There are many factors that go into the amount of sales you may generate in a given day, week, or month. Sometimes the difference between falling short of your goals and exceeding them is focusing your efforts in the right place. Here are five things to focus on that can help you generate sales:
- People. Remember that you are in the people business, so focusing on the individual can greatly increase your chances of closing the deal. Figure out the person’s need or problem to be solved, reasons for hesitation, knowledge of the product or service, etc. Furthermore, remember that these vary widely from person to person. Listen carefully. Get a feel for what makes the person comfortable, and demonstrate your genuine desire to help. Being able to read people quickly takes practice, but will take you a long way on your path to success.
- Results rather than effort. You may feel that because you have put in a certain number of hours or a certain amount of heart, that you are doing all the right things to generate sales. However, if your results are less than you’d hoped, all that effort may not be contributing to your success. If something isn’t working, look for different things you can try, and keep adjusting. Keep your results in mind to maintain motivation and continue moving forward.
- Creativity. Although you may have a lot of competition in your business, there is only one you. Tap into your individuality to spark some creativity. Don’t be afraid to take more risks because playing it safe all the time may prevent you from learning and growing. For example, the owner of a dancewear shop has an extensive dance and singing background, which she incorporates into her business from time to time. During her slower times of year, she promotes certain items and puts them on special. Any time a customer purchases one such item, he or she is treated to a 30-second serenade by the staff. This seemingly silly practice has gotten the shop lots of attention and even more foot traffic.
- Excellence and wowing your clients. A disgruntled client is usually one who won’t return. Make sure you put a great deal of focus on excellence and impressing your clients with your attention to their wants and needs as well as your ability to anticipate and extinguish any problems before they arise. Impressing your clients will keep them loyal and motivate them to recommend you to others.
- Asking for the sale. So many people forget this all-important part of selling. You may have a whole strategy in place for making a prospective customer say yes, but none of that will matter if you don’t come out and ask for what you want. If nothing else, posing this obvious question will allow the customer to explain why he or she is saying no. Since each “no” can help you find a yes, don’t pass up the opportunity to hear it. And as is often the case, the customer wants to say yes, but won’t initiate that part of the conversation himself. It’s up to you to get it.
Ultimately, your main focus point should be the prospective customer. Incorporating these points, combined with improving your people skills, can have a profound effect on the sales you generate.
What would you add to our list? Please share your ideas below!