to deliver products to customers. If you don’t deliver products quickly enough, it can cause delays in the sales process and lower customer satisfaction.
When delivering physical goods, tracking the shipments and having proper supply chain visibility can be the fundamental differentiator in your company’s sales.
With the appropriate technology, you can protect your high-value assets, prevent theft, automate tasks, and remove gaps in the delivery process.
Regardless of your business model, removing or fixing the weakest links in your sales cycle is the perfect recipe to boost company sales.
According to Litmus, email marketing has an average return on investment (ROI) of $36 for every dollar spent. That’s an incredible return, especially considering that this investment is a fraction of the cost of other forms of marketing.
Email marketing lets you stay in touch with potential and current customers, providing them with valuable information and offers.
Take this email from Peloton, for example. They use emails to share new product launches with their customers. Not only is this an excellent way to educate customers on new products available to purchase, but it also offers insight into how the customer can benefit from purchasing the product.
In this case, the new Rep Tracking add-on removes the guesswork from training by offering features that mimic a personal trainer, like counting reps and setting targets for different movements.
Email marketing is an excellent way to build customer relationships through personalized content, leading to brand loyalty and increased customer lifetime value.
If you capture someone’s attention with what you offer, but they still need convincing, providing a free trial or product demo can be enough to help sway their mind into making the purchase.
A free trial works wonders by giving your leads a small taste of what they’d buy. If you’re selling software or an app, this can be especially helpful because they get a chance to try out your product and see if it meets their needs.
Adding a demo is more likely to result in a lead conversion because you can show leads how the features solve their problems. Novocall does an excellent job combining both tactics to supercharge the value-add to boost sales.
When your sales slow down, it’s only natural to panic. But before you get to the point where you start to look for buyers for your business, try diversifying your revenue stream.
Affiliate marketing is a great way to create a new source of revenue for your company. Essentially, you let other people do the selling for you.
It sounds too good to be true, but it’s totally legit. More than 40% of marketers say affiliate programs are their top customer acquisition channel.
Start an affiliate program on your website or sign up with an established third-party affiliate program. You’ll also need to create some incentive to round up individuals willing to promote your business through their social media platforms and blog.
For example, if someone clicks on an affiliate link and makes a purchase from your product or service, the affiliate receives a commission for that sale.
Commission rates will vary depending on the product or service you’re selling, but a good rule of thumb is to offer affiliates a commission of around 10–20%. You may also consider offering bonus commissions for high-performing affiliates or tiered commissions.
When it comes down to it, affiliate marketing can be one of the best ways for small businesses to increase their reach and bring in new customers without having to put up capital or hire additional staff. So if you want your business to grow quickly without breaking the bank, this might be a great option.
When customers are happy with their service, they’re more likely to return in the future and recommend your company to others. And word-of-mouth brings in five times more sales than paid advertising.
But you can’t expect to see results unless you are willing to put in the work. That means getting your team on board by providing customer service training and ensuring they have the proper tools to deliver excellent results.
For example, you can add a chatbot powered by artificial intelligence to your website for 24/7 assistance, engage your customers on social media, or just simply reduce your lead response time.
Happy customers are your best brand advocates.
Social media is a great way to reach potential and current customers. By sharing informative and engaging content on social media, you can attract attention to your products and services, especially if you are in the SaaS space.
Long-form blog posts and videos are two of the most effective forms of content marketing for SaaS if you are looking to educate your customers.
You can also use social media to build relationships with customers. When customers feel connected to your brand, they’re more likely to buy from you in the future.
Engaging with your customers via social media is a great way to build relationships and increase customer loyalty. Find a healthy balance in your content. Make sure that you’re also providing value and not just sharing spammy sales pitches.
Keep an eye out for opportunities to upsell and cross-sell your products to current and potential customers. On average, upselling can increase revenue by 10 to 30%.
Upselling is when you sell a customer a more expensive product than they originally intended to buy. The best time to upsell is at the end of the sales process — when they’re already happy and committed to what they’ll buy but might commit to the premium version of the product.
For example, if a customer is about to purchase the base model of a car, you might mention that the premium model with enhanced safety features and a faster engine is only $2,000 more. This wouldn’t only increase the likelihood of the customer purchasing the premium model, but also increase the perceived value of the base model.
On the other hand, cross-selling is when you sell products related to each other. You might cross-sell them on a car detailing service package to go along with their new vehicle.
Both tactics are effective ways to boost company sales.
When it comes to online payments, convenience is key. If you make it easy for your customers to pay, they’re more likely to complete their purchase — which means more money in your pocket.
There are so many ways to pay online these days, from credit cards to PayPal and even teen debit cards. Accepting a wide range of payment options is a simple way to boost sales without exerting much effort.
Also, by adding express checkout options like Shop Pay and Google Pay, you can significantly reduce the friction that might cause customers to abandon their cart before reaching the checkout. These options avoid the need for customers to enter their credit card information multiple times, which is a huge win for customers.
Providing your customers with multiple payment options and streamlining your checkout process is a surefire way to score more sales. By making it as easy as possible for customers to purchase your product or service, you’re increasing the likelihood of a conversion.
Don’t underestimate the power of customer testimonials.
Showing potential customers that others have had a good experience with your company can help build trust and may be the factor that sways them to pull the trigger on a purchase.
Establish a system for collecting customer testimonials. You can ask customers to fill out a form after they’ve made a purchase or send them a survey via email. You can also collect testimonials from your social media channels.
Once you have the testimonials, showcase them prominently on your website, your marketing materials, and your social media pages.
When you have happy customers talking about how great you are, it helps build trust with the passive leads who are still considering whether they should buy from you.
The more positive feedback that’s out there about your company and product(s), the more likely it is that someone will feel confident about purchasing from you.
The idea here’s simple. Make 100 cold calls per day.
Are you going to make 100 sales? Probably not. But that’s ok.
The goal is to gain confidence in talking to people. When you pick up the phone to make cold calls, you’ll become fearless in making sales calls and learn how people respond to your pitch. Just be sure not to sacrifice quality for quantity.
You never know who’ll turn into a paying customer. And cold calling is more effective than you might think, with research showing that 82% of buyers will accept meetings with sellers who proactively reach out.
To help you complete your 100 daily calls, save time by investing in an all-in-one VoIP business phone system. Can you hear the sales rolling in?
Generally, the best approach to sales is to focus on the little things first. That’s not to say that you shouldn’t be working towards large-scale solutions, but some more minor tweaks can make a real difference.
If you can’t outspend your competitors, you can outsmart them. Following these ten simple tips will give you an edge over your competitors and help boost company sales to new heights.
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