Any organization associated with trade, be it a small store or a large enterprise that not only sells, but also manufactures goods, has always been concerned with one question: how to increase sales.

It was the activity of the sales department that was the main measure of the company’s success: sales are growing - everything is great, but they are falling - which means you need to look for sources to increase their volume.

And only when things were going really badly did the emphasis shift: the goal was not to increase sales, but to retain existing customers.

Of course, the main reason why it is so important to keep sales volumes high is profit. As the number of customers decreases or their purchasing power decreases, the profits of everyone, from sellers to the owner of the business, will fall.

Both large and small companies often make a common mistake: when sales fall, management begins to blame the departments responsible for them or the salespeople themselves. This is wrong, because no matter how qualified and pleasant the seller or manager is, The buyer will not purchase the product if:

• the store has a meager assortment - he simply won’t find what he needs;
• there are interruptions in supplies - there are now enough stores, so you can purchase the required product elsewhere, rather than wait until it appears at your place;
• the sales area is dirty or has an unpleasant odor;
• the product is not advertised, etc.

What are modern methods of increasing sales volume based on? Sales volumes can be increased if:

1. Increase the number of clients.
2. Increase the average bill of each client.

“If you don't take care of your client, someone else will.”

Konstantin Kushner

Depending on the problems you have, start acting in either one or several directions. If you use even just some of the methods described below, this will already have a significant impact on the growth of your sales.

Where to start to increase sales in your business?

Start with what sags you the most. Not enough clients? Work on the first indicator. Don't buy enough? Apply sales promotion techniques. Small purchase amount? Increase the average bill and the number of purchases. Accordingly, in order to work on any indicator, it is necessary to know their initial values, i.e. measure.

Once you understand what sales are made of, it becomes much easier to influence your revenue using various techniques for managing each of the components of the formula. Here are 15 ways to have that influence.

1. Potential clients

The easiest way you can increase the number of potential clients is to increase the number of advertising messages you send and the number of addresses.

• How many promotional emails do you send per week?
• How many contacts do you have in your mailing list?
• How many flyers do you hand out?
• How many people are in your social group?
• How many customers do your sales managers say after a completed transaction: “Thank you very much for your purchase! To whom of your friends can you recommend us?
• By the way, if you bring 2 clients to our company, you will receive a discount on your next purchase.” And also, if you have online sales, for example an online store, when sending your product to a client, you can insert advertising material there with an offer to purchase the next product/service and a time-limited discount promotion.

2. Potential clients who submitted a request

To increase this metric, you need to know the conversion rate of your advertising.

• How many people visited the site and how many of them left an order/purchased?
• How many flyers have you distributed and how many inquiries/calls have you received?

Conversion and site traffic (how many people visited the site and how many left a request) can be analyzed using the free Yandex service. Metrics.

But in any case, you should have a rule that every client who calls or comes to your company should be asked: “How did he know about you?” This will give more accurate indicators.

If you don’t have sales pages yet, you need to make them. The sales page is your sales manager 24/7. A sales page is a website made up of just one page, aimed at selling just one product/service. If the page is done well, you can count on a conversion of 5% or more. In addition to conversion, you need to understand that advertising should be based only on surveys.

It’s far from a fact that what clients are falling for in Rostov will be relevant in Chelyabinsk.

An example from practice: in Cherepovets, in the title of an advertising article, focus on the city-forming enterprise - Severstal. "For what?" - you ask. We answer: Severstal is an enterprise that employs most of the city’s population.

An example of such a headline: “The shocking truth about the management of Severstal!” Yesterday we learned that the entire management of Severstal buys food only at the Scarlet Sails store. There has long been a discount on consumer goods for all Severstal employees!

And we can guarantee that the response to such articles by residents of Cherepovets will be very high, definitely higher than just the title “Come to Scarlet Sails - we have discounts.” However, the same headline will no longer work in Chisinau.

3. Customers who agreed to buy

To increase this indicator, you need to work properly with the sales department. You can go two ways - increase quantity or increase quality.

Quantity is how many calls your sales team makes to customers. Quality is how many of those calls result in sales.

If you want to increase both, then implement scripts right now. Write scripts for at least standard customer objections: expensive, not interesting, I’ll think about it.

This will allow your managers to move from the question: “What should I say to the client?”, to the question “Where else can I get clients?” to whom I can say this. The number can also be increased by hiring additional salespeople.

Yes, and if sales managers are on salary, transfer them to salary + percentage%.

Moreover, under no circumstances should the ceiling be made from above! Sometimes good salespeople realize that they will not be able to become managers in the company because all the positions at the top are already filled. Then the only reason for them to sell a lot will be money.

4. Gross income

This indicator can also be increased separately in two ways: Increase the cost and/or increase cross-sales (sales in addition). If the first is obvious, then the second needs to be worked on.

You need to find answers to two questions:

• What else can you sell right now to a client who has decided to buy from you?
• Why is it profitable for the client to buy, and why is it profitable for the manager to sell it right now?

Example: One owner of a chain of luxury shoe stores pays a percentage to the manager only if the client bought two or more pairs of shoes at once. At the same time, the client, buying a second pair at once, receives a good discount on it or a branded shoe care cream.

Another car dealership owner works according to the same scheme. The manager who sold the car receives a good percentage only of the amount of additional equipment purchased by the client: floor mats, sound system, anti-theft alarm, etc.

What’s noteworthy is that the same owner also opened a car service and tire repair shop.

Returning to points 1 and 2, this owner made an agreement with the insurance companies, and now their field representatives are located right in the car dealership at separate tables and offer auto insurance policies to customers. In exchange for this, along with each policy that is issued at the head offices of these insurance companies, customers are given an advertisement for his car service and tire service.

5. Net profit

The last link in this chain is to increase net profit.

Net profit is gross income minus costs. See how you can reduce costs - squeeze suppliers for discounts, refuse

some unnecessary positions in the company or, conversely, have a full-time accountant with a salary of 20,000 rubles. in exchange for outsourcing for 50,000 rubles. Done? Great!

Now look at how and where you can increase the speed of particle movement in your company and reduce time costs. Down to the smallest detail:

• How long does it take for a customer who calls your company with a desire to buy to receive their product?
• Can this time be reduced by at least an hour?
• How long do your employees smoke?
• How long after ordering a product does it appear in your warehouse?

If you plan your income by month, then you must understand that every wasted minute of your employees works against YOU. It is you, and not your salaried accountant, who is receiving less net profit. The accountant will receive his salary in any case.

6. Add value to your product

If your company produces a product, then one of the solutions that has a positive effect on sales is to increase the value of the product. In many cases, you can change the appearance of a product, such as its packaging, to increase sales. And, as a result, the value of the product in the eyes of buyers will change.

For example, the company was engaged in the production of cheap clothes, which were sold in markets and cheap shops. As a result of the analysis, it turned out that the main competitor of this company was China. The goods that the company produced were perceived by consumers as Chinese, and the price of the products was slightly higher.

It is clear that clothes created in Russia cannot compete with Chinese ones in price. Even the fact that the quality of the products was higher did not help in the current situation, since the nondescript appearance of the product, together with the relatively high price, reduced the interest of buyers.

An analysis of the product and its perception by customers was carried out. This led to a risky decision: they changed the packaging to a better and more modern one.

What was done:

• We changed the logo, fonts, and design. We made it bright, stylish, attractive.
• We chose a different material. Instead of cheap plastic bags, we used high-quality cardboard packaging.
• The packaging contains as much information as possible about the product.

As a result, the product, in the perception of buyers, “fell out” of its usual price category. Thanks to the packaging, it began to be perceived by customers as more expensive and of higher quality. At the same time, at first the price was not raised at all, and the real cost increased quite a bit.

Thus, in the perception of buyers, the product has “gone” from the niche filled with Chinese goods, and the real price has not increased much, since the cost of cardboard packaging per unit of product turned out to be very small. Of course, we had to tinker with the introduction of new packaging; in production, any changes are associated with certain difficulties. But that's a different story. But thanks to the new packaging, there was a transition of the product from one value category to another in the perception of buyers, which became a real “springboard” to increasing sales volumes.

7. High-quality work with the order

For some reason, many companies still neglect to process customer orders. Of course, certain actions are being taken. The manager accepts the order, processes it, issues an invoice, then ships it, etc. At the same time, most small and medium-sized businesses, and let me remind you, I work specifically with these segments, do not work to order.

Sales departments of companies are somewhat reminiscent of stalls: they sell what they have in stock. And if the requested product is not in stock, the manager does not even offer to place the required item “to order”. Most often, this happens because the system does not have the necessary tools, and the manager simply does not know how to place such an order.

It would seem that the solution lies on the surface. Don't refuse customers! Offer not only analogues, but also “custom-made” design of the desired product. Those. your client orders everything he needs. And the manager accepts the order and notifies the buyer about the delivery time, taking into account the deadline for receiving items missing from the remaining balances. All companies that implemented this system received a noticeable increase in sales.

In this case, we are not talking about online stores that operate without a warehouse at all, i.e. only to order, regardless of whether they inform their customers of this fact or not. And we are talking about companies that have their own warehouse, but at the same time they can order goods from a supplier. What is the problem with implementing such a work scheme? The problem is that companies do not know how to technically implement it. An example of how such a scheme was implemented by a person engaged in the wholesale sale of ceramic tiles.

All products are divided into two groups:

• The first is goods in our own warehouse, i.e. those goods that you yourself ordered from your main supplier.
• The second is “foreign” goods, i.e. those that can be quickly ordered from another supplier or competitor. This “Alien” attribute was filled in in the product card to indicate goods ordered from competitors. The product card also indicated the supplier (competitor) from whom this product was purchased.

In this company, which sells imported goods with a long delivery period (about two months or more pass from the moment of order to receipt at the warehouse), a special system was developed when, when accepting a buyer’s order, if there is no product in the warehouse, but until the next delivery another month, the manager can find out whether a competitor has this product and order it. The manager includes this product (Someone else's product) in the customer order with the designation To order (To be supplied), and when the customer order is posted in the system, an order/orders are automatically created for the supplier/suppliers (data about suppliers is taken from the product card). As a result, the client receives all the assortment he needs and continues to actively work with your company. He will not go to a competitor in search of the position he needs, because you have everything he needs.

This approach significantly increases sales volume, while in many cases profits increase slightly, because you buy goods in small quantities, perhaps even from competitors, and therefore sell some items with almost no markup. What's the point? You gain customer loyalty. Your customer does not leave, fills out an order with you, and buys other goods along with the unprofitable “alien” position. And you will notice an increase in profits from such a work scheme at the end of the month, quarter or any other reporting period. By increasing customer loyalty, sales volume and profits will increase significantly.

8. Sale of related (additional) services

Many companies sell only products without any additional services. But often it is the service that helps customers make a choice in your favor.

For example, among my clients there was a company specializing in the sale of cable products. At some point in time, they decided to introduce an additional service - cable laying. Those. In addition to the delivery available to everyone, they began to offer on-site cable cutting, as well as installation at the customer’s location. As a result, not only the profit increased due to payment for additional services, but also the volume of sales of goods.

What is the reason for this increase in sales? Some customers of such products consider it a big plus to be able to order everything in one place: both goods and services. They don’t want to waste time searching for contractors and cannot install (lay) the cable they need on their own. Those. in this case, clients reason like private buyers: “if I bought a sofa, then I need to assemble it right away, albeit for an additional fee.”

For some reason, many companies neglect this opportunity to increase customer loyalty, the attractiveness of products for new customers, as well as profits. In fact, selling services is a great method to increase sales. Don't forget about him.

9. Make the terms of cooperation softer

Many companies work with their clients under very strict conditions. This is especially common among those who have been working in the market for a long time, often since the 90s, working with imported goods, with products that have no analogues on the market, and so on. For example, I had a client who sold imported professional cosmetics for beauty salons. Despite the fact that one jar of the product can cost from 17 euros and more, in order for a dealer to receive a 5% discount, it is necessary to make a purchase volume of 2,500 euros, and to receive a 20% discount - 7,500 euros. In addition, dealers took it upon themselves to buy and distribute magazines that no one wanted. There were other requirements, often inconvenient and unfriendly towards clients.

10. Sell more expensive goods

Typically, the buyer chooses from several units of a product of different prices. At the same time, price will not always be the decisive argument for making a decision. Let's say a person will not always buy the cheapest jeans out of three options.

At the moment when the buyer has almost chosen, offer him a similar product, but from a more expensive segment. Perhaps the buyer did not notice it on the shelf. Explain why your option is better (higher quality, better fit, fashion brand, etc.). If you have shown the benefits of the purchase, 30-50% of customers will agree with you.

11. Sell kits

Create sets using the “this item is often bought with this item” principle. This works both in offline trading and in online stores. The buyer tries on trousers - offer him a suitable shirt, jacket, sweater. Don't say “take something else,” but offer a specific model, a specific product. This works even better together with a discount on your second purchase.

12. Run promotions

Promotions like “4 things for the price of 3” are a powerful motivator for increasing the purchase amount, even if you personally are skeptical about them. Of course, it makes sense to hold such promotions only when you are primarily interested in selling goods and clearing shelves. If your product can last, will not deteriorate and will not go out of fashion, you do not have to arrange a total liquidation.

13. Increase the time spent by the customer in the store

Time is one of the important factors influencing the purchase. You can increase it, say, by influencing the companions of your customers. In a women's clothing store, create a relaxation area for your husband and a play area for the children - and you will immediately notice how the average check has increased.

If you rent premises, for example, in an elite shopping center, then allocating and equipping a recreation area for you may not be low-budget at all; always consider the costs.

14. Use “cardboard salespeople” and “talking” price tags

Cardboard salespeople are signs on which you place important features of the product. This could be a mini-selling text, technical specifications, an indication of the audience, or the purpose of the product. In a clothing store, you can write, for example, what type of figure a particular outfit is suitable for. In a household appliance store - for what home, what intensity of work, and so on. “Talking” price tags are a version of the “cardboard seller” on the scale of one price tag.

It is especially important to use this technique when working with a male audience. Women are more willing to communicate with sales consultants, while men are more comfortable reading information.

When posting large cardboard sellers, remember that people will be reading them as they go, so choose placement, text size, and image wisely. In an online store, the function of a “cardboard seller” is performed by product descriptions, remember their importance!

15. Let's test and try your product

Often people do not buy something that is unfamiliar to them because of doubts: is the quality good, will I like it, will it fit, will I be able to use it. Some products have a statutory buyer's right to return. But you can go further: offer an extended money-back guarantee.

Some products cannot be returned, but you can let visitors try them out. For example, I recently had a consultation with the owner of a handicraft store. Her tools for making jewelry were not selling well. She set up a table in the store where anyone could try them out - and her sales of not only the tools themselves, but also consumables, increased.

It has become the norm for online stores to have many payment methods in their arsenal, including electronic money. But offline there are still retail outlets where they only accept cash. To the different payment methods, add payment on credit, payment in installments - there will be more purchases.

Of course, these are not all the ways to increase the average check in a retail store. Each business and each case may have its own recipes.

Most entrepreneurs who started their business from scratch, and even experienced businessmen, are concerned about the question: how to increase sales in a store?

This article will look at 9 effective ways that can increase profits.

A big plus: they will not require additional substantial investment in implementation.

How to increase sales in a store: determine the main factors

Before moving on to the main topic of how to increase sales, it is necessary to determine what their level depends on:

The arrangement of products on shelves, racks or hangers plays a huge role in sales.

There is even a special “science” - merchandising.

It is also important what the product looks like.

For example, it will be difficult to persuade a client that this meat is worth buying if it looks like it has been sitting on the display case for a week.

Products must be intact, clean, and look presentable.

1. Also, of course, the level of sales depends on the ratio of price and quality.

Now let's move on to learning the basic tricks that will help increase sales.

9 working ways to increase store sales

Rule No. 1. The more expensive the better.

The sales assistant must closely monitor every visitor in the store.

And not because the buyer can appropriate something for himself and not pay for it at the checkout, but in order to offer the product at a higher price in time and thereby increase the number of sales.

Sounds absurd?

For example, a sales consultant noticed that a visitor was already ready to buy a hat.

At this moment, he comes up and, without any intrusiveness or trembling in his voice, offers a similar product, only 15–20% more expensive.

Of course, for a reason.

At the same time, he refers to the fact that the hat he proposed:

• several orders of magnitude better quality than the previous hat;
• produced by a well-known company;
• this brand will be popular in the coming season;
• be in the status of exclusive accessories, etc.

No fashionista can resist such a list of advantages.

In addition, psychology comes into play here: most people cannot utter the phrases “this is expensive for me,” “I want something cheaper.”

This move allows you to increase the number of products sold, despite the fact that “misfires” in this scheme, of course, happen quite often.

But even if 30–45% of all visitors fall for this trick, then this method will increase conversion by 22%!

Rule No. 2. The more the merrier.

For a consumer to buy not one, but several products, he needs a compelling reason.

Let's return, again, to the example with the hat.

Only in this case should the seller increase sales by offering to additionally buy another item at the point of sale, and not a similar product.

For example, buy matching gloves or an elegant scarf to go with your new hat.

In no case should an employee force you to try on the product on offer and be intrusive!

This will have the opposite effect.

The buyer can even henceforth take the tenth route around the store to avoid this “pesky character.”

The seller must demonstrate the second item, describing its advantages.

It is important to explain to the person why he should leave with two purchases at all.

For example, noticing that the proposed scarf is in harmony with the chosen hat, while creating a full-fledged fashionable look.

This is a good trick to increase sales in the store.

Rule No. 3. How to increase sales in the store with the help of a related offer?

This rule is in some sense “consonant” with the previous one.

Every clothing store contains products that can additionally increase sales, but are usually not offered to customers when choosing the main item.

These are the so-called small items, which are usually displayed in the checkout area or on small racks around the sales floor.

Such related products may be:

• scarves;
• hairpins;
• umbrellas;
• bijouterie;
• various cases, wallets.

How it works?

For example, a man buys jeans.

At the checkout he is offered to purchase an additional pair of men's socks.

This is argued by the fact that then the purchase amount will reach the required minimum in order to open a discount card.

Few buyers will refuse: socks will always come in handy, and participation in the savings system is an opportunity to save on future purchases.

The consumer thinks this is a good investment and agrees.

Even if the entrepreneur’s profit from one such sale is small, but if you sum up the results of the month, the increase in sales using this method becomes obvious.

Therefore, store owners should not refuse to use such zones, and they also need to motivate sellers and cashiers to mention the existence of such goods to customers.

Rule #4: Don't forget about your customers

Use methods that will allow you to find out the buyer’s contact number at the time of sale of any product.

The easiest way is to ask to fill out a small form, for which the client can receive a discount card.

In this way you can create a database of store visitors.

How will this help increase sales at the point of sale?

The collected contact numbers of consumers are used for calling.

Here's how consultants can justify calling a buyer:

1. Information about new deliveries to the store.
2. Messages about profitable offers.
   For example, “buy one razor as a gift for a man on February 14, receive the second as a gift” or “we will pack it in beautiful gift paper for free.”
3. To find out why the client has not visited the store for a long time, and whether he has any wishes regarding service or product.

The ability to work correctly with such a tool is a real art.

Only those employees who have good diction and know how to work with objections should do this.

They also give a good response rate and will also increase sales in the store.

The effectiveness of this method is confirmed by statistics:

Rule No. 5. Enter your discount card

To increase store sales in this way, you need to become familiar with the two sides of the coin in this process.

The positive side of the coin

How to increase sales in a store?

Mainly by increasing the number of consumers. And a discount card allows you to “get” them.

Buyers will always be attracted by the opportunity to save money.

For example, a girl wants to buy herself a handbag. This model is in two nearby stores. Only in one she has a discount card, and in the other she does not. Of course, she will go to buy goods where at least a small saving awaits her. Reasonable, isn't it?

With the help of discounts, we can increase sales by attracting more customers rather than increasing prices.

Negative side

When issuing such cards to regular customers, the store loses the lion's share of profit.

Whatever one may say, the amount “underpaid” by the buyer is the lost profit of the outlet.

Therefore, the feasibility of using cards must be calculated in each specific case separately.

Each owner will determine for himself whether it is worth using this method of attracting visitors.

But its effectiveness cannot be denied. Moreover, the efficiency gradually increases.

Pay attention to the comparative statistics of whether the presence of a discount card affects attendance:

Rule No. 6. Bonus program to increase sales

This is another move that is aimed at increasing sales in the store.

Calculate the average enterprise and add approximately 25-35% to it.

This amount will be the control minimum for the bonus program.

For example, the average store receipt was about 2,000 rubles. Then, to receive bonuses, the buyer will need to cross the threshold of 2,500 rubles (2,000 + 25% = 2,500).

Come up with some gifts as encouragement.

This can be either store products or any products from partner companies.

This method can increase sales in the store.

In addition, teach your employees to say the following words: “You made a purchase in the amount of 2,320 rubles.

If you purchase another 180 rubles worth of goods, we will give you one of the gifts to choose from:

• plush toy;
• flashlight;
• keychain;
• handle;
• fridge magnet".

It can be anything! The main thing is to interest the buyer and make him pay even more.

Also, instead of gifts, according to the terms of the bonus program, you can award points that customers can spend on future purchases.

This kills two birds with one stone: it attracts people and makes them become regular customers.

The scheme is like this:

Rule No. 7. How to increase sales in a store with the help of promotions?

This list of the top 10 ways to increase in-store sales wouldn't be complete if you consider promotions.

Promotions will always exist, because this is the easiest way to increase the volume of goods sold.

They allow you to motivate a person and persuade him to spend more than he originally planned.

The most effective scheme that will help increase sales is 2+1 or 3+1 (buy three things and get the fourth as a gift).

This method not only allows you to increase sales in the store, but will also help when changing products to a new collection or switching to another season.

The store sells several items at once that might otherwise sit unsold, instead of writing them off and sending them to stock centers.

In addition, this method will help increase the number of customers in the store.

It is noted that information about such actions is disseminated through word of mouth especially actively.

Rule No. 8. “Book of complaints and suggestions”

According to the law, every business must have such a book and issue it upon the client’s first request.

But often the owners completely ignore their presence: the document is sent “to the table”, and is issued only upon urgent requests (“otherwise you never know what kind of nasty things they’ll write to us”).

Meanwhile, this may be one of the reasons why it is not possible to increase sales in the store.

Surprised?

The fact is that based on complaints and suggestions, self-respecting boutiques or retail outlets determine what exactly customers are missing!

Of course, you shouldn’t invite every visitor to leave a note there.

Instead, you can introduce short surveys.

They can be carried out by cashiers when selling goods, and you can also place a box for requests and wishes on the sales floor.

Rule No. 9. Communication with the client

To increase sales in a store, you need to think not only about selling “here and now.”

Work for the future too.

For example, a person bought an expensive tablet, phone, laptop in your store.

And suddenly, a day or two later, store representatives call the buyer and ask:

1. Is the consumer satisfied with the purchase?
2. How quickly did you manage to set up an expensive purchase?
3. Do you need help mastering technology?
4. Do you have any suggestions for improving the store?

Agree, this gesture is very pleasant.

Every person will appreciate such care.

In addition, you will definitely want to tell your friends and acquaintances about this step of the store.

And word of mouth is an effective method of free advertising.

The methods listed above will help you decide how to increase sales in a store.

But we can’t forget about the main thing behind the “tinsel”: the key to the success of a retail outlet is customer care, quality products and highly qualified sales consultants.

If everything is in order with this “base”, the methods described in the article will help increase sales in the store in a short time.

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Ivan Sevostyanov, General Director of Webprojects, revealed a dozen effective techniques that, in principle, are easy to implement. In addition, this can be done practically for free. And the result will not be long in coming. You just need to choose what brings your business the most profit.

• Every website has the potential to increase sales. You just need to choose the right development strategy.
• The easiest way is to engage in SEO or contextual advertising. Then you will need internet marketing services. The rest needs to be tested on each specific site.
• There are at least 10 proven ways to increase sales without additional investment. But in reality there are a lot of them. Only ten are described here.
• They work with different returns for each business separately and are not suitable for everyone, so you need to test and use what brings profit.
• Implementation either costs some money or is very cheap and fast.

1. We force the sales department to work around the clock, 24×7

• If your business is on the Internet, then orders should always be accepted, and not just on weekdays. This is very often not taken into account, if only because of time zones.
• Taking orders only on weekdays can cause a loss of 20-50% of customers depending on the business.

What to do?

1. Appoint someone responsible for receiving calls/orders outside of business hours.
2. Set up forwarding to his phone (email).
3. Periodically check whether orders are actually being accepted.
4. See how many more requests there are from the site.

Cases from practice

• The number of orders from us has increased by 15%.
• A 20% increase in the number of calls from one of our clients.

Related article: Sales order

2. We fire intermediaries

• Outsourced call centers are killing your sales.
• There should be no intermediaries between your client and sellers.
• Another option is to create your own call center.

How are call centers killing sales?

• Calls to the subscriber service of mobile operators (Megafon, 30 minute wait)
• Eldorado, call the delivery service (50 minutes wait)
• “Your call is very important to us!” And so on for 10-20-30 minutes. Naturally, with such an attitude towards the client, there can be no talk of any super-sales!

What to do?

• Transfer call reception to sales department employees (that’s what we did).
• Create your own call center (it can consist of 1-2 employees).
• Hire an expensive call center, where the wait time for a subscriber on the line is 5-10 seconds.

3. Set up an online consultant

• A program that allows you to advise site visitors and actively sell.
• You can place it for free for 14 days.
• May provide several additional applications per day (depending on the business and site traffic).

What can be delivered quickly?

• Livetex.ru - free for 14 days.
• Krible.ru - free
• CO Browse from Redhelper.ru - used to be free, but now we need to clarify.

Cases from practice

• Installation on our site gave 2-5 additional requests per day and 1-2 sales per month.
• Installation on the site of one of the clients - 10-12 requests from the site per working day (visited site).

4. We write selling texts

• They don't read texts!
• Plain text conversion rate is less than 1%.
• Conversion of selling text from 3 to 20%.
• You can increase the number of requests from the site several times.

5. We collect a client base from the site

• 99% of the site’s audience don’t buy it the first time.
• You need to somehow get the contacts of site visitors.
• Then, using these contacts, you can sell your product.
• No one will just give away their contacts!

Related article: 3 ways to quickly double your website sales

What to do?

1. Do we think that we can give something useful to a future client in exchange for his contacts?
2. We place a form on the website offering to download some useful information for free. For example, when filling out a form to receive a book as a gift. You receive the address and add it to the mailing list. Sometimes it's worth making a useful newsletter. Just don’t do it very often, don’t rush it. Otherwise the result may be the opposite.
3. We receive contacts and give the client a bonus.
4. We send your suggestions or simply useful information to your contacts.

Over time, a good customer base is formed, to which you periodically send mailings and sell.

6. We develop promotions for clients

1. The promotion increases interest in the product.
2. Helps you sell more.
3. Gives a good incentive to buy now rather than later.
4. It is useful to do promotions constantly.
5. Time limit (countdown timer).
6. Benefit for the buyer.
7. Good description of the promotion.
8. Should motivate you to buy right now.
9. It is effective to place it on a separate page without navigation and links. Then the visitor will either buy or close the page.

7. We give super guarantees

• A very attractive offer for your customer increases sales.
• For 2-3% of clients you will have to comply with the terms of the guarantee.

Examples of guarantees

• 100% refund for goods within 30 days if the goods are not suitable.
• 100% refund for services within 14 days without explanation.
• Return shoes within 365 days if they do not fit for any reason.
• Refund for training within the 1st day of training.

8. We sell “in addition”

• Principle cross sell(up-sales).
• We sell additional products to the client “in addition” to the main ones.
• Increases sales and profits.
• Can be implemented in any business.
• Many online stores actively implement this method of sales.

9. We offer solutions, not products.

• The client comes to you with his “pain”.
• Your job is to offer him a solution that will relieve him of his “pain,” not just a product.
• Solving a specific “pain” will cost more.
• You will make a big profit.
• The client will be satisfied.
• You will be different from 99% of competitors who only offer products, not solutions.

Do you want to increase sales of your products or services?

There are two news: good and bad.

The good news is that after reading this article you will learn 3 fundamental secrets to increasing sales.

The bad news is 90% of people won't use it these secrets. Not because they are worthless or difficult to implement. No. Just people in an eternal search for magic buttons, magic pills and universal life hacks.

• 100 tips for a sales manager
• 100 objections. Business and sales
• 111 ways to increase sales without increasing costs
• Work with objections. 200 sales techniques for cold calling and personal meetings.

I'm not against books like this. Most of them may even be useful. BUT! They can only be useful as a supplement.

The sales system itself must be built on unshakable foundations. Like a house on a strong foundation.

In this article you will learn about how to increase sales by building a system that works:

• In any market
• In any conditions
• For any product (product, service, education, software).

For simplicity, I will use the word “product” in the examples. By this I mean services, software, and educational products.

Secret No. 1. Low entrance fee

We can look at the relationship between seller and buyer through the lens relationships between ordinary people. For example, men and women.

Let's imagine that a young man comes up to a girl completely unfamiliar to him and says: "Will you marry me?".

At best, they will laugh at him. Why should a girl marry the first person she meets?

But most companies build sales this way. They immediately invite the person to go to very serious step: make a purchase for an impressive amount.

Someone might object:

"But the potential customer knows that they have a need. And they also know that our product can satisfy that need."

Let's return to the example of human relationships. Imagine that a young man approaches a girl and this time operates with the following:

“You don’t have a wedding ring on your hand. This means you are unmarried. You look 20-25 years old. At this age, 90% of girls want to get married. So, maybe you don’t mind if you and I get married?”

Just because a guy knows about a girl’s desire does not mean that she will want to marry him. And even if he wants to, it’s definitely not at the first meeting.

The presence of a product does not mean that a potential client will want to buy it from you. And even if he wants to, it’s unlikely at the first meeting.

But how do ordinary human relationships work?

Usually a guy invites a girl for a cup of coffee. A cup of coffee is absolutely small commitment which is easy to agree to (unlike marriage).

If everything goes smoothly at the first meeting, then the guy can invite the girl to lunch, dinner, and so on.

The easiest way to increase sales for your company will be if in the first step you offer small micro-commitment. Having made this micro-commitment, the potential client will be satisfied and will look forward to further, more serious proposals from you.

The entrance ticket can be either paid or free.

A free entrance ticket can be any lead magnet – a piece of very useful information. For example, for an online cosmetics store, a good lead magnet would be the PDF brochure “5 Rules for caring for oily skin.”

After reading this brochure, a potential client:

• Will receive value from you in the form of useful information
• He will begin to trust you, because after reading the information from the lead magnet, he will be convinced of your competence
• Finds out what skin care products he needs and where it is more profitable to buy them (from you).

A paid entry ticket can be a product sold at cost or even free (with delivery charges). For example:

With the admission ticket we get two very important benefits.

First of all, we convert as many people as possible from just “passers-by” to clients. Why is it important? Because it is much easier to sell to an existing client than to someone who sees us for the first time.

Secondly, with a small micro-commitment, we evoke two of the most important feelings in a potential client: trust and gratitude.

Many companies know the importance of trust. This is why they love to show reviews and cases.

But many people forget about gratitude. But this is a very powerful weapon...

Robert Cialdini

The first rule of influence is gratitude.

In simple words, people feel obligated to those who give them something. gave first.

If a friend invites you over, you will feel obligated to invite him back.

If a colleague does you a favor, you feel like you owe him a favor in return.

In the context of social relationships, people are more likely to say yes to those to whom they owe something.

The effect of the “Law of Gratitude” can be clearly seen in a series of experiments, spent in restaurants.

On your last visit to a restaurant, the waiter may have given you a small gift in the form of chewing gum, a mint, or a fortune cookie. This is usually done when the bill arrives.

So, will giving a mint affect how much you tip? Most will say no. But in fact, this small gift, like a mint candy can change everything.

According to research, giving one mint to a guest at the end of a meal increases the average tip 3%.

Interestingly, if you increase the size of the gift and give two mints instead of one, the tip does not double. They quadruples in size- up to 14%.

But perhaps the most interesting thing is that if the waiter gives only one piece of candy, he turns around and starts to leave, then pauses, comes back and says:

“But for you wonderful people, here’s an extra piece of candy,” then the tip just skyrockets.

Average, tips increase by 23% not due to the number of gifts, but due to the fact how they were handed over.

Therefore, to use the Law of Gratitude effectively, you must to be first, who gives...and make sure that the gift is personalized and unexpected.

As I said, using the Law of Gratitude can be a powerful weapon. For example, major drug trafficker Pablo Escobar used the “Law of Gratitude” for his own purposes.

He built houses and provided food for the poor people. In response, they undertook to protect him, carry out his instructions and were literally ready to die for him.

Request!

If you are selling something illegal, harmful, immoral or useless, please do not read further. I don't want to see good marketing used for bad purposes. Also, no amount of marketing will help if you have a bad product.

Simply implementing a cool entry ticket can double your sales. And you no longer need to look for 100,500 ways to increase sales.

What entry ticket can you use to increase sales of your business?

If you sell products it could be:

• Lead magnet (a piece of valuable information: PDF report, price list, e-book)
• Small free gift
• Coupon
• Discount
• Sample

Here is an example of the discount that Godaddy provides for purchasing a domain (1st year):

We see that at first Godaddy gives away the domain 8 times cheaper (payment for the second year):

A huge discount is the entry ticket to this domain registrar.

TOak increase sales of services? Use the following entrance tickets:

• Leadmagnet
• Service at a very low price
• Consultation

For example, on the website kwork.ru almost all services cost 500 rubles (a good entrance ticket):

If you sell software, The entrance ticket can be:

• Trial period
• Demo version
• Product demonstration video
• Consultation

For example, one of the most expensive email messaging services, ExpertSender, offers a live demonstration of the program as an entrance ticket:

They don’t even show rates on the website, but use a price list in the form of a lead magnet:

If you sell educational products, your ticket of entry might be:

I would like to point out that implementing an admission ticket increases your company's sales, but does not necessarily increase its income. Because income and sales often do not correlate with each other.

But how to increase the company's sales increase its profitability? Secret number 2 will help with this...

Secret No. 2. Expand your product line

Since you won't get rich by selling admission tickets, you need to offer other products to your customers. For example, when purchasing a domain, you will also be offered the option of protecting contact information:

professional mail:

and similar domains:

When purchasing a service on Kwork, you will also be offered additional options (urgent execution, additional edits):

Big companies like Apple, McDonalds, Amazon do the same thing...

Did you know that selling a burger for 2 dollars 9 cents McDonald's makes money only 18 cents? This is because every client costs this company V 1 dollar 91 cents:

$2.09 - $1.91 = $0.18

But how does McDonald's make money then?

On Coca-Cola and French fries. Together they bring $1.14 (profit growth 6.3 times). As you can see, a competent product line can increase profits significantly.

On the iHerb website, additional products are sold using the “Frequently purchased with this product” widget:

Want to know how increase product salesas quickly as possible? Just offer the customer related products when placing an order. You'll find that increasing product sales has never been easier.

Companies spend the most money on attracting customers. Therefore, every additional sale to existing customers, every additional option or product increases profits incredibly.

If we talk about methods increasing sales and profits– a large product line without competition. And developing it is not that difficult.

In your business you can:

• Come up with a new product.
• Make a premium version of an existing product.
• Combine several products and make a set.
• Create a subscription.

Easiest to implement premium version existing product and set of products.

For premium version you can add additional features, extended support, and so on.

Sets products are good because it is more profitable for the client to buy it than each product separately. For example, you have three products for $500. You create a set and sell it for $1000 (instead of $1500).

Subscription is one of the best monetization options since the client pays you on a regular basis. For example, if you have a car wash, you can launch a subscription: an unlimited number of car washes for 1,000 rubles per month.

There are companies that combine subscriptions and product bundles. For example, the streaming company DAZN has revolutionized the world of sports broadcasting.

If previously boxing fans had to pay a TV channel $65 to watch one interesting boxing event (PPV), now they can pay the streaming service $10 a month and watch all sporting events for 30 days.

Total value of products from the last box is 8428 rubles. But you get it all for only 1400 rubles.

Why is the company taking this step? Behind what is now they have a guarantee what you will pay every month. You can also buy other products from them that are not included in the sets (Law of Gratitude).

If you're looking for creative ideas to increase sales, consider expanding your product line. Sets, subscriptions, passes, premium packages - there are more than enough options.

Secret No. 3. Return track

The reality is that not all potential clients will sign up for your entry ticket. Not everyone will buy the main and related products. Therefore, it is very important to have a return path.

Increasing company sales through a return track is one of the most underestimated opportunities.

The return path is clearly defined scenarios for the return of potential clients to purchase your products. If they have already purchased, we use the return track to encourage repeat purchases.

To implement a return track we can use:

People often ask whether promotions can be used to increase sales. Stocks are another tool return tracks. Use them wisely and you can significantly increase your sales.

Better yet, stop looking for different tricks to increase sales. If you want long term growth, use the basics which you have just learned about.

How to implement all this in your business? I prepared it especially for you premium video “One-page sales system”. After watching it, you will get a clear plan to increase sales in your business.