How to maximise your sales in seven simple steps
In this guest article, Julia Bernard-Thompson, sales coach, Tedx Speaker and Founder of Radical Revenue, lays out some simple steps to help businesses maximise their sales.
Sales can seem like a frightening word to some, but the reality is sales is the lifeblood of every business. You simply cannot survive without it. Sales do not have to be hard. Here’s some tips on how to maximise your sales in seven simple steps.
Step 1: Get clear on who your product/service is for
This is deeper and more specific than your target market or niche. This is about knowing your Ideal Client (IC). For example, it’s not enough to say you’re targetting business owners. Be more specific – are they start-ups or are they established entrepreneurs? Even though they might feel similar, those two groups of people buy differently.
Step 2: Identify what your Ideal Client wants right now – not in 6 months’ time.
Now that you know who your Ideal Client is, it’s time to understand what their immediate problem or need is. Why?… Customers are more likely to pay for a service that solves their immediate problem. If they want to lose 10lbs quickly in time for their daughter’s wedding, they’re not going to pay for your 12 months of raw food coaching, no matter how good it is.
Step 3: Decide where to market your product or services – offline and online
There is no point in having an amazing product or service if you’re marketing it in the wrong place to the wrong people. So, where is your Ideal Client hanging out? Facebook? LinkedIn? In-person networking groups? Mums and Toddlers playgroups? Where?
Make as long as list as you can think of and then shortlist it to your top three. That’s where you focus your marketing efforts and budget.
Step 4: Clearly explain the outcome of your product/service
Let your IC know exactly what they’ll be able to be, do and accomplish as a result of working with you. Brevity and specificity are key here. Short, sharp, clear results.
Instead of “I’ll help you take your business to the next level”, use “At the end of this programme, you’ll have the tools to boost your high-ticket sales by 30-50% in the next 90 days”. See the difference? Your buyers will too!
Step 5: Forget the process (especially if you’re selling services)
Talking about your result does not mean overloading your client with the nitty-gritty details of every second of your programme or service. Instead, talk to them about the benefits!
For example, “the Diamond Consulting package includes unlimited calls between sites, so you have help to implement what we worked on during the day”.
Step 6: For high-value services build in a “pre-screen” if you can
You want to get the most bang for your marketing buck, and that means getting the right people in the door (or to your website) If you specialise in high value, luxe or premium products and service, they arent going to appeal to everyone and that exactly as it’s supposed to be.
Step 7: Make it easy for your clients to buy
I know this sounds obvious and I’m saying it anyway! Do not have five places to click on your website or three steps to the invoicing process. One and done = a happy customer and money in your pocket.