Steady sales income
Wouldn’t it be good to start a new year with a bespoke sales plan for your business? An individual sales system that is designed for your own enterprise. You could have a strategy in place to achieve a steady sales income throughout the year. This organized approach would replace this last year’s roller coaster ride of ups and downs. All that is required is a little forethought. You’ll need to think about your objectives, marketing, scoring, selling, and referrals to create a steady sales income. Your sales income should be at least 20% greater than this year. Additionally, check that this level of turnover provides you with an income that supports the lifestyle that you desire.
Objectives – You’ll need to define clear objectives to obtain a steady sales income during 2015. You should use SMART goals. Your sales tasks should be specific, with clearly and exactly stated actions. The work should be measurable in numerical terms and each exercise should be action oriented. Make sure that you are being realistic when planning your objectives for a steady sales income. Each activity should be time bound to be completed by a certain date.
Marketing – If you’re a bricks n’ mortar business then you’ll have footfall traffic to contribute to your steady sales income for 2015. Just as in online only businesses though, you’ll still need to get clients through advertising in newspapers, journals, and websites. Have you created a database, yet, of your past and present customers? They are your future customers, and are the most economic to obtain. Don’t forget that new clients cost 5005 to 700% more to acquire than existing purchasers.
Scoring – Not all of your prospective clients will become purchasers. You’ll need to score your possible customers to obtain a steady sales income. This filtering process is very time consuming. You need to sort which people are most likely soon-to-be clients from those who are unqualified prospects. The element of value differs from customer to customer. One price may represent tremendous value to a certain client, whilst another client may be suitably unimpressed by that proposition.
Selling – Are you a good talker? Can you communicate with prospective clients? Successful selling involves forming relationships with expected customers. As trust is developed, the customer is then convinced to purchase a product or service from you. This will involve you in asking lots of questions of the forthcoming customer. The final question will involve you in asking for their business. It’s important to pigeonhole each expected client according to their own lexicon and use words and expressions to strike an accord with the possible customer.
Referrals – We know that new customers cost 500% to 700% more to acquire than existing clients. The first action after a sale to a customer is to ask them for a referral, being the first act in getting repeat business for a steady sales income. The referral may lead to duplicate business from the same customer or from other clients. Thank you letters, succeeded by follow-up phone calls are a great way to obtain repeat business.