When you own a small business, you may not have resources available to hire a dedicated sales person, but you still need to make sales, right? When sales are your goal but not necessarily your specialty, you need to make sure every lead, every prospect counts. That one missed sale could really affect your bottom line when you are just starting out. So how do you kick your sales effort into overdrive without a robust sales process and team? Check out these great tips to give your sales effort the boost it needs.
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Email, email, email. If you didn’t read my previous blog on the importance and value of email marketing – go back and read it here. Email marketing is one of the easiest and cheapest ways to reach your prospects and clients. And yes, you should be emailing your current clients too – they still need nurturing to get them to continue to buy your services/products and buy additional services/product. Just because they bought once or twice, doesn’t mean they will continue to buy. Make sure you list is targeted as well. Don’t blindly email everyone whose email you have – unless they sign up for a specific newsletter. Make sure the people on your list are people who could actually buy your offering.
Be mobile-friendly. From your website to your emails to your social media profiles – everything should look great and be easy to navigate on mobile devices. Why? Because pretty much everyone nowadays owns a smartphone or tablet and they are using them to open emails, check social media, and visit websites. If they can’t quickly and easily access you on a mobile device, you may be losing a lot of sales.
Make the pathway to a sale easy. Can your customers easily place an order with you? Even if they can’t order direct from your website if it’s a service-based business, do you make your process easy? Are they able to get ahold of you or someone who can take the sale? Is there a lot of mundane paperwork they need to complete? Streamline your sales process to make it as easy as possible for your client to work with you.
Networking and referrals. What’s better than free marketing? Your network of peers sending prospects your way via referrals. When you network and build up a tribe of people who know you, know what you do, and genuinely like you – they are happy to refer business your way, especially when you reciprocate. The saying it’s not what you know but who you know still holds value.
Amazing customer service. Customers really learn a lot about your business from the customer service you provide. Providing timely responses to calls and emails, answering questions they may have about the product, and giving them value during the decision-making process could be the deciding factor in whether they purchase from you or not. Don’t go AWOL after the sale either – customer service is just as important as making the sale – you don’t want people spreading negative feedback that you could have easily controlled.
Still have questions on how you can take your sales to the next level – give us a call. We can help with everything from how to approach your prospects to defining your sale’s pitch and message.