Sources of increasing sales volumes. How to increase sales in a retail store - working methods

In the 21st century, the profession of sales consultant remains one of the most in demand in the labor market. Salespeople or sales managers are always required, and good specialists sales are worth their weight in gold. There is very high competition for such personnel, and once you master sales techniques, you will definitely not be left without a job. But getting a job as a salesperson is not difficult, but learning how to sell and, accordingly, earning a lot is much more difficult. Let's look at it: how to increase personal sales for a seller.

Knowledge, skills, skill

To increase personal sales to the seller you need to understand that in any case you must be able to sell. In order to be able you need to know, and over time the skills will develop into a skill and sales will come on their own. On the one hand, there is nothing complicated here, but if you look at it, it’s a whole science. Here you have the stages of sales, and, and and. You can sell, etc. What should a competent seller know?

1. . You should start learning about sales with the 5 stages of sales. This is the basis of any sales and you cannot do without this knowledge.
2. Knowledge of the product you are going to sell. The better your knowledge about the product, the more competent advice you can give the buyer.
3. Knowledge of competitors and customers. It’s not for nothing that all companies now invest a lot of money in marketing market research. Knowing your competitor and especially your buyer is your responsibility.
4. Nonverbal communication is a very powerful tool, you at least need to understand the basics nonverbal communication to avoid classic seller mistakes.

In the majority large companies be carried out, but what to do if no one teaches you or does not give you enough knowledge? To begin with, I would advise reading books for sellers; you can learn a lot of useful information in them. First, read “” and the book. In addition, you can find out a lot of useful information on our website - you can also ask your questions on.

Motivation and sales funnel

Any leader knows. But ordinary sellers, as a rule, do not delve into such terms. But the sales funnel makes it clear what to do to increase sales results. Without going into depth, the sales funnel shows at what stages of interaction with the client we lose sales. To create a sales funnel, an ordinary seller needs to count how many contacts he had with clients, how many of them refused to communicate immediately, how many after the presentation of the product, how many decided to think about it, how many agreed to purchase. This is a simple example as these items will vary depending on the type of sale. First of all, it is important for you to understand:

1. At what stages does it refuse? greatest number clients? For example, if when establishing contact with a buyer, then you need to somehow change this stage, etc.
2. Understand how the result will change if you increase the number of contacts.

Increasing the number of clients is the easiest way to increase sales; the downside is that it is not available to all sellers. But as a rule, sellers don’t even think that if they spend less time on each client and try to serve as many customers as possible, this will quickly lead to an increase in sales. Or you can simply devote more time to work. One way or another, it all depends on the motivation of the seller; as a rule, the most active managers sell a lot.

The very motivation of sellers

If a salesperson wants to increase his results, he must work on his personal motivation. You should set yourself a goal, such as buying a car or an apartment. Calculate how much money you need for this and how much you need to sell daily. Draw yourself a poster, print out a photo of your goal - visualize and view it before you go selling. This will help you be more focused on the result rather than the process.

The seller sells himself from the beginning!

The salesperson first sells himself, then the company and then the product. This phrase is taken from, but nevertheless it is also suitable for sales individuals Same. You need to understand that people don’t like to be sold to, but they love to buy, and the role of the seller here is not to impose or sell the product, but to establish trusting contact and charge the client positive emotions. The seller should be an advisor to the buyer, a friend and partner in a common business. For many buyers, visiting a store or communicating with a seller is a certain stress; the client is afraid of being deceived and wasting money and time. The seller must create an atmosphere of ease and trust, only then the client will truly open up to you and you will be able to sell anything.

It is very important for the seller to be in a good mood and focused on the buyer. There are a number of complex rules things to do for a good mood:

• Get enough sleep. Always get as much sleep as you need to feel good.
• Deal with personal problems. Very often I meet sellers who are focused on personal problems. This greatly distracts from work and customers feel it.
• Don't work with a hangover.
• Maintain your hygiene and be neat.

Pareto principle

The Pareto principle (often called the 80/20 rule) states:

• 80% of the profit comes from 20% of customers.
• 20% of labor costs bring 80% of profits

This means that your main profit comes from minor labor costs. And most of your time and effort is wasted on insignificant actions that do not bring you the expected income. The main thing is to understand what is included in this 20% of effort, clients, time and work to improve the processes associated with these costs. Because the remaining 80% does not give a significant result. Let me give you a few examples from life:

Example No. 1

In the shop household appliances In addition to sales, each seller’s responsibilities include putting things in order in the department. Sellers with the best results spend less time putting things in order, do it faster and in the morning when there are few buyers, and they are customer-oriented and immediately go to him when a buyer appears. In addition, more successful sellers try to take days off during weekdays since there are fewer clients on these days, have lunch in the morning, and do not take smoking breaks in the evening. Sellers with lower results become immersed in the process, take longer to clean up, and as a result lose sales. That is, more successful salespeople understand that they need to focus on customers who bring in money, and everything else can wait.

Example No. 2

Agents active sales They sell Internet provider services by going door-to-door. The tour is carried out in the evening. The most successful managers The greatest efforts are made from 19.00 to 22.00 because at this time there are more people at home and they are more inclined to communicate. Whereas less successful agents at this time may spend a lot of time on smoke breaks or communicating with clients, and who are not going to buy today.

These examples show that it is important to focus your efforts on those things that bring you maximum profit. This is exactly what successful salespeople do.

Analyze your sales

Sellers have very little good habit: justify your poor results by blaming the responsibility on the buyer, seasonality, competitors, etc. The vast majority of people feel sorry for themselves and do not want to change anything in themselves, looking for problems in others. It’s important to decide what you want: to relieve yourself of responsibility or to earn money. If the latter, then when faced with difficulties you need to look for a solution, and not blame the injustice of the world. There is a good story among sellers about this:

One shoe company sent its salesman to Africa, a week later the salesman sent a telegram: take me away from here, there is nothing to do here, all people walk barefoot.

After some time, another merchant was sent there; after a while he reported: “This is great luck! - the second one wrote with delight, - Send everything you have, the market is practically unlimited! Everyone walks around barefoot here!”

There is another good proverb: the weak look for a reason, the strong look for opportunities. It’s much easier to justify your failures than to analyze the situation and look for ways to sell more.

A good salesperson always analyzes his work and looks for areas of growth. Any seller always has something to improve, but not everyone can see what exactly. In order to understand, you need to start every day and if something goes wrong, look for ways to do it differently.

Business must make a profit. The main indicator of successful development is growing profitability. How to increase sales in a retail store when the market is oversaturated with products and competitors? These days, this question is relevant for both beginners and experienced entrepreneurs. There are many tools and ways to influence income growth; we will look at the most effective ones.

How to increase sales in retail

Each business is unique in its own way; the peculiarity of retail trade is the sale of goods by the piece. The clients of such stores are ordinary people. This is the only resource on which all attention should be focused. Based on the needs of an ordinary person, business strategies are built and events are organized to increase sales in retail trade. The seller’s task is to deliver the goods and sell them competently. Marketing technologies help to learn about the needs and preferences of consumers. They are also effective in selling goods. Before implementing techniques to increase profitability, it is important to find out what went wrong and why sales are declining.

Such an analysis will help solve many problems.

Conditions and factors affecting profitability

The profitability of a retail store can be reduced external factors: economic and political crises, weather disasters, etc. People cannot change these circumstances, but there are other reasons that reduce profitability. Many of them arise due to the fault of store owners. Errors are caused by short-sightedness and passivity of management, the presence of competitors, irrational use of premises and lack of transport links. Negative factors a lot, but most often income falls for the following reasons:

• inexpressive design;
• insufficient or too wide range;
• poor quality service.

Solving the identified problems guarantees good results and returns. You no longer have to think about how to increase sales in the store and “survive” among competitors. Success comes to those who act rather than wait. As for the buyer, his attention needs to be won. Nowadays, it is not enough to simply sell a quality product. People go and return to places where shopping is pleasant.

About buyers and ways to attract clients

The modern buyer is very demanding. Preferences depend on impressions and the more pleasant emotions and reviews, the higher the likelihood that they will return to your store to spend money. The buyer is pleased to come to a cozy room, communicate with polite sellers, see attractive prices and participate in interesting promotions. All these points have a significant impact on increasing retail sales and have a positive impact on income growth.

Many people know that it is necessary to work with the client base, but how to do it correctly? To begin with, it is important to analyze the traffic and identify those people who are really ready and will make purchases in your store. Regular customers should become favorite customers. These people should be appreciated, pleased with new products, and pampered with discounts. They tend to be active and loyal, know about your store and visit it often. Even if they just came in and didn’t buy anything, they should be greeted and seen off in a friendly manner. If you need to buy something, your regular customer will be the first to visit your store.

For casual visitors, it doesn’t matter which store to leave money in. They go for the assortment, prices and convenience of shopping, they love sales and promotions. Among the casual buyers there are many visitors and this is definitely not your target audience. In any case, they should not be ignored. The service should always be excellent, and everyone who enters your store should leave it happy.

Customer Retention

Customers can be lured away from competitors. You can entice with price or offer a new, unusual product. There are many marketing tricks, but there is a rule in trade that has been tested in all areas: retaining customers is easier and cheaper than finding and attracting new ones.

Can be held different ways. Most of them are based on attention and special treatment of each customer. In retail, a personalized approach works very well. Make your visitor feel welcome and special. Give souvenirs, congratulate you on the holidays via SMS or e-mail, make a birthday gift, thank you for your purchase. All these signs of attention will be appreciated and will have a positive impact on sales.

If you sell clothes, you can stimulate sales. When reducing prices, be sure to justify this action. The buyer must be aware of the nuances, otherwise he will think that they are trying to push a defective or low-quality product onto him. When looking for a solution to the question of how to improve trade in a clothing store, it is better to immediately eliminate deceptive ways. There is a risk of losing regular customers and facing the problem of finding new ones. Approaches must be fair. By the way, this rule also applies to advertising companies.

Advertising opportunities for retail stores

You need to advertise yourself when you have something to offer, otherwise the investment will be pointless. If you are sure that the assortment is complete and worthy of consumer demand, start planning promotional activities. It all depends on financial opportunities. No matter how much you're willing and able to put together, advertising should inform and stimulate. On the retail market vital role emotions play.

The audience must be captured, interested and captivated.

How to improve sales in a clothing store

There are many ways, we will highlight the most common and effective marketing communications:

• social media;
• radio and television;
• printed materials: booklets, leaflets, stickers, etc.
• pillars, bright signs, banners;
• regular customer cards: bonus, privileged, savings;
• public events with the participation of animators.

This list can be continued, since the possibilities of the advertising market are not limited. For the sake of unique PR, many store owners are willing to spend a lot of money. A well-organized advertising campaign increases entrepreneurs' chances of success, but How to increase sales in retail if advertising turns out to be ineffective? This, unfortunately, happens often. The money is spent, but the expected influx into the store is not observed. There may be several reasons: the wrong location was chosen, the assortment was not in demand, advertising texts and videos are unattractive and do not call for action, excessive intrusiveness of advertising. The latter, by the way, causes irritation and can scare away the buyer.

Effective advertising

To avoid these mistakes and unjustified investments, you need to act carefully and take into account the needs of exclusively your consumer living next to the outlet. Flyers in elevators, roadside banners, tenders and promotions in the store work well. This concentration allows you to “bind” the buyer and make sure that he returns only to you for purchases. Stimulation should be constant, but do not overdo it in your desire to “feed” clients. When making discounts, keep in mind that some buyers get used to it. They come, look and don’t buy, waiting for the price to drop.

What does the force of attraction of a store depend on? Design and assortment

Increasing sales directly depends on image. A visit to the store leaves different impressions; the better they are, the more often and more people will buy from you. Beautiful design, availability of goods, high-quality assortment - all these are the main components of a favorable image. Excessive pathos can be off-putting, at least that’s what every third buyer thinks. People are simply afraid to enter such stores, initially assuming that everything there is expensive.

For display of goods and window dressing often attract designers and merchandisers. If you have a modest budget, you don’t have to spend money on these services. Having studied the nuances, you can organize everything on your own. Look at your store from the outside, through the eyes of the buyer. Unattractiveness and inexpressiveness always repel; visitors will simply pass by. They need to be interested by playing on their curiosity.

Product layout rules

There are certain rules, guided by which you can positively influence the increase in sales in a retail store:

• The display of goods should be clear and accessible so that you can touch, smell, and turn them in your hands. In retail, the arm's length rule applies. The client takes the product that he can easily reach. If a product is above or below the designated zone, it will be ignored.
• The buyer must understand the logic of placement, quickly navigate, move easily and find what he needs. Many people are afraid of lack of system. The product must be distributed by groups, sets or brands.
• Themes for decoration should be relevant, and the windows should demonstrate your product. If you sell clothes, the perception needs to be refreshed by rearranging and updating mannequins. This is a very effective measure in solving the problem of how to increase sales in a clothing store. People often buy exactly what they liked on the mannequin. If these are counters, everything should lie beautifully. Consider quality signage. Let it be bright and informative, and don’t experiment with fonts; the names should be readable.
• Maintain cleanliness and temperature. The client will not linger in a store where it is hot or cold. The temperature should be comfortable and the cleanliness impeccable. No dust or unpleasant odors.
• It has been proven that customers stay longer in a store where neutral, quiet music is playing. A nice little thing can inspire an unplanned purchase and increase traffic.
• Prices, especially low ones, should be visible and true. Don't deceive the buyer. Having realized that he has been fooled and that the prices on display and mannequins differ from the cost of goods on the shelves, they will no longer come to your store.
• Store doors must always be open.

Reasons for declining sales

If your customers don't return to you, the reason may be due to insufficient assortment. Compare yourself to your main competitors. Talk to customers and find out what they want to see on the shelves. The circle of buyers is formed gradually, but it depends on you how attractive and walkable your store will become.
The reason for the decline in sales is often too large a range. Finding what you need becomes problematic. The buyer will be confused and leave without purchasing.

You need to sell what is being sold, but if some product was quickly sold,
no need to buy the same thing. Surprise with new products, this is the perfect way out. At least, this is the opinion of those who managed to solve the problem of how to increase sales in a clothing store and avoid financial losses. The sale of related products is very effective. You can offer a bracelet for a dress, a scarf for a coat, a belt for trousers. A stand with discounted goods works well. Many find it difficult to resist the temptation to buy something in this price category.

Sales are an unpredictable business. If a product gets stuck in warehouses and gathers dust on the shelves, you can think about changing the assortment. Analysis of sales dynamics and prompt response to changes in demand helps increase profitability.

Personnel issue

The success of any business depends on the quality of service, namely on the seller selling the product. How to increase sales in a retail store if the salesperson does not have sufficient experience? Actually, this is not a problem. It is not difficult to teach skills; motivation and training help. In-house marketing is very important. An interesting pattern has been revealed: the higher the salary and better conditions labor, the more diligent the seller, and accordingly, the higher the sales.

The modern buyer does not just go to the store to buy something, it is important for him to enjoy the process itself. And the seller should help with this. A good employee is able to sell any product, but a bad employee will not sell even the highest quality one.

The seller's inability to start a dialogue - main reason ineffective trading. They write a lot and often about how to increase sales in a clothing store. Among the qualities required for a seller are the ability to resolve conflicts, smiling, competent speech, and knowledge of the assortment. All this is welcome, but there are human qualities that are very difficult to eradicate. According to surveys of buyers, the most repellent things are the arrogance, importunity and untidiness of the seller. If you have such an employee on your team, don’t waste time on re-education. Find another seller and teach him all the intricacies of trading.

conclusions

For a customer to go to the store, you need to be not at the level of competitors, but higher and better. Analyze the work, search weak spots, work on your mistakes and use all the wonders of your ingenuity. This is the only way to achieve increased sales in retail trade. Uniqueness must be in everything: product, price, service. Profitable business- this is, first of all, the use of all necessary resources, material and intangible.

Unfortunately, a universal way to increase profitability has not yet been invented, but there are certain rules and approaches, following which you can achieve good results.

Sales volume is the main indicator of the success of every company. And the task of the commercial department is to make this indicator as high as possible. In this article, we have collected 22 effective ways to increase sales for the most common areas of activity. Let's start looking at them.

In this article you will read:

22 brilliant ways to increase your sales

Increased sales volume for different areas activities

Tactical tricks to increase sales

Volume of sales, or rather its increase, sooner or later begins to worry every manager. It is important to understand that increasing sales volume is a complex and multifaceted task that requires integrated approach for solutions. In addition, there are no universal solutions in the world of commerce; for every case, you need to try different approaches. As practice shows, some solutions will be effective, while others will not bring desired result. This is fine. But it is necessary to work thoroughly to increase sales volume. Let's focus on proven ways to increase sales.

Method number 1. Offer your customers at least 3 different offers

Best article of the month

We have prepared an article that:

✩will show how tracking programs help protect a company from theft;

✩will tell you what managers actually do during working hours;

✩explains how to organize surveillance of employees so as not to break the law.

With the help of the proposed tools, you will be able to control managers without reducing motivation.

Often when new clients contact a company, it is quite difficult to predict their price range. Therefore, by offering products from only one price range, there is a possibility of not guessing the buyer’s preferences and expectations. It would be more rational to offer several options - in particular, standard, business and premium sets.

• Standard contract for the provision of services: sample with explanations

The so-called sales psychology will operate here - the buyer understands that he is offered goods for any price range. Therefore, the likelihood of ordering increases significantly. But it is important to carefully consider the proposed sets from different price niches, explaining to the client the differences between them. We always recommend starting to offer with the most expensive product, so that cheaper prices are perceived more loyally by the buyer.

Method number 2. USP or differentiation from competitors

You should analyze your possible differences in comparison with other market participants. If you differ from other companies only in the price offered, fundamental changes are required. Possible competitive advantages may include: free and/or fast delivery, service, provision of related services, bonuses and gifts for customers, constant availability of products in stock, etc.

Method number 2. Visual commercial offers

Method No. 3. Report on completed work every quarter

Clients often do not understand what exactly and how much they receive when concluding a subscription service agreement. Therefore, we decided to regularly send detailed reports, indicating information about the work performed - to improve loyalty from our target audience.

Method number 4. Promotion of services using the Internet

Thanks to the website, we were able to significantly improve the results - there we indicated all the information about special offers, posted videos with information about the features of subscription services, and explained the advantages of working with us. In addition, we thoroughly approached the issues of search engine promotion, updating the structure, design, and navigation of the site to increase resource traffic.

Method No. 5. Improving application processing

Improvement of the CRM system includes the function of submitting an electronic application for the client, with the help of which the client can easily find out about Current state fulfillment of the application. Applications marked “urgent” are processed first, without waiting for the general queue. Automating the processing of incoming applications allowed us to significantly increase the overall loyalty of the user audience, simplifying the tasks of the company’s engineers.

For more efficient work with requests, use the Class365 CRM system with built-in telephony, email client, Email and SMS mailings.

Method number 6. Increasing sales by mailing to potential customer databases

Formation of databases of people who expressed interest in our project, even if the contract was never concluded. We always ensure that our potential client databases are up-to-date, regularly adding and updating data.

Method No. 7. Development of a selling website

For modern business The relevance of the website is difficult to overestimate; it is becoming the main means and channel for attracting customers and increasing significant sales. In order to increase the impact of the site, important importance is given to three main elements - home page with high-quality selling text, a form for filling out an application, a form for collecting contacts of potential clients.

Method No. 8. Increased sales volume thanks to the right choice of promotion channels

We always recommend using advertising campaigns in Yandex.Direct, an advertising banner, articles about plots for sale on the main portals of your region. So, for example, a company selling land plots first briefly announced the special offer, after which eight plots were sold. In addition, television advertising is still quite effective today. In particular, thanks to the launch of the reality show “Construction. “Your home in 3 months,” the company was able to achieve brand recognition in a short time.

Method number 9. Organization of work of sales managers

To increase sales, we decided to apologize general scheme sales Now the manager had to demonstrate the site to a potential buyer, first bringing him to the office. And the deal had to be successfully completed head of the sales department. This principle is beneficial for each party - the manager had additional time to attract clients, while the boss achieved a larger volume of concluded transactions, since he did not have to spend time inspecting sites.

We have also approved a standard sales scheme:

Call or request to inspect the property;

The manager calls to clarify plans for inspecting the site;

The buyer visits the site being sold;

Meeting between the buyer and the head of the sales department in our office;

Registration of the contract.

In the period March-December we managed to sell total more than 100 first-stage plots. We managed to increase sales five times compared to the same period last year. The company was able to improve its reputation, with better promotion of the following projects and related areas.

Increasing sales of sports and fitness services

The budget sports complex “Podmoskovye” has become autonomous since the beginning of 2012. Taking into account the cessation of budget funding, the manager had to reduce costs and search for additional sources of funds. It was only possible to achieve a cost reduction of 120 thousand rubles per year - thanks to savings on additional Internet services. However, a more tangible effect was achieved by searching for additional sources of income.

Method No. 10. Improving the quality of your services

The company initially conducted a survey of its customers. This principle allowed us to determine the preferred course of action. First of all, we started improving the quality of services, training employees, and purchasing new equipment. Clients are provided with a number of bonus services and additional gifts for the holidays.

Method No. 11. Free coupons for your first lesson

In addition to fitness services, we have launched two new business areas - health tourism and SPA programs.

Results: we achieved a 30% increase in income, receiving awards in prestigious competitions, attracting many corporate clients and sports teams. The media published news of our competitions - for additional advertising of their center.

Increasing B2B sales

If a company operates in the b2b segment, then a good service offer is required, taking into account the specifics of the client’s industry. Thanks to this principle, the b2b company was able to significantly increase sales by about 70%.

Method No. 12. Identify promising areas

In your quest to increase sales, be sure to identify emerging sectors of the economy based on observations from consumer reviews and various events.

Method No. 13. Comprehensive solutions for clients

Develop comprehensive logistics solutions, taking into account the specifics of your business. First, it is proposed to test the created service in the work of one company, then it is extended to other customers.

Method No. 14. Creation of highly specialized solutions

Throughout the year, companies in the clothing market regularly change their catalog of offers; it is important for them to control the collection of orders to certain regions, with the possibility of reformatting at any point in the trade chain.

• Ways to attract clients that suit everyone

They are offered special program warehouse management, as well as automated partner messaging. Customers are also offered the opportunity to return goods to our distribution center from their stores, with the possibility of organizing air or multimodal deliveries. When transporting furs, a military guard service is also available to accompany the delivery of the goods.

Increase in sales of lighting equipment

Method No. 15. Blue Ocean Strategy

This principle is based on the search and formation of new markets, occupying niches that have not yet been exploited by competitors. Let's look at an example from this practice. The network of lighting salons offers its clients professional designer assistance. To do this, each buyer should photograph the interior of an apartment or house, providing our salon with photographs.

Method No. 16. Sales scripts

The technology involves organizing a conversation between the seller and the client with 4 types of questions - including situational, problematic, extractive and guiding. When answering these questions, the client begins to show more initiative in relation to the services and products offered.

Things to consider:

It is impossible to come up with universal templates suitable for every client for all cases. Therefore, the sales manager should prepare his sample questions, thinking through the interpretation of potential answers;

To ensure that the skills acquired during the SPIN sales training were not immediately forgotten after leaving the classroom, we reinforced them every day for a month. Employees practiced conversation according to this scheme 2-3 times a day, thinking about and remembering possible options questions.

Regular customers are already getting used to a certain negotiation pattern; they were alarmed by the change in model. Therefore, the technology was first tested on new clients, then began to spread to regular customers.

Method No. 17. Cross-sell method

In our work, income is based on two factors - the implementation of 1C-based systems and subscriber services. However, since 2009 it has become clear that we can expand the range of services, including the provision of consultations, additional literature and training.

Our task was to explain to clients why these proposals were needed. To do this, they talked about possible errors, emphasizing that professional knowledge is required for the effective and useful operation of the program.

Tactical trick to increase sales

For sale software It's common for us to use a little trick. We offer the more expensive items first. In particular, a course of individual training can cost 2 times more than the program itself to which it belongs. But in 15% of cases, buyers order this course. And only then, in case of refusal of this offer, are more offered simple solutions of this task.

Method No. 18. Up-sell method

This principle is not common in the work of all entrepreneurs. The reason may be a lack of understanding of how to take the first step. The beginning of our work was training sellers. It was necessary to introduce a simple and effective algorithm of actions into interaction practice, which was based on three stages:

Determining client needs. The seller must listen carefully to the buyer’s information, clarifying, developing the ideas and thoughts of his clients, and promptly responding to the consumer’s remarks.

Show your customers the added value of your product or service. The manager will have to consider additional features and advantages of the proposed product. This needs to be done simply enough so that the buyer can evaluate the benefits of the proposed option.

Method No. 19. Providing expiring discounts

The bookstore used standard discount cards. However, at one point it was decided to make major changes to the discount programs. Each store customer began to receive a card with a unique code.

New store customers were first offered a “blank” card with accumulation of discounts according to a similar scheme. When making purchases for a given amount during the next month, he receives a discount on all purchases. The size of the discount will depend on the size of purchases last month. But the discount expires if the client does not buy anything this month. The discount starts from 5% (for purchases of 100 rubles per month) to 30% (if 20 thousand rubles are spent in a month).

Method No. 20. Neat price rise

The price of the flagship InfoWatch software for protecting against leaks of confidential information has increased by 20%. But the company remained cautious in raising prices. Since the procurement planning cycle for customers is 3-12 months, we understood that an increase in the cost of software could lead to a violation of the allocated budget of our customers.

• Personnel outsourcing: how to make it effective for the company

Therefore, we had to seriously work with our target audience. After all, it is important for the buyer to understand that if he spends more money, should get something in return for it. A set of measures was taken for this purpose:

Product modernization - including new features, options, expansion of program functionality.

A price list was created specifically so that the client had the opportunity to independently select the appropriate functionality, depending on his financial capabilities and preferences;

Flexible schemes for working with clients;

Method No. 21. Changing the motivation system

In the market for wholesale sales and distribution of computer equipment, one corporation faced a rather difficult situation when launching a new line of products. Among other things, they had low sales volume compared to their competitors. Sales managers insisted that buyers now have no particular interest and rarely contact us.

If you offer this product as an alternative, it will not always be possible to convey the benefits. Since this product was known to the domestic market rather poorly, without effective marketing support, etc.

• Sales funnel: how to use its hidden capabilities

But the company itself had quite serious hopes for this line, but there was no possibility of changing the principles of the remuneration system. Therefore, short-term means of motivating employees were provided. In particular, they were provided not only with standard payment, but also with an additional $0.5 per item sold.

At first the amount was symbolic, but due to its surprise it brought excellent results, with an increase in sales by 60%. By expanding its client base, it was possible to increase the level of sales for each manager, who generated income for both himself and the company.

Method No. 22. Don't be shy about looking over your neighbor's shoulder

In practice, we have come across many examples where quite promising contacts began during a trip or flight. The main thing to consider is that not every acquaintance becomes the key to sales. Therefore, you should not force events - gradually and comfortably look for common topics to communicate with a neighbor on a plane or train.

Trade-related organizations have always been concerned with one question: how to increase sales. Recommend 5 the right ways!

Commerce has long been one of the most popular ways to organize your own business and become a rich person.

And, of course, businessmen different eras were concerned about one question: how to increase sales, because more sales mean more money.

Businessmen were looking for various ways, sometimes their searches were crowned with success, sometimes they turned out to be completely useless.

Modern entrepreneurs associated with trade, as well as managers whose income depends on the number of sales, have one undeniable advantage over their colleagues from the past: they can not only use other people’s ideas, but also have access to various useful sites, such as like "Success Diary".

Thanks to such sites, you can get the advice you need not only about your business activities, but also about other important issues.

What determines sales volumes?

Any organization associated with trade, be it a small store or a large enterprise that not only sells, but also manufactures goods, has always been concerned about one question: how to increase sales.

It was the activity of the sales department that was the main measure of the company’s success: sales are growing - everything is great, but they are falling - which means you need to look for sources to increase their volume.

And only when things were going really badly did the emphasis shift: the goal was not to increase sales, but to retain existing customers.

Of course, the main reason why it is so important to keep sales volumes high is profit.

As the number of customers decreases or their purchasing power decreases, the profits of everyone, from sellers to the owner of the business, will fall.

AND big companies, and small ones often make a common mistake: when sales fall, management begins to blame the departments responsible for them or the sellers themselves for everything.

This is wrong, because no matter how qualified and pleasant the seller or manager is, the buyer will not purchase the product if:

• the store has a meager assortment - he simply won’t find what he needs;
• there are interruptions in supplies - there are now enough stores, so you can purchase the required product elsewhere, rather than wait until it appears at your place;
• V trading floor dirty or has an unpleasant odor;
• the product is not advertised, etc.

What are modern methods of increasing sales volume based on?

Sales volumes can be increased if:

1. Increase the number of clients.
2. Increase average bill every client.

“If you don't take care of your client, someone else will.”
Konstantin Kushner

Depending on the problems you have, start acting in either one or several directions.

Increase in the number of clients.

Those who suffer the most from a small number of clients are those who have just appeared on the market and have not yet managed to win an audience, or long-registered companies that are rapidly beginning to lose their clientele due to competition or internal problems.

When chasing new clients, the main thing is not to lose old ones.

Often executives or creative managers decide to completely transform the company's work or change the product range, which is why old customers begin to leave.

If you have nothing to lose (for example, there are too few clients), then you can act radically.

Otherwise, it is better to introduce innovations smoothly.

Increase the average check.

Let’s say you have two dozen regular customers, but every day they buy only a loaf of bread in your store, but your neighbor, a businessman, has only three regular customers, but each of them spends 200-300 hryvnia in his store every day.

It is clear that the neighbor’s profit is much greater.

You need to convince your regular customers that not only your bread is delicious, but that your other products are also excellent.

5 ways to increase your sales

Experienced entrepreneurs advise not to limit yourself to any one direction (that is, not to focus only on increasing the number of customers or, having given up attracting new customers, try to convince existing ones to purchase more goods), but to act in a comprehensive manner.

There are plenty of effective ways to increase sales, but I have chosen the 5 most effective, both in the opinion of experts and in the opinion of my friend, a successful entrepreneur:

Study the market thoroughly.

Commerce does not tolerate haphazard actions.

You have to study the trends modern market, the stories of your competitors, the reasons for their defeats and adapt the information received to your business.

Create a written strategic plan.

If filming full-fledged commercials and demonstrating them is not available to you, then use modern methods: newspaper advertisements, social networks, emails, telephone information to potential clients, distribution of leaflets, etc.

Make prices flexible.

You know what some domestic stores do before sales: they raise prices (for example, by 20–40%), and then lure customers with attractive advertisements: “Discounts on the entire range up to 50%!”

There are no financial losses, and clients react to the word “discount” with lightning speed.

Carry out more promotions.

Most buyers love them.

In my opinion, the leader among supermarkets in creative promotions today in Ukraine is Silpo.

Even serious ones reasonable people they get hooked on their promotions: “Price of the week”, “Hot offer”, “ Thematic days", "Coupons for increasing points", etc.

Make changes to how your company operates.

See what exactly isn't working.

Maybe it’s due to slow sellers, or your product range is outdated, or your prices are much higher than those of your competitors, or it’s time to renovate the premises, or maybe the logo is repelling customers.

There is no such thing as an unreasonable drop in sales.

For example, my friend told me that when she worked as a salesperson in a perfume store, customers left because the cleaning lady not only exuded the aroma of sweat, but also scrubbed the floors with such frenzy in their presence that they quickly retreated.

So, there are no unimportant little things in this matter.

I bring to your attention a video with practical advice,

how to increase the average customer check in a store.

The above sales methods are really effective, you will see when you try to use them in combination.

Useful article? Don't miss new ones!
Enter your email and receive new articles by email

Increasing sales volume is, of course, a hot topic. True, I’m not sure that all 22 methods proposed in this article actually work. But it's worth a try.

Sales volume is the main indicator of the success of every company. And the task of the commercial department is to make this indicator as high as possible.

In this article we have collected 22 effective ways increasing sales volumes for the most common areas of activity. Let's start looking at them.

Volume of sales, or rather its increase, sooner or later begins to worry every manager. It is important to understand that increasing sales volume is a complex and multifaceted task that requires an integrated approach to solve.

In addition, there are no universal solutions in the world of commerce; for each case, you need to try different approaches. As practice shows, some solutions will be effective, while others will not bring the desired result. This is fine.

But it is necessary to work thoroughly to increase sales volume. Let's focus on proven ways to increase sales.

Method number 1. Offer your customers at least three different offers

Often when new clients contact a company, it is quite difficult to predict their price range. Therefore, by offering products from only one price range, there is a possibility of not guessing the buyer’s preferences and expectations. It would be more rational to offer several options - in particular, standard, business and premium sets.

The so-called sales psychology will operate here - the buyer understands that he is offered goods for any price range. Therefore, the likelihood of ordering increases significantly. But it is important to carefully consider the proposed sets from different price niches, explaining to the client the differences between them.

Method number 2. USP or differentiation from competitors

You should analyze your possible differences in comparison with other market participants. If you differ from other companies only in the price offered, fundamental changes are required.

Among the possible competitive advantages can be highlighted: free and/or fast delivery, service, provision of related services, bonuses and gifts for customers, constant availability of products in warehouse, etc.

Method number 2. Visual commercial offers

The commercial proposal must be drawn up in such a way as to really interest the client. Namely, with a detailed description of the characteristic advantages of the service provided. For short-term promotions this Commercial offer should be supplemented with information about company promotions and discounts.

Method No. 3. Report on completed work every quarter

Clients often do not understand what exactly and how much they receive when concluding a subscription service agreement. Therefore, we decided to regularly send detailed reports, indicating information about the work performed - to improve loyalty from our target audience.

Method number 4. Promotion of services using the Internet

Thanks to the website, we were able to significantly improve the results - there we indicated all the information about special offers, posted videos with information about the features of subscription services, and explained the advantages of working with us.

In addition, we thoroughly approached the issues of search engine promotion, updating the structure, design, and navigation of the site to increase resource traffic.

Method No. 5. Improving application processing

Improvement of the CRM system includes the function of submitting an electronic client application, with which the client can easily find out about the current status of the application. Applications marked “urgent” are processed first, without waiting for the general queue.

Automating the processing of incoming applications allowed us to significantly increase the overall loyalty of the user audience, simplifying the tasks of the company’s engineers.

Method number 6. Increasing sales by mailing to potential customer databases

Formation of databases of people who expressed interest in our project, even if the contract was never concluded. We always ensure that our potential client databases are up-to-date, regularly adding and updating data.

Method No. 7. Development of a selling website

For modern business, the relevance of a website is difficult to overestimate; it is becoming the main means and channel for attracting customers and increasing significant sales. In order to increase the impact of the site, important importance is given to three main elements - the main page with high-quality selling text, a form for filling out an application, a form for collecting contacts of potential clients.

Tips to help make your website more effective

1. Simplify the structure: avoid piling up different types of information on one page. It is very important for clients to understand where and what to look for.
2. We prepare 2 separate menus - a general menu (for navigating the site) and a catalog of available solutions, which are divided by business segments (in particular, “Expert. Restaurant chain”, “Expert. Club”, etc.).
3. You should publish information (preferably infographics) about the benefits of your offers in a prominent place on the main page. In particular, it is possible to reflect a visual comparison of losses in the absence of proper automation and the possible improvement in indicators, which its presence will contribute to.
4. You can place a link to customer reviews on the home page. A visitor who clicks on them goes to the reviews section.
5. It is also necessary to provide space on the main page for a banner that advertises the company’s current special offers, etc.
6. A call back button should be placed in the upper left corner of each page.

Method No. 8. Increased sales volume thanks to the right choice of promotion channels

We always recommend using advertising campaigns in Yandex.Direct, advertising banners, and articles about plots for sale on the main portals of your region. So, for example, a company selling land plots first briefly advertised a special offer, after which eight plots were sold.

In addition, television advertising is still quite effective today. In particular, thanks to the launch of the reality show “Construction. “Your home in 3 months,” the company was able to achieve brand recognition in a short time.

Method number 9. Organization of work of sales managers

To increase sales volume, we decided to change the general sales scheme. Now the manager had to demonstrate the site to a potential buyer, first bringing him to the office. And it was up to the head of the sales department to successfully complete the deal.

This principle is beneficial for each party - the manager had additional time to attract clients, while the boss achieved a larger volume of concluded transactions, since he did not have to spend time inspecting sites.

We have also approved a standard sales scheme:

• Call or request to inspect the property;
• The manager calls to clarify plans for inspecting the site;
• The buyer visits the site being sold;
• Meeting between the buyer and the head of the sales department in our office;
• Registration of the contract.

During the period March-December, we managed to sell a total of more than 100 plots of the first stage. We managed to increase sales five times compared to the same period last year. The company was able to improve its reputation, with better promotion of the following projects and related areas.

Method No. 10. Improving the quality of your services

The company initially conducted a survey of its customers. This principle allowed us to determine the preferred course of action. First of all, we started improving the quality of services, training employees, and purchasing new equipment. Clients are provided with a number of bonus services and additional gifts for the holidays.

Method No. 11. Free coupons for your first lesson

In addition to fitness services, we have launched two new business areas - health tourism and SPA programs.

Results: we achieved a 30% increase in income, receiving awards in prestigious competitions, attracting many corporate clients and sports teams. The media published news of our competitions - for additional advertising of their center.