Do you want to dramatically increase your sales in 2024? You need to change company policy on only trying to convert leads but rather to increase the repeat purchases made by current clients.
To give you an example, if you sold cell phones in a small community and it only had 10000 people living in it and your focus is only on getting new customers than after the 10000th phone sold, you would have to close shop. But if you focus on further increasing sales to your current customers then your business is limitless.
1. Incentivise increased sales to current customers.
By giving your sales team a reason to not only sell but to further develop and deepen relationships with current customers you will build incredible client relationships and business loyalty. So by giving your sales team an extra incentive to build strong client relationships is a win-win situation for both your sales team as well as your business.
2. Don’t just sell, but up-sell
What this means is getting your sales team to identify complementary or related products within your store that they can up-sell to customers who are in the process of purchasing a product that has a complementary or related product. For example, if you have a client coming in to buy the latest gaming console, think of a product that could add value to them such as rechargeable battery set, headphones that let them play long hours without disturbing other members of their family or an extra controller for that FIFA tournament. It is very important to demonstrate the benefit of purchasing the extras.
3. Inform your customers in-store about upcoming sales or promotions
Many will disagree and say that it is better to get the sale before informing customers about upcoming promotions but If you know that there is an upcoming promotion, then tell your customers about it (even if it means not selling to them “today”) because it will increase the trust they have with you and you will be surprised at how many will come back and also bring friends with them thus increasing your total sales.
4. Who are your VIP customers?
Having a customer tier tree will help your sales team identify the clear difference between a normal walk-in, regular and VIP customers. This difference is important and should be made clear because you don’t want the customers who spend a lot of money and on a regular basis in your store to feel that they are treated like just another walk-in customer.
5. Reward your customers
Customer rewards programs have become an industry standard and so many businesses have already implemented them. Rewarding your customers can be as simple as a discount on a customers birthday (make it more personal for VIP customers) or more complex as a points system that can be exchanged for a cash discount on the next purchase. When done properly, the rewards program can boost sales and store loyalty.
6. Got a new product? Distribute free samples.
When done right a free sample will be taken as you care about the customer and that customer will leave feeling really appreciated and this small gesture can increase sales in a magnitude of ways. They might like the sample and purchase it on their next visit, or might share the sample with friends and family who come and purchase it from you or because of the appreciation they felt because of the gesture made by the company might make them more inclined to buy from you more often.
If you truly care about your customers you will look for more ways to add value to them and their buying process and by deepening client relationships you will be able to increase your sales whilst building a loyal customer base who will continue to support your business.
What are you doing in your business to increase sales?
Let us know in the comments.