7 WAYS TO BOOST SALES

1. Promote your USP
2. Customer service first culture
3. Designing a customer service journey
4. System for follow up
5. Make buying easy
6. Utilizing discounted add-ons
7. Design a referral program

As business owners, we are always on the lookout for easy or efficient ways to boost our sales. Most owners go directly to discounted services and products as a means to generate that extra revenue. What we often forget about in the process is how to see our business from our customer’s point of view. The problem is if we discount our product the value of that product is forever discounted in the mind of the end-user. For instance, if I sell a pen for $50 that pen is worth $50 to the customer. Now if I discount it to $30 then the pen is only worth $30, even if the discount is only temporary, the pen is forever only worth $30. Instead, we want to find ways to create value and engage customers to create loyalty to us as a brand. Here are a few ways to boost sales without discounting services.

1. Promote your USP: USP is the unique selling proposition of your business. It is the thing that is unique to you and why your customers chose you over your competitor. It could be the attention to detail you put into packaging. It could be the after-sale support that you offer. It could be the sustainable material that you build your product with. It could be your philanthropy. It could be a variety of things that makes your particular product/service unique. Ultimately it answers the question: “We are special because….” Make sure you scream this from the roof tops!! Let your customers know WHY you are a better choice than all the rest!
2. Create a customer service focused culture: In this day and age our clients and customers have so many options to chose from when it comes to solving any problem. As a customer and client, myself, one of the fastest ways to filter out these options is through the customer service I can potentially receive. This is why google and yelp reviews are used by so many in their buying decision. It is just smart business to make sure, train and ensure that each person within our organization puts customer service at the forefront of the business’s culture. We are ultimately here to solve a client’s problem so let’s do so with grace and understanding.
3. Design a customer journey: As a direct follow up and support for #2, design an entire customer journey. The journey creates consistency of service, is trainable and can provide performance indicators to ensure that service is delivered according to plan. It can also tell you where training is lacking or service goes off the rails.
4. System for follow-up: Often times we get so busy that we let customers lose touch with our brand. We market, market, market to get a new customer, service them then never see them again, then start the cycle all over again. Well, what happened to that customer? Where did they go and why are they not buying from us again? Because we lost track of them and we stopped cultivating that relationship. But we paid so much money in marketing to get them in the first place!! Create a follow up plan to stay in touch, send them a Christmas card, birthday card, singing telegram or SOMETHING!!! Keep up with them!
5. Make buying easy: How many times have I worked with a company that has thousands of dollars in unpaid invoices only for them to say that they only take checks or cash or that they haven’t gotten around to send out invoices. Why make it so difficult for your clients/customers to pay you? It should be the easiest part of the transaction. The most challenging part for customers should be the decision, the easiest should be to pay. Tell them the price and send them the invoice, or better yet have them pay at time of decision whether that be in your office or online.
6. Discounted add-ons: If you have ever worked in the hospitality industry then you are VERY familiar with add-ons. If you have shopped online, you are familiar with them too. These are the purchase related items that are often offered at a discount at or close to the time of checkout. Examples are “Would you like dessert with that?” or “check out these related items, get 10% off if purchased together.” This can apply to most companies whether it be additional related products or additional related services. Ex: 5 tree trimmings for $___ add stump grinding for 10% off, buy 5 mugs get the mug warmer for $_____. In this way discounts don’t devalue the service, but indicates that the customer is getting a special price as a benefit of doing business with you.
7. Create a Referral Program: Referral programs can be great for people in your network, people that have businesses that lead or complement yours (CPA’s & Book keepers/ Landscapers & Tree companies, etc.), people with large communities/networks, or loyal customers. Referral programs can be monetary or non-monetary. They can receive points/discounts for future products or monetary compensation for referrals. These work great because someone else spreading the word about your business can often multiply it faster that you talking about your business!

You can implement one or all of these strategies to help your business grow. Additionally, one or more of them may not work as well for your business but could be modified to fit. Running a business is an evolution because of the environment, market, and social change. Keep changing and evolving with it!

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