All business owners want to increase their bottom line and in most cases to do this we have to increase our sales. How do we do this?
1. Read - Read up on experts in your area and learn from what they have to say. Read books written by successful business people and discover what they do that makes a difference. Often you will find that much of what you are doing is the correct thing, but it is that one or two things that you don't do that make the difference!
2. Be a great listener - As a business owner and/or sales person, when talking to a customer or prospective client, use their name in the conversation and maintain eye contact. Don't jump in with an answer to a question that you know is coming; wait until the question is asked and then give the answer.
3. Find the good in everyone - No matter how difficult a customer may be, no matter how tricky a request might be, see the good in each situation and in every person. Customers and prospective clients will sense this and you, in turn, will gain their respect.
4. Be genuine and enjoy what you do - As with genuine positivity, customers and prospective clients will also pick up on genuine joy and enthusiasm. How often have you spoken in person or on the phone to a sales person, only to feel that they're just going through the motions and don't really care about what they are doing? Enjoying what you do and showing this is extremely important and easily conveyed. It shows in your voice, it shows in your smile, it shows in your mannerisms and is shows in the way that you engage a customer.
5. Show interest - Show interest in people. Other people will pick up on this genuine interest and your business will grow. Instead of saying "I" in a conversation, think of questions you can ask the person about them and their business.
6. Ask for the sale - Often we do everything right but forget one important factor; we don't ask for the sale. After talking to a customer and spending time discussing what they require, ask for the sale. You will gain more respect from a client by doing this and may even end up with the sale! What have you got to lose? If you don't get the sale after your first meeting, and this often occurs, go back a second, third and fourth time.
7. Review - After a meeting or consultation with a client, review what happened at the meeting. Congratulate yourself on the positive outcomes and if there were certain things that didn't go as well as you had hoped, reflect on how you could do these things differently next time.
This list is by no means the only things that we can do to increase sales but it is a start. If you have any other ideas that you think work especially well, please feel free comment or to email me at firstname.lastname@example.org.