Increasing your sales doesn’t always have to mean spending money. Sometimes all you have to do is take a look at what is already working for you, and find ways to build on those successful elements. Here are some ways to increase your sales without spending.

1. Identify top customers and offer them more. You likely have a handful or more of customers who are loyal and spend more on a regular basis than others. Identify who these people are, and offer them more than they already get. For example, start a VIP program where top customers receive special promotions, incentives, or exclusive access to new products and services. When your top customers know how much they are appreciated, they will not only embrace that “VIP” role by patronizing your business more often, but they will want to share their positive experience with their families and friends. Remember that superior customer service can have far-reaching effects on your overall business.

2. Customize your sales pitch for each client.  Each client is an individual and should be treated as such. Don’t go with a generic sales pitch that every single client hears. Do some research about each person, and incorporate something personal about him or her into your pitch. When pitching your massage services to a prospective client who is a stay-at-home mom looking for an hour a week of relaxation sans children, mention that you also stayed home with your children for a few years and appreciate the hard work it entails. When pitching the same services to a young marathon runner, talk about your expertise in sports medicine and the benefits of massage on athletes. When you can relate to clients on a personal level, they will be assured that you have their best interests in mind.

3. Increase goals for referrals and sales will increase.  Bump up your goals for getting referrals. It doesn’t have to be a large jump, but setting the bar higher will motivate you to work harder and acquire more. Instead of shooting for 5 a week, increase your goal to 7 or 8. Make the time in your schedule to meet this new goal, and you’ll find your sales increasing steadily over time. Each time you find that you are meeting the goal on a consistent basis, consider raising it again. Your business should never run in a straight line, but should always be heading in an upward direction to maintain growth and success.

4. Interact personally with customers more frequently.  This may come easier in a retail business, but no matter what type of business you run, make the effort to interact with customers on a personal level as often as possible. Learn their names and one or two facts about them. People love going into a place where they feel like more than just a number. One customer of a local deli states that the moment she realized she would never take her business elsewhere was when the owner greeted her by name, asked how her daughters were, and offered her “the usual.” It’s a comforting feeling for a customer and will go a long way in acquiring loyalty and appreciation.

Find ways to improve upon what works for you, break out of your comfort zone, and always look to set the bar higher for yourself and your business.

How do you increase your sales? Please share your ideas below!