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How to increase sales. Become stronger, called upon your flaws

04May

Hello! In this article, we will talk about ways to increase retail sales.

Today you will learn:

What are the characteristics of retail;
What are the ways to increase sales in retail store;
: step-by-step instruction.

Retail Features

Retail sales - sale of goods by the piece to the final consumer for his personal use. This short definition characterizes retail as well as possible.

Retailers sell goods to the most ordinary consumers, individuals who use it for their own needs. To understand what kind of product the end consumer market needs at the moment, it is necessary to carry out a complete analysis.

However, it should be noted that retail covers almost all areas of business: from consulting services and Food Industry to mechanical engineering and construction.

Retail trade requires less capital investment compared to wholesale. This makes entering the market accessible to almost everyone. However, not everyone should jump into retail because of its affordability.

First you need to familiarize yourself with the features of this type of trade in order to understand whether it is right for your company:

If you manufacture or purchase goods in large quantities, and you do not have several hundred square meters or a developed distribution system in several geographic regions, then retail is not for you. The end consumer market will not be able to accommodate a very large volume of products. There are exceptions: for example, branded goods. They are bought on the first day they enter the market. Remember the queue on Red Square for brand new apple smartphones. However, this is the exception, not the rule. If your product is not yet very popular, then your offer should match the demand.
If you are not ready to spend your money on, then retail is not for you. An important role in retail market Emotions play, it is they that influence the decision to buy. Brilliant advertising campaign. In addition, retail is characterized by a large number of consumers who buy goods in small batches. And this means that in order to ensure sufficient sales, the company needs to notify a large number of consumers about the product. This can be done through marketing communications. We will definitely talk about them.
If you are not sure about the "hardness" of your final price, then retail is not for you. Demand in the end-user market is quite elastic. There are exceptions - these are essential products, such as bread, matches or salt.
There is a need for permanent marketing research. Otherwise, you will miss the moment when your company's sales began to decline and will not have time to eliminate the negative factors that we will talk about now.

Why sales are declining

There are many factors that can have a negative impact on sales. And sometimes it can be circumstances that we have no control over. These include economic, political, technological, socio-cultural, legal and environmental factors external environment.

To determine the strength of the influence of these factors on your business, you need to conduct a PESTEL analysis. In the event that the strength of the influence of these parameters on the market is too great, then it is better not to take risks and refuse to exit. This will save you from financial losses.

But there are negative factors in the occurrence of which the company itself is to blame. We can influence these parameters, so it will be useful to consider each of them in more detail.

Bad store location.

This is the most common mistake new entrepreneurs make. Before or stall, do a little research. Find out where yours is, in what cases your product is purchased. If you answer these two questions, you can save a lot on marketing.

Example. We want an economy format. Our target audience is female students and working women aged 18 to 35. It is not practical to open a salon near the university, as we will cover only female students. It is also unprofitable to choose a sleeping area for opening, since we will cover only one geographical region. And here open outlet near the shopping center near the university and not far from the sleeping area would be a good solution. It will be visited by both of your segments.

Registration.

We opened and decorated the window. But clients do not come to us. What is the reason? Walk up to your point of sale and look at it through the eyes of a consumer. Perhaps it looks unattractive or does not represent your product, and consumers simply do not understand why they should go to you.

When registering an outlet, follow the following rules:

The showcase should reflect your product, be associated with it;
Give examples of prices. This attracts consumers, especially if these prices are low. But do not deceive, they must correspond to reality;
Duplicate information about your promotions on the showcase;
Use relevant themes for design.

Range.

There can be many options here, let's look at each:

Insufficient assortment width. Your clients don't come back to you after the first visit. This is one of the signs of this problem. Compare your range with your closest competitors, ask consumers what your outlet is missing. This will allow you to eliminate the problem and attract visitors;
Too wide range. In this case, the consumer simply cannot choose one product and leaves without buying. One of the marketing agencies conducted an interesting study. First, the client was asked to choose one of three jars of jam of different flavors. The consumer made his choice. The same customer was then asked to choose from 24 different jars of jam. In the second case, the consumer either chose the taste that he chose the first time, or left without buying. The researchers concluded that an assortment containing more than eight items negatively affects sales volumes;
The assortment does not match the location of the outlet. For example, our nail salon is located next door to the bridal salon. good decision to increase sales, there will be inclusion of wedding manicure in the assortment.

Low quality of service.

The modern consumer is very demanding. He wants to enjoy the process of making a purchase. The boorish behavior of the staff will not save even the highest quality product. , conduct trainings, . A good retail salesperson is 90% successful.

Ways to increase sales in a retail store

In fact, there are only two ways to increase sales - increasing the consumption of products by existing consumers or.

Attraction of new clients

This method can be implemented by poaching customers from competitors or by entering new segments.

In both cases, you will have to turn to marketing ploys. Tools for implementing each of these methods are given in the table. Some methods are generic.

Looting customers from competitors	Entering new segments
Accompany your potential customer on the way to the store. This method is especially effective if you are in mall. In this case, the consumer who went to your competitor will be interested in your product, because he needs a product, not specific company. But be careful, excessive advertising can scare the client and cause irritation.
Use discounts, bonuses and gifts. Passing by your point of sale, the consumer will see a tempting offer. Even if he first passes by, then, not seeing the benefits of his "pet", most likely, he will return to you. But this technique will only lead to a short-term increase in sales.
Show that your product is better. This can only be done by improving the quality of products and improving service.	Cross events. Agree on a joint promotion with any enterprise. This can be an event (for example, a product tasting in a supermarket), a gift for a purchase from a partner (remember the joint action of the Perekrestok supermarket and the Sunlight jewelry store). The main thing is that your the target audience and your partner's target audience matched

Increasing sales with existing customers

It also has two options for implementation: increase in consumption and increase in sales conversion.

Increasing sales conversion.

Sales Conversion - the ratio of the number of visitors to the store to the number of buyers.

From the definition, we can conclude that the conversion is mainly influenced by the parameters of the outlet itself. Therefore, we will work with them.

We improve the quality of service. A good seller will be able to sell any product. The bad one will not sell and the best one. There is such a thing as intra-company marketing, which is determined by the company's attitude towards its staff. The better the working conditions, the more sales You'll get. Also, don't forget about training and motivation;
Merchandising. has a direct impact on the sales of your products. There is an arm's length rule in marketing. According to this rule, in 80% of cases, the client takes the goods to which he can reach without special efforts. If your product is above or below this zone, then sales will be low;
Promotions, sales, bonuses. This method will allow you to increase the conversion, but only for the duration of the incentive events.

Increase in consumption.

In this case, all our actions will be aimed at increasing the average check.

You can do this in the following ways:

Price increase. By increasing the price of your products, you will increase the average purchase amount, but may decrease the conversion rate. So you won't get an increase in sales. To prevent this from happening, remember a simple rule: any price change must be justified. The client must understand that you raised the price for a reason, but because your packaging has changed to a more convenient one (in fact, the price and packaging may not be related to each other).
Additional services or goods. After your consumer has chosen the main product, offer to complement it with a service or another product. For example, you sold a necklace, offer the buyer a gift box. This add-on will not be a significant expense for the client, but in total will bring you a good additional sales volume in monetary terms.
Loyalty program. Map regular customer will not increase average check, but will lead to an increase in the number of purchases by the consumer in your store. There are several types discount cards: bonus, accumulative, privileged. Each of them has its own tasks, but combines them common goal- increase in sales.

How does the loyalty program work? For example, we own a grocery store and we have a loyalty card, which is provided free of charge when buying from 1000 rubles. There is another grocery store opposite us, but it does not have its own loyalty program. Customers who have a card of our store will come to us to receive a discount, bonuses or gifts (depending on the type of card). Thus, we "tie" consumers with a card, forcing them to buy only from us, increasing sales.

Step by step guide to increase sales

Each business is unique, but there is a certain sequence of steps that will increase sales for both a furniture store and a consulting company.

Step 1 . We define the specifics of our outlet.

Exist great amount various forms retail stores.

They can differ in the following parameters:

Form of service: self-service, online trading, catalog sales, self-service machines and stalls, traditional service, pre-order;
According to the form of organization: a single outlet, a network, retail trade, mobile trade;
By type of goods: food and non-food.

The shape of the store determines the range of problems that can affect the decline in sales. For example, in a clothing retail store, the main reason for the decline in sales may be the low qualification of contact staff, and this is unlikely to be the reason.

Step 2. We are looking for weaknesses.

Main weak side retail stores are:

Small volumes of a one-time purchase by one client;
Too high price. Big margin is good. But do not go too far, otherwise you will lose customers;
Too wide target audience. You want to sell everything to everyone, but it is very difficult to do so. A much more effective solution would be to focus on one segment.

Separately, I would like to highlight the problems of online trading:

Inconvenient location of active buttons. These include the button "buy", "pay", "place an order" and others. If the client has to look for such a button for a long time, then he will simply leave without buying;
The site is not adapted for mobile devices. According to statistics, about 40% of sales are made with mobile devices, so displaying the site from a phone should be as convenient, understandable and informative as from a computer;
Too complicated and long checkout and registration forms. The client does not have enough nerve cells to fill out your questionnaire and place an order. Don't test his patience;
Insufficient information about the product, low quality photos. The consumer must know what he is buying.

Step 3. We choose methods for solving the problem.

Scroll up and see which method and tool to increase sales can increase sales in your store.

For example, if your customers are shopping for small amounts, then you should use the increase consumption method. Offer additional goods at the checkout, enter a cumulative bonus card.

In trade, the question of increasing sales is absolutely commonplace. No matter how much you sell now, the plan will always be a little higher. Otherwise it's just not the right plan. And most importantly, the answer to the question of how to increase sales has long been found. Just don't be too lazy to use best practics and achievements of successful companies.

Sales success formula

On the difficult path to increasing sales, it is important to know the formula for sales success. This formula works for everyone, this formula captures the very essence of sales. If you learn how to use it, then you will get what you want. Here is the formula for sales success:

The Sales Success Formula tells you a few important things:

If you want to increase sales, influence such as: traffic, conversion and average check;
You must constantly monitor the above indicators. If you do not know your current values of these indicators, this is an alarming signal - you are not in control of the situation;
No matter who you are a business owner or a simple seller, these indicators do not depend on the scale, they can simply be called differently;
While working on one indicator, monitor and control the others. It often happens that the conversion was increased, but the average check fell and, as a result, did not change.
In an established system, these indicators are in balance and it is not so easy to influence them.

The last point is especially important on the way to increase sales. For example, you have a store that sells foodstuffs in a residential area of the neighborhood. The audience of the store is constant, the average check and conversion will not change much. In such a system, without changing the assortment and without attracting new customers, sales cannot be greatly increased, there is a ceiling consumer market. And your task is to decide whether you have reached the ceiling of this market. If yes, then all the standard methods to increase sales will not help you much, you are unlikely to recoup the costs.

What affects the main KPI indicators

So, analyzing the issue of increasing sales, we have already learned 3 main indicators through which you can increase sales. Let's see what affects these indicators.

How to increase traffic

Traffic is the number of visitors to your store i.e. potential buyers. Generally speaking, there are two main ways to influence traffic.

Sales is one of the foundations of a successful business, no matter what it does. Even if the most necessary products for the population are manufactured, they still need to be sold. And within the framework of the article, we will consider how to increase sales in retail.

general information

To begin with, you should take a look at companies that offer goods delivery services. It is quite possible that the supplier sells food products quite expensively and you can find companies on the market with a more pleasant pricing policy. In this case, it will be possible to reduce the selling price.
You should experiment with the placement of goods and see what is taken most often together.
Considerable attention should be paid to the identified patterns and try to turn them to your advantage.

Non-standard ideas

In this case, the greatest attention should be paid to the following approaches:

Sensitivity to trends. Consider an example. When winter ends, the demand for rolled metal products for houses, sheds, fences, and so on increases. For additional effect, mutual advertising, gifts and recommendations can be used.
Exactly the same, but better. The essence of this approach is that there is a choice of goods that are similar in value. In such cases, the highest quality is chosen. Using such a "background" can do a good job.
More expensive means better. Many people think that the more a product costs, the better it is. And this is often true. In other cases, they simply profit from it.
symbiotic partnership. Consider where is the best place to place a retail outlet? Here are a couple of combinations: a pharmacy and a grocery store, or auto parts and bicycles. Related areas and can help in a very qualitative way in increasing the level of sales.

And if you are interested in how to increase sales in the retail trade in flowers or other fast-moving items, then the latter option will be literally ideal for growth. If you think about it, you can find a good place almost anywhere.

Automated sales systems

It's a popular way to organize, customize, and improve customer experience when it's done in multiple steps. Let's say we have an online clothing store. Can its performance be improved? How to increase sales in clothing retail in times of crisis and hard times?

An automated sales system will help with this! With its help, you can facilitate the establishment of contact, the clarification of requirements and requests, the formulation of requests, their processing and execution, including delivery. Also, an automated sales system helps in after-sales service and subsequent interactions. There are many benefits and useful features that they can offer.

Building a sales system

A lively mind, sensitivity to the market and ingenuity provide ample opportunities. But to improve performance, it is necessary to attend to the construction of a sales system. It will help you understand the structure goods sold in the picture of the general assortment and analyze the intermediate results.

Use as a basis automated system sales will significantly streamline the available information. In addition, it will be easier to build relationships with customers, from his first call to the issuance of an invoice. The ability to make accompanying notes also helps a lot. In addition, they may have various add-ons such as the ability to send instant messages or emails.

Various tools to increase sales

Let's consider such a case when a retail sale of something is carried out through the World Wide Web. Only we will pay attention not to sites, but to social networks. These are quite popular sites where a large number of people are located, and all of them are potential buyers.

According to a fairly large number of people, the presence of a company representative who maintains feedback through social media, increases the number of sales in the amount of a third of the existing turnover. You should not neglect various pleasant bonuses and souvenirs that can please customers with their availability. It may also be an offer to make an additional purchase along with the product.

Consider this case: a person buys a computer, and they offer him a router at a reduced cost, or even give it for free. You just have to follow the rule that additional service should not cost more than the main purchase. You can also use the establishment of a certain purchase threshold.

It should be noted that in this case there is no specific model of interaction and you can work here within the framework of your imagination. The general gist is something like this:

When the value of purchases exceeds a certain amount, the buyer will receive a gift, a raffle coupon or free shipping. Although it could be something else.
When two goods are bought, the third is given free of charge.

Non-standard models

In general, the list of different ways can be continued for a very long time. Yes, and it would be useful to try to turn on your imagination and come up with something new that will help increase the level of sales. Finally, remember this:

Payment of change of goods. This technique can not be called widespread, but it is still quite interesting. So, when the buyer pays for the goods, he receives change not in money, but in some small things. For example - chewing gum, sweets or matches.
Multi-colored price tags. This technique is used when it is necessary to draw attention to certain product and show that he is special. For example, what will soon go bad, and therefore it is sold at a discount.
Time limited price. It has a strong motivating effect on buyers, literally forcing them to buy the product at the moment.
Possibility of return. There is a pretty neat trick here. There is a law that requires you to take back an item if it is returned 14 days after it was purchased. You can play extra on this. It is enough to offer customers that if they do not like the product, they can return it after 14 days.
Price hints. In addition to the cost, in this case it is useful to post information about what is taken together in this particular product.

Conclusion

It is impossible to say exactly how effective these measures will be. Here much depends on the practical implementation and many different aspects. But the fact that the result will be is without a doubt. The main thing is to build a strategy. No need to put everything in a heap and pile one on the second. In which case, you can always use one first, and then something else. In addition, various special moments can be timed to coincide with dates such as the New Year, the summer season, etc.

But in pursuit of the number of sales, do not forget about the minimum required price. For the client, of course, is a valuable person, but it is not worth working at a loss. Therefore, it is necessary to look for the golden mean. And if one person leaves, you should not be sad, but you need to concentrate on the rest of the people who are in the status of a potential client.

For the last six years I have been selling myself and teaching others how to sell.

At one time, I was lucky to develop the sales department at IPS (Isaac Pintosevich Systems), close space checks in the Amazon Chamber of Commerce, and now I build sales in the LABA educational platform.

We sell our products in Ukraine, Russia, Belarus, Kazakhstan, Germany and the Baltic countries. This is a rather complex process that requires the coordinated work of the entire team.

What happened in those six years?

In the first week of work as a sales manager, I signed 3 contracts for a total of $23,000

Year held the first place in sales among thirty people

Personal record - 372% of the plan

For a year of work, he went from trainee to acting. head of the IPS sales department with thirty sales managers subordinate

Signed contracts with thirty unfamiliar clients in one day of the conference

Doubled the turnover of the LABA educational platform in the first month of operation

I am constantly learning, I have been trained by the best specialists: Belfort, Adizes, Cialdini, Ferrazi, Gandapas etc.

Another personal record - sales of a budget product price category for $62,000 per month

I sold a lot, experimented with different schemes and made enough mistakes until I came up with the formula for the perfect sale. This formula can be used to increase the turnover of the ENTIRE sales department, not an individual manager.

Myths that are often found in novice sales managers.

A salesperson needs to be born

thinks so most people in especially those who are just starting their journey in this direction. In fact, selling is an accessible formula that anyone can master.

If you're juggling or driving a car for the first time, chances are you'll make mistakes at first.

But if you have good teachers, over time, you will learn to do it easily and with minimal mistakes. Sales are no exception!

Selling is vaping

You can hardly tell 97% of salespeople apart. These inept managers from the very beginning of the conversation are trying to tell as quickly as possible that they are the best, they have best company, best delivery, conditions etc.

They do not know and do not try to find out what the client needs at all. With this approach, it is really vparivanie. What benefit does such a salesperson bring to the client and what is the probability that the client will buy your product and be satisfied?

Selling is bad

Every day we all sell something. Going to the cinema, what dish to eat for dinner, an idea for clients or management, services, etc.

When selling a quality service or product that can help the client, this cannot be bad. If you help a person, what's wrong with that?

In fact, selling high-quality, sought-after goods is prestigious, and most importantly, they pay very well for it.

Myths of Sales Executives or Business Owners

A good sales manager is easy to find

Now I'll probably upset you. Good sales managers don't look for work - work finds them. There are practically no good sales managers on the market. It's not enough to just post a job and sales geniuses will come to you.

A good sales manager has long since sold his competencies and of course has highly paid commissions. Not in your company.

Practice has shown that it is necessary to look for potential employees who are ready to learn and grow real “sales wolves” out of them. It is difficult, requires certain knowledge and effort. But it definitely works.

Sales managers will actively sell themselves, as they want to earn more

Alas, no matter how well-thought-out system of material motivation you have, it is not enough to keep the fuse of your employee at the highest level.

A sales manager is a person with his own inner beliefs, fears, interests and priorities. Only thanks to the right approach to the management of each employee, you will be able to keep your sales department at a high motivational level.

The most terrible myth that can destroy your sales team

Once everything is set up, everything works fine and it will always be so.

I think each of you at least once thought or hopes that this is possible.

The sales department is the link that should bring most of the finances to the company. And it should be constantly worked on and improved.

Once every three months, it is necessary to improve and revise the strategy in the sales department.

Set new bonuses for certain indicators, change teams or projects on which they worked, set plans for a month, three and six months.

Sales managers are storm troopers by nature and the usual routine affects them negatively - motivation is lost, indicators begin to fall, there are fewer satisfied customers.

Therefore, you must constantly keep your finger on the pulse of your sales team and, if it begins to weaken, take prompt action.

7 tips to increase the turnover of your sales force

RIGHT PEOPLE

The right people are the backbone of any sales force.

How often do you conduct interviews? How often do you manage to find a good sales manager?

Most companies conduct face-to-face interviews. This approach works in the selection of top management, but not for the sales department.

Competitive interviews are required. So you can save your time and, no less important, emphasize the value of the vacancy in the eyes of the applicant.

If your new employee not just passed the interview, but openly fought for his position with competitors, he will appreciate it much more.

One of the most important skills of a "salesperson" is purposefulness. Make the competition so that it can show this quality. The selection process should take place in several stages.

It is important that each stage is much more difficult - so you can understand how goal-oriented a potential employee is.

ADAPTATION SYSTEM

In many companies, in the first days of work, an employee in the sales department encounters such problems:

they do not know what and how to do, so they walk, drink coffee and interfere with other employees;
they try to sell before they have all the tools and just burn leads or, even worse, ruin your reputation.

You must have a clear system of adaptation. It is necessary to equip the employee with all the knowledge about the product and scripts for working with the client. This will allow you to get rid of the turnover and quickly introduce the manager to the position.

NEW TECHNOLOGIES

Surprisingly, most companies do not use the most important tools for the work of the sales department, even though they are quite easy to master - CRM, IP-telephony, voice recording system, etc.

Implementing a CRM (Customer Relationship Management System) will help you see the picture of your relationship with each client. Here you can enter the client's phone number, his full name, position, city and many other data into the database.

With the help of such a system, it is convenient to keep track of invoices, prepayments and completed transactions - this will allow you to quickly respond to any changes in sales.

The introduction of such a system usually increases turnover by at least 15%. And cloud solutions do not require large budgets.

In the LABA educational platform, we write our own software, which meets all of our sales analytics needs. We will definitely devote a separate article to this product, it is worth it).

SALES TOOLS

Many people know what scripts are (algorithms for talking with a client), but few people use them. Managers understand that such a toolkit increases sales in the company, but for some reason they give their managers the opportunity to improvise in a conversation with a client.

Improvisation is the worst case scenario in a conversation when a manager needs to understand the needs of the client and correctly explain all the benefits of the product.

The script needs to be developed, and this, believe me, is not the easiest task you have encountered. It constantly needs to be tightened up and tested in conversations - this is a permanent process.

However, the game is worth the candle - the introduction of such a tool can increase the manager's sales by 30% after the first month.

Don't forget the food book. This is your company's product catalog, which every manager should know by heart. Every detail and detail, every feature of your product. A seller who knows his product perfectly, customers consider a professional - this is an axiom.

AUTOMATION

At this point, it is important to note that your sales department should work automatically. how Swiss Watches- without interruption.

To do this, you need a technical specialist - administrator. This employee will monitor overdue tasks from managers, unloading potential customers. It is also his task to ensure that telephony accounts do not run out of money.

It is very important to constantly work with the customer base. The administrator of the sales department will be able to control clients that take a lot of time. At the same time, the result from such clients is zero.

Create a black pool where you will bring in customers who have not bought anything for a long time or a lot of contact with them.

Increasing sales volume is, of course, a burning topic. True, I'm not sure that all 22 methods proposed in this article actually work. But it's worth a try.

Sales volume is main indicator the success of every company. And the task of the commercial department is to make this indicator as high as possible.

In this article, we have collected 22 effective ways increase sales for the most common areas of activity. Let's take a look at them.

Volume of sales, or rather its increase, sooner or later begins to disturb every leader. It is important to understand that increasing sales is a complex and multifaceted task that needs to be integrated approach for solutions.

In addition, there are no universal solutions in the world of commerce; for each case, you need to try different approaches. As practice shows, some solutions will be effective, while others will not bring the desired result. This is fine.

But you need to work hard to increase sales volume. Let's focus on proven ways to increase sales.

Method number 1. Offer your customers at least three different offers

Often, when new customers contact a company, it is quite difficult to predict their price range. Therefore, offering products from only one price range, it is possible not to guess the preferences and expectations of the buyer. It would be more rational to offer several options - in particular, standard, business and premium kits.

Here, the so-called sales psychology will operate - the buyer understands that he is offered goods for any price range. Therefore, the probability of ordering increases significantly. But it is important to carefully consider the proposed kits from different price niches, explaining to the client the differences between them.

Method number 2. USP or differentiation from competitors

You should analyze your possible differences in comparison with other market participants. If you differ from other companies only in the offered price, cardinal changes are required.

Among the possible competitive advantage can be allocated: free and/or fast delivery, service, provision related services, bonuses and gifts for customers, the constant availability of products in stock, etc.

Method number 2. Visual commercial offers

The commercial offer should be made in such a way as to really interest the client. Namely, with a detailed description of the characteristic advantages of the service provided. For short-term promotions, this offer should be supplemented with information about promotions and discounts of the company.

Method number 3. Progress report every quarter

Clients often do not understand what exactly and in what quantity they receive when concluding a subscription service agreement. Therefore, we decided to regularly send detailed reports, indicating information about the work carried out - in order to improve loyalty from our target audience.

Method number 4. Promotion of services using the Internet

Thanks to the site, we managed to significantly improve our results - we indicated all the data on special offers there, posted videos with information about the features of subscription services, and explained the advantages of working with us.

In addition, we have thoroughly approached the issues of search engine promotion, updating the structure, design, and navigation of the site to increase resource traffic.

Method number 5. Improving Application Processing

The improvement of the CRM system includes the function of submitting an electronic client application, through which the client can easily find out about the current status of the application. Applications marked "urgent" are processed first of all, without waiting for the general queue.

Automation of the processing of incoming applications has allowed us to significantly increase the overall loyalty of the user audience, simplifying the tasks of the company's engineers.

Method number 6. Increasing sales by mailing to databases of potential customers

Formation of bases of people who expressed interest in our project, even if the contract was never concluded. We always make sure that the version of our databases of potential customers is kept up to date by regularly adding and updating data.

Method number 7. Selling site development

For modern business the relevance of the site is difficult to overestimate, it becomes the main means and channel for attracting customers, increasing significant sales. In order to increase the return on the site, three main elements are important - the main page with high-quality selling text, the application form, and the form for collecting contacts of potential customers.

Tips to help make your site more efficient

Simplify the structure: refuse to pile up different types of information on one page. It is very important for clients to understand where and what to look for.
We are preparing 2 separate menus - a general menu (for site navigation) and a catalog of available solutions, which are divided by business segments (in particular, Expert. Restaurant chain, Expert.Club, etc.).
You should publish in a conspicuous place on the main page information (better infographics) about the benefits of your offers. In particular, it is possible to reflect a visual comparison of losses in the absence of proper automation and a possible improvement in performance, which its presence will contribute to.
You can place a link to customer reviews on the main page. The visitor who clicked on them goes to the reviews section.
It is also necessary to provide on the main page a place for a banner that advertises the current special offers of the company, etc.
A callback button should be placed on each page in the upper left corner.

Method number 8. Increasing sales through the right choice of promotion channels

We always recommend using advertising campaigns in Yandex.Direct, an advertising banner, articles about plots for sale on the main portals of your region. So, for example, a company selling land plots first briefly announced a special offer, after which eight plots were sold.

In addition, to this day, television advertising is quite effective. In particular, thanks to the launch of the reality show Construction. Your house in 3 months” the company was able to achieve recognition of its brand in a short time.

Method number 9. Organization of work of sales managers

In order to increase sales, we decided to general scheme sales. Now the manager had to demonstrate the plot potential buyer before bringing him to the office. And the head of the sales department had to successfully complete the transaction.

This principle is beneficial for each party - the manager had additional time to attract clients, while the boss achieved a larger volume of concluded transactions, since he was not forced to spend time inspecting the sites.

We also approved a standard sales scheme:

Call or request to inspect the object;
Manager calls to clarify site inspection plans;
The buyer visits the site for sale;
Meeting of the buyer and the head of the sales department in our office;
Registration of the contract.

In the period March-December, we managed to sell a total of more than 100 plots of the first stage. Managed to increase sales five times compared to the same period last year. The company was able to improve its reputation, with better promotion of the following projects, related areas.

Method number 10. Improving the quality of your services

The company initially conducted a survey of its customers. This principle allowed us to determine the preferred course of action. First of all, we started improving the quality of services, training employees, and buying new equipment. Clients are provided with a number of bonus services and additional gifts for the holidays.

Method number 11. Free coupons for the first lesson

In addition to fitness services, we launched two new business areas - health tourism and SPA programs.

Results: We achieved a 30% revenue growth, winning awards from prestigious competitions, attracting many corporate clients, sports teams. The media published the news of our competitions - for additional advertising of their center.