When you run a business, your sales figures will likely move in one direction: up or down. Of course, you want sales numbers to continue to rise. However, if you only offer a product and make a profit without actively trying to increase your sales figures, over time your sales will decline. This is why you should use an aggressive strategy to increase sales.
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Part 1 of 3: Promoting Business
Step 1. Use content marketing (content marketing)
A powerful way to promote product brands on the internet is to use useful articles that interest your target market. Digital marketers call this strategy content marketing.
- Good content marketing will attract people to visit your website and possibly buy the product or service you are selling.
- If you're not good at writing articles, hire an article writer. For that, you have to invest.
- Make sure the articles published on your website are optimized for search engines. Of course you want people to be able to find the article when they search for the right keywords.
Step 2. Create a new request
How can your product or service attract people in ways you've never thought of before? Try to market the product from a certain angle and watch your sales grow.
A classic example of marketing a versatile product is the Arm & Hammer advertisement a few decades ago. The company that manufactures it markets baking soda as a deodorizing agent for drains after a long time being known as an air freshener in refrigerators
Step 3. Increase the price
You may think that to increase sales, you must lower your prices to attract more customers. While rebates and discounts often get people to buy your product or service, sometimes raising prices is also the right move.
- Increasing prices will increase overall sales figures, if your customer count remains the same after that.
- Higher prices often imply quality. This impression will bring more customers.
Step 4. Advertise your product or service
Businesses that customers don't know about can't be sold. Make your product brand recognizable by conveying a message to your target market about the benefits of your product or service to them.
- Monitoring the effectiveness of online advertising is easier than conventional media advertising (such as radio advertising). Analytics on online advertising platforms can provide data on how many people visited your site from a particular ad, their demographic data, what type of ad they clicked on, and much more.
- Of course, advertising costs money. Be sure to monitor the effectiveness of your ads to make sure your costs are getting good results.
Step 5. Provide (and disseminate) special offers and discounts
Customers "love" good deals, so the occasional special offer is a great way to boost short-term sales. Just be sure to take full advantage of the increased sales from this special offer by spreading it as widely as possible. You can do this by conveying offers to existing customers, distributing flyers, placing advertisements, etc. Balance the costs of disseminating your offering with the benefits you might get.
- Discounted prices equally or with a certain percentage for certain products (eg Rp. 200,000 for all microwaves)
- Discount with a certain percentage for all purchases above a certain price (eg 10% discount for purchases over IDR 1,000,000)
- Buy x, free y (for example, buy 3 get 1 free)
- Limited time plan (for example, buy a computer at the end of the month free a keyboard)
- Free shipping for purchases over IDR 500,000
Step 6. Make your product buying process more secure (and spread this widely)
The chances of customers buying from you will be greater if they believe their money has not been wasted. Show confidence in product quality by providing a purchase guarantee.
- Offer a money back guarantee
- Provide easy return program
- Provide a "satisfaction guarantee" policy
- Provide social proof. One of the best ways to use social proof online is to provide other customers with statements of satisfaction with your product or service. It's a good idea to display the full name and even a photo of the customer who gave a good satisfaction review.
Step 7. Expand your network in the community
One way to make your business more recognizable (especially for small businesses) is to be active in the community. Look for opportunities to market your product brand by sponsoring or funding local events and charities, or by taking part in gatherings or festivals. As an added bonus, you may have the opportunity to sell products at events you participate in. The following are some of the types of events and organizations that you may want to pay attention to:
- Charity events (dinners, auctions, fundraisers, etc.)
- Non-profit events with wide reach (campus radio stations, etc.)
- Local entertainment organization or venue (theater or community sports team, etc.)
- Large outdoor events (street festivals, music, etc.)
Part 2 of 3: Upselling
Step 1. Offer the opportunity to choose a better product (upgrade)
Why would you sell a product for IDR 1,000,000 if you have the opportunity to sell another product for IDR 1,500,000? By offering your customers a better product than they want to buy, you can increase your sales. In addition, your customers will also get a better product. In this way, both parties benefit.
If, for example, your customer buys a 21-inch television, you may be able to give him the option of buying a 24-inch television when he will pay for only a small additional fee. The customer may or may not agree to it, but you won't lose an agreed sale unless you push too hard. So, your chances of losing profits this way are very small
Step 2. Offer complementary products
Don't be satisfied after successfully selling 1 product if you can sell 2 at once! When a customer pays for a product they buy, you can offer complementary products. Offer products that customers may need to maximize their purchase, such as select accessories. You can even offer a discounted price on a second purchase to make a sale!
For example, if a customer buys a toy, you could offer a battery pack. Or if a customer buys a printer, you can offer an ink cartridge at a discount of Rp. 100,000
Step 3. Offer appropriate product services and insurance
One way to increase profits is to offer optional services or insurance when the customer purchases. Additional protection warranties or insurances, as well as service registration or information related to purchased products are some of the things you can offer to increase sales profits.
For example, if you're selling a car, you could offer insurance that covers manufacturing defects as part of the purchase
Step 4. Place small, low-priced products around the checkout counter
A passive upselling practice that is often used is to place small products near the place of payment (the checkout counter, along the checkout line etc). The products listed in this section are usually relatively inexpensive, and can provide instant gratification, so customers often add them when purchasing. Over time, small profits from these products will accumulate.
- You may notice this upselling strategy being practiced at the convenience store in the checkout line by placing chewing gum, chocolate, and soft drinks.
- If you run an e-commerce business, there are still virtual "payout queues" you can take advantage of. Offer small, inexpensive products on the shopping cart screen so customers can add products they like.
Part 3 of 3: Leveraging Smart Business Strategies
Step 1. Allow customers to try the product before buying
If the customer feels the benefits of the product directly, he will be easier to remember (and ultimately buy) the product. If possible, try to provide a sample of a product or service that he or she can try out for free.
- However, this option is not suitable for all businesses. You certainly can't "try on" an insurance policy. However, this option may suit your business model.
- For example, if you run a department store, assign employees to distribute samples of your latest products to customers. This principle can not only be applied in the food industry. Car dealerships are well known for their free test drive service that allows customers to "try before they buy."
Step 2. Teach product salespeople to showcase the product's benefits
By explaining or "showing off" the benefits of a product to a customer's life, you can deliver a more personalized message to customers while increasing sales. You may need to direct the sales agent to convey the general benefits of the product he sells or even demonstrate the use of the product directly to the customer.
For example, many large retailers such as Hypermart exhibit the benefits of products directly by their employees such as cooking with electric grills, cleaning carpets with steam cleaners, and so on
Step 3. Offer sales incentives to your employees
Finally, one proven way to increase sales is to offer incentives to make your realtor work harder. Offering incentives to employees who sell more products is a great way to maximize your company's marketability. The following are some of the types of incentives you might offer to employees with high sales figures:
- Commission (percentage of each sale for employees who successfully sell)
- Reward packages (e.g. extra leave, gifts, etc.)
- Promotion
- Reward for achievement (e.g., exemplary employee, etc.)
