Developing
that crazy idea of yours into the next big thing and getting everybody talk
about it is not good enough if you are not making enough money out of it.
In the
business world, it is not a celebrity contest - I don’t give a fuck fufu
about how popular your company is, if you are not living up to expectations in
terms of money (profits).
Whether you
run a small business or a mega business, you have to pay particular attention
to the sales department and the relationships between sales people and
customers.
Sales=Money……
No sales = No money. So in planning and carrying out an effective and
systematic growth strategy, pay ATTENTION to sales.
I did some
research and drafted out these proven principles to help boost your sales.
Understanding these principles will help establish a sales culture in your
business that will foster maximum sales growth.
Do not read
this alone. Also force get your sales people to read this article.
DO YOUR HOMEWORK: Before you seek information from
customers, learn as much as you can about industry trends so you can ask
informed, intelligent questions. Look for facts, figures and trends that will
help you shape your product or service for the next round of sales effort. Use
all available resources: online trend data, websites, annual reports for public
companies, demographics, industry publications, competitors, industry guides,
trade shows, customer surveys, even a good walkabout in your own retail store.
These sources will tell you about your customers’ needs raise your IQ and set
the table for future business ideas.
ANTICIPATE
CUSTOMER NEEDS: Regardless of whether you’re involved in business-to-business
or business-to-consumer sales. If you are going to sell as much as you can,
you’ll need to develop strong, long-term relationships with your customers. The
best way to do this is to anticipate what your customers need in order to
customers need in order to be successful at whatever they are doing. Since
sales people are on the front line in contacting customers, they should know
more than anyone else does about what customers needs. The more you know about
your customers’ needs the better you can anticipate what they need to buy from
your company. Ask them about their short- and long-term initiatives; they will
be happy to tell you. Listen as they explain their problems to you. Try to be
the solution to their problems.
EXPAND YOUR NETWORK: As you are selling, work hard to
branch out through your current customers. If you have many individual
customers, get to know more about them after they purchase your product or
services. Find out the names of those who are using them, how they are using
them and why. Do they use the product alone, or do they use it in conjunction
with other products? If it’s the latter, can you provide those other products
as well?
If your
customers are other businesses, try to work your way into the fabric of the
customer’s company by expanding your reach into other parts of it. Meet people
in as many different departments and other operational areas as possible. Just
do all you can to expand your rolodex. The information you get will give you a
huge head start on your competition.
MOTIVATE SALES: It is very important for your sales
force to be extra motivated to sell (especially pre-sell) whether you’re trying
to expand your business by promoting new products or services, or by going into
new markets.
Few things
are worse for your bottom line than a sales force that’s just going through the
motions. Sales people need to care about your product or service. If they
don’t, that gets communicated, and the prospect wonders, why should I care?
The sales
force should never lack for motivation to succeed in a new business development
arena. That’s why it’s important to give your sales people incentives to help
develop new product and services, as well as new customers.
So get
creative. Think of ways to get your salespeople think more about the business
growth. Bribe them, shoot them, feed them, just do anything that’d
motivate them – you know them better.
On a final
note, also develop your talent (your employees) enroll them in trainings that
will help them help your business grow. Promote internally, don’t be afraid to
give opportunities to those at lower levels. Work with them as your company
grows and give them the opportunity to rise to the occasion.
What do you
think about these principles and kindly share with us what works for you and
your business?
You can also
follow me on twitter @sadiqspeaks to get more tips on business, marketing and
bullshit
Photo Credit: Entrepreneur via shutter stock
