3 Easy Ways To Get More Sales

copyright 2003 Bob Leduc

Most successful businesses use these 3 marketing tactics to maximize their sales results. But many businesses struggle to get enough sales because they don't know about these tactics -- or don't use them. Are you one of them?

1. SUB-DIVIDE YOUR MARKET

Prospective customers are more likely to buy your product or service when they believe you understand their needs. Give them what they want and you'll get more sales.

Segment your targeted market into several more narrowly defined sub-markets. Then customize your sales message to appeal to the specific needs of prospects in each sub-market.

For example, a network marketer can focus on the advantages of working from home on your own schedule when promoting the business to young mothers. But she can focus on the advantages of independence and high-income potential when promoting the business to corporate employees.

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2. HIGHLIGHT AN EXCLUSIVE BENEFIT

Another way to increase your sales is to capture more of the sales you're losing to competitors. Tell prospective customers why they should buy from you instead of from your competition.

Highlight a benefit your customers get from you but cannot get from your competitors. Here are some exclusive benefits with examples of how you can dramatize them.

* Faster Service: "Free overnight delivery of every order"

* Better Guarantee: "Exactly what you want, when you want it, every time -- or it's free"

* Personal Service: "Your own service representative with a real name and phone number you can call anytime"

If you don't have an exclusive benefit, create one. Add something to your business you're not already doing. Promote it in all your advertising. Include it on your letterhead, on your web site and anywhere else your company name appears.

TIP: The most effective exclusive benefit is one your competitors cannot copy ...or one they're not willing to copy. One business owner I know includes his personal phone number on every order. His competitors don't. And they're not likely to make themselves that accessible to customers.

3. FOLLOW UP EVERY SALE WITH ANOTHER OFFER

You'll always need new customers. But don't overlook sales you can easily get from your existing customers. It's easier to get more business from them than to get any business from new prospects.

Your customers are especially receptive to more offers immediately after they buy from you. Offer them another product or service related to the one they just bought. Many will accept your offer ...even when the prior sale automatically generates repeat business for the original product or service.

If you don't already have additional products or services, find or create some. For example, offer instructional material related to your customer's original purchase. It can be a book, a series of books, a training course, computer software, membership in a fee-based web site or any other type of instructional material related to their original purchase.

TIP: Look for an affiliate program set up to sell instructional material you can use. All you have to do is sign up as an affiliate and announce the product or service to your customers. The affiliate program handles everything else and pays you a commission for each sale you generate.

Most successful marketers use these 3 marketing tactics to maximize their sales results. Don't overlook any of them? They're easy to use and highly effective. Start using them now to get more sales for YOUR business.

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Bob Leduc is a Sales Consultant with 30 years experience in generating low-cost leads. He recently wrote a manual for small business owners, "How to Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. For more info: mailto:BobLeduc@aol.com