Yep, we know – there are probably a million articles on the net this week about how to increase sales in 2017. But this post is different – why? Because it’s actually useful. It’s full of real, no nonsense, genuinely implementable things you can do to increase your chances of getting new business in 2017. Are you ready? Let’s begin.
Revise your message
Take a look at the wording on your website and in your marketing literature. Is it still relevant in 2017? Are your clients still facing the same challenges? Do they still want the same things? What are your competitors saying? Is it time to modernise your message to remain relevant in the year ahead?
Go through your existing clients and upsell or cross sell
It’s a simple as it sounds. Pull up a list of your existing clients and ask what more can you do for them. Can you sell them a higher volume of the same product or do you have an alternative product that they would also benefit from? It might pay to look at their website and their social media and find out what’s going on in the company to give you a better idea of how you can add value. Unless you have hundreds or even thousands of clients, it pays to go through each one and create a unique offer just for them. It may be more time consuming but you’ll see greater returns. Send each client an email with their bespoke offer and follow up 24 hours later with a phone call.
‘Happy Meal’ your offering
This is an extension on the idea about and is a great way to increase sales and cross sell your products. Just like we do here at businesshands, why not try bundling a selection of your products and services together at a discount price and offering this as a package to your customers. This works well if you have a large client / prospect database. Try to create 2 or three different bundles to meet different needs and budgets.
Lure your old clients back
If you lost some clients in the past year or two, now is the time to put in a quick call or email. Acknowledge them as a previous client, ask them about their plans for 2017, find out about their current arrangements and if they’re happy with them. Next be brutally honest and ask them if you could do anything to bring persuade them to give you another shot, what would it be?
Turn your invoice into a sales tool
This is a real winner. Add a special / time limited offer to the bottom of every invoice you send in 2017 and we guarantee it will deliver results.
Ask for referrals and recommendations
Don’t be afraid to ask clients with whom you have a good relationship to recommend you to their connections, whether that be clients or suppliers. You may want to put a referral scheme in place. There’s been a lot of negativity around these schemes but done well, they can become a real business development asset for your business. Here at businesshands, we offer a 10% referral payment to our existing clients (in the form of a discount on their bill) if we get a new client based on their recommendation. We only pay out when the new client pays their first invoice. Our referral scheme is mentioned at the bottom of every invoice as are the T&C’s around it so our clients get a reminder of the scheme every month.
Invest in a quality social media strategy
Here’s two questions for you. (i) Is your business on social media? (ii) Has social media delivered any value to the business? Your answers are probably (i) Yes and (ii) No. We talk with countless start-ups and SMEs every month who are not getting anything out of their social media. Done well though, social media could be one of your greatest business development assets. If it’s not working in your business, get an agency that specialises in it to help you out… preferably us of course!
Do 5 prospecting calls every day
Nobody likes to make sales calls but if you really want to see your business pipeline skyrocket it’s a necessary evil. Try doing your sales calls first thing in the morning before opening your emails or getting distracted with other convenient tasks. 5 calls can take anything from 10 to 30 minutes of your time after which you’ll be free to carry on with your normal daily activities. Best of all, if your morning calls go well, you’ll be set up for a great day ahead. If you’re selling B2B (business to business) – you can create your prospects list from research on LinkedIn and prepare the day before.
Combine blogs and LinkedIn
If you’re a B2B business and you’re not writing regular high quality blogs/articles – you should be. Blogging is not only great for your SEO but it helps to define who you are as a brand, it helps to show your expertise and it helps to demonstrate you can solve your (potential) customer’s problems. A great way to maximise the visibility of your blog and get it in front of people who will find value in it, is to set up a LinkedIn InMail campaign. This will allow you to introduce your company to a very specific list of people which can be filtered by Job title, seniority, company size, location and many other factors. If you’d like to know more about this option – get in touch.
Exhibiting at a trade show is a great way to gather new leads and it doesn’t have to be expensive. We have just booked a stand at a local trade show in February for just £130 + VAT. Don’t be afraid to haggle on price and plan the event carefully. You’ll need to think about what you do in the build up to the event, what you’re going to do and say at the event and then how you’re going to follow up afterwards.
So there you go, 10 ways for your business to increase sales in 2017. And because we’re full of new year’s cheer, here’s another one on us…
Network within your industry
Networking events might seem superficial but they’re not just about finding new clients. These events provide a great platform to make more contacts within your industry and make more people aware of your business. By growing awareness of your brand, you’re more likely to receive referrals and who knows, you may even be able to build a partnership with another non-competing business in your sector to help sales really take off.
If you would like any more information or advice on the above tips, why not give one of our team a call today on 0207 458 4788. Thanks… and don’t forget – if you’ve found this article useful, please share it with your network.