What is Your Core Fundamental Business Solution?
Increasing sales in a stagnant economy is a constant issue for many small business entrepreneurs. You have to find the time to build new business to further grow your business, all while still doing the work that you already have in queue. It’s a balancing act and can be a tough one to juggle, but building a strong sales strategy from the get go should be a core fundamental business solution if you want to move from start-up to small business.
There are a number of strategies that can lead to increases in sales over time, but many focus on short term goals and not necessarily building lasting relationships with clients and prospects. You need to implement strategies that have an immediate impact with consumers as we move into the second half of the year. Here are a just a few ways that you can do it.
Business Solution | Take Advantage of the Web
No one argues the power of having an online presence, so it’s surprising that only 56 percent of small businesses have a website. If you aren’t online, get online. People ask search engines like Google and Bing where they can get services or products, people that could be looking for your business.
It’s not just about having a website, though. You need to know where your traffic is coming from, what people are doing on your site, and how many are actually turning into costumers, all of which Google Analytics can tell you. Analyzing your website for traffic statistics and potential improvements will prove critical in capturing potential sales.
Social media is also an effective way to reach out to loyal clients and spark interest in your company among prospects. Adjust your sales strategy to mirror the shopping behaviors and habits of today’s consumer to include incentives via in-store promotions, online or mobile device.
Business Solution | Evaluate Your Methodology
It’s easy to get caught up into the swing of things. You’re comfortable with what you’ve been doing, and it seems to be working alright. Still, there’s no better value than bringing in a professional and outside perspective to help you refine how you communicate with customers, especially if you’re new in the business world.
Business may be slower than normal during the summer as budgets are getting reevaluated for the remainder of the year, so use some of that extra time for professional evaluation. The analysis of sales team performance usually identifies skill gaps that require attention and training.
At my company, we did just that and brought on Greta Schulz of Schulz Business who changed our way of thinking from how we get business to why we get business. She also has specific experience in training entrepreneurs, who are business people at heart, to be better sales people. She even has an online sales training program so you can go through these tactics on your own time.
Business Solution | Focus On the Customer
The economy is bad, and customers know it, so they’re rightfully a little more cautious about how they spend their money. Consumers can expect to be bombarded with deals and incentives as businesses fight to capitalize and increase revenue, but instead of being one of the mass, make yourself stand out by doing something different:
- Think of it as your money: What would it take for you to spend money on the thing you’re selling?
- Find innovative ways to lower associated risk of a new purchase, like waving any set up fee or removing a monthly contract time period. Make it easy for the customer.
- Highlight key benefits of your product/service. Make sure you tell them why this will benefit them specifically, not just rattle on about its benefits.
- Determine which needs/problems your product/service addresses and be prepared to counter doubt-laced questions with answers that highlight the value you will add.
Business Solution | Build Solid Relationships
This extends beyond exceptional customer service. Consumers want to feel good about a purchase. Offer trustworthy information about your product and stray away from marketing hype. Negative feedback travels fast online, so maintain confidence in your product and the value it provides by:
- Encouraging questions from prospects, and provide satisfactory answers.
- Providing a FAQs page on your website to help provide clarity about your product.
- Using customer testimonials to build trust around your brand. Honest feedback from past customers resonates with prospects and makes them more inclined to make a purchase.
- Offering samples or a trial period to give people the option to test drive before you buy
About the Author
This article has been written by Erin Leigh, a writer for 352 Media Group, a custom web development company that helps small business and Fortune 500 companies grow their online presence.