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Every Business Needs a Vision,
Every Vision Needs a Coach.
Introduction
When we enter into a business we know that there is
one fundamental thing that will keep the wheels
turning and that is income. The most effective
way to increase this is through upping those
sales. However, we often find that we spend
a lot of time using successful ways to sell
that can all of a sudden stop working.
When this happens it can have a
devastating effect on profits and morale
within the team.
So it is incredibly important to keep
refreshing and trying new strategies to
make sure you keep your sales up. In that
spirit we have produced an E-book to guide
you through 18 ways that will increase your
sales. There are so many more but this is our
contribution to hopefully help you to make sure your
sales keep on rising.
1. Increase your product range
When we start out in business we often have a few products
we believe we can sell that will solve a few problems for
people; providing benefits to a selection of people
out there in the wide world. This obviously limits
your appeal to your customer base, as there will
be needs that none of your current products
meet. So you could increase your product range to fill gaps
left by the others. This will then increase your appeal and
sales will go up.
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Every Business Needs a Vision,
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2. Offer packages
Many businesses offer a variety of products as
individual purchases, which provides people within
individual solutions at a one off cost. However, if you
were to package a few of your products up into one,
offering a discount compared to buying them
individually, you will not only add value and benefits
for the customer, you will also increase your sales.
3. Offer payment flexibility
When we go to buy a product one of the major issues we have to
overcome is “Can we afford that?” This is possibly the number
one objection when people are buying. So if you offer a
flexibility of payment options that “affordability” is
spread out so would seem much more
possible to someone. This will offer
great flexibility to the customer and
thereby increase your sales.
4. Introduce upgrades
Product upgrades are quite a new and very fashionable
thing. All you need to do is look at any technology
company and see how many updates they introduce.
Look at Apple for example and how many new iPhones
are released every year alone. Through upgrading your
products it allows you to prelaunch them and give them
a new buzz, which will lead to increased sales.
5. Offer subscriptions
One off sales are often the lifeblood of a new business.
However, if you can get people to subscribe to a product they will
pay again and again. Subscriptions provide flexibility, a feeling of
membership and cost spread over time. It is important to keep
refreshing content for subscriptions to allow people to feel they are
getting value from their commitment.
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Every Business Needs a Vision,
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6. Product of the week / month
Every week or month you could highlight a product by naming it
‘product of the week or month’. Doing this allows you to put the sole
focus on this product, highlighting its benefits and creating a buzz
around it.
7. Create a membership
One thing most people enjoy is being part
of a community and feeling special.
Creating a membership for customers will
allow them to feel both of these. When
they feel this way this will build trust and
loyalty which will lead to them returning to
you to buy.
8. Deals for past clients
As I mentioned in the last point; people love to feel special. They
also really appreciate being thanked for things. Offering one off
loyalty deals for past clients will make them feel both of these and
will ultimately lead to them buying from you again.
9. Offer credit
We have all seen the adverts “Buy now, Pay later” or “Pay
over 12 months.” As sales techniques these really work as
they deal with people’s major fear of how to afford
something. It takes those thoughts and says ‘look you can
spread the cost so you too can own this amazing product’.
This type of strategy can be really effective.
10. Educate on full value
One problem that many companies come across is that
people have issues that your products will solve
without even knowing they are issues. You can use your
marketing and knowledge to educate as to how your
products could make their lives better. This a longer-term
strategy that will have major rewards through your sales.
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Buy Now
Pay Later!!
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Every Business Needs a Vision,
Every Vision Needs a Coach.
11. Run competitions
We have all seen examples of this around the high street or
online. Buy this product and have a chance of winning this
prize. You could offer a really appealing prize draw if
someone invests in a product with you. This can be a really
effective way of adding value to your product without
massive investment.
12. Offer only one product on your home page
It is often found that offering fewer products with greater
explanation leads to higher sales. So you may want to devote each
month to promoting single products on your homepage on your
website. This will allow you to focus on that specific product and
effectively outline its value to a potential customer.
13. Testimonials
There is almost nothing that works as well as someone
else saying how good you are. Not many people
appreciate you saying how good you are but will really
listen when someone endorses you. These could be in
various forms written, filmed or recorded. This is a
massively effective way to make people feel safe when
buying from you.
14. Add urgency to your copy
When you are writing copy for any of your products it is
super effective to add a sense of urgency. You could add
things such as “Offer ends Friday” or “Buy now and receive
an extra day.” These sorts of added urgency statements will
often lead to people making decisions much quicker, just to
feel like they haven’t lost out.
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Every Business Needs a Vision,
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15. Leave price until the end
One of the core principles in selling is to outline
the value and benefits of the product. It is so
important that this is put before you suggest any
cost at all. Showing people what is in it for them
and how much value there is in your product will
lead them to be much more open when the price is
introduced.
16. Look for referrals
One extremely effective way to increase sales is to use your
current customer base and ask them to suggest
people who may benefit from your services.
One way to do this is offer an incentive to your
customers to send referrals to you. This can
be a really fast way to drum up sales.
17. Up-sell
This technique is often seen best in retail. If you step into a
coffee shop you are always asked if you want extras on top
of your coffee. The same principle can be applied across
business. Look at what products they are already buying from
you, outline to them the benefits of other products and how
they can benefit from them.
18. Make things look good
This is done surprisingly badly. In a post Apple world, design is
pretty much integral to a successful product. People often
buy with their eyes. This can apply to non-tangible
products too, such as services. You need to make the
product design and packaging look appealing to your
potential customers.
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Every Business Needs a Vision,
Every Vision Needs a Coach.
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Summary
We hope this list helps you in your quest to build your sales.
Remember this is just our list, there are so many other ways to do
it. We hope this inspires you to maybe think of those other ways
that may suit your business.
Good luck in increasing those sales.
Come visit us on www.visionbritain.com
Email at hello@visionbritain.com with any feedback or questions you
may have - we are always happy to help!
Joe Timothy
Author
Harry Chappell
Illustrator
