HOW TO SELL MORE PRODUCTS AND SERVICES

Contents:

  • 2. Developing a plan of action
  • Identify and sell more to your most valuable customers
  • 19 ways to sell more to existing customers
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  • 19 ways to sell more to existing customers

    • You can use your website to provide useful information, such as product details or instruction manuals. Also, ensure that staff are given adequate customer service training - they can make or break your reputation with customers. For more information, see our guide on how to manage your customer care. Understanding your customers lets you tailor your marketing to different segments. You can ensure that each customer gets the right marketing messages, at the right time.

    Advertising and other promotions can be more effective if they are targeted. This also affects the type of media you use. For example, if you market to year olds, you might consider marketing via text messaging, using "viral" emails or by sponsoring music events.

    Viral marketing or "refer-a-friend" email campaigns allow people to forward on promotional emails to friends, thereby increasing market reach for your business. But remember you must comply with privacy and e-commerce rules for emails and texting. You can also sell more effectively. Understanding your customers helps you see which of their needs your product can satisfy.

    You may, for example, be able to up-sell, explaining why a higher priced product would suit them better. You may also find opportunities to cross-sell other products that fit their profile.

    2. Developing a plan of action

    Try to identify them all. Try not to be over-optimistic. Viral marketing or "refer-a-friend" email campaigns allow people to forward on promotional emails to friends, thereby increasing market reach for your business. I found it all helpful. Give them time to consider, and keep quiet while they do.

    For example, if you know why they are buying a particular product, you can tell which other products they may also need. Technology can help automate some of these processes. For example, you can set up different mailshots or emails to go to different customer segments. E-commerce software can allow you to offer discounts to particular customer groups, or send selected customers "e-coupons" to use in your online store. An important part of effective marketing is customer service. See the page in this guide on how to enhance the customer experience.

    Understanding who your most valuable customers are helps focus your efforts to find new customers. Often, the most effective approach is to look for similar prospects. At the same time, diversification is important.

    Identify and sell more to your most valuable customers

    It's risky relying too heavily on just a few key customers. Even if you have many customers, it's risky if they are too similar. A change in circumstances could mean that all of them reduce their purchases at the same time — e. As markets change, you should regularly review your marketing strategy.

    Particular market segments may become less profitable as competition increases. Customers' requirements may change, for example, as individual consumers become older. Continually review how valuable your existing customers are. Over time, customers who used to be highly profitable might demand lower prices. Other customers may increase their turnover with you as they grow. See the page in this guide on what makes your customers valuable.

    Keep an eye on customers' future potential as well. It may be worth nurturing a relationship with a small customer with high growth potential. Working with your customers can also help you identify ways to develop new and improved products. Our information is provided free of charge and is intended to be helpful to a large range of UK-based gov. Because of its general nature the information cannot be taken as comprehensive and should never be used as a substitute for legal or professional advice.

    We cannot guarantee that the information applies to the individual circumstances of your business. Despite our best efforts it is possible that some information may be out of date. The websites operators cannot take any responsibility for the consequences of errors or omissions. You should always follow the links to more detailed information from the relevant government department or agency. Any reliance you place on our information or linked to on other websites will be at your own risk.

    This particular article was co-authored by Michael R. Lewis is a retired corporate executive, entrepreneur, and investment advisor in Texas. The authors of this article cited 21 references, which can be found at the bottom of the page. Co-authored by Michael R. If you find the product worthwhile, they are more likely to as well. It is absolutely vital to know your product inside out.

    Emphasize the perks of the product to customers. As well as getting good product information to the right people, it is important to translate the product's features into benefits.

    How to Sell A Product - Sell Anything to Anyone with The 4 P's Method

    This makes it easier for the customer to see why they should purchase the product. Think about things like: Will the product create a sense of luxury? Is the product something that can be enjoyed by many people? Is the product something that can be used for a long time?

    Ensure that the product has been adequately explained. If you are not doing direct, person-to-person sales, then you will need to ensure that good product information is supplied via retail packaging, point-of-purchase displays, and any marketing materials. Make sure that the language on product packaging and marketing materials is clear, direct, and easy to read. Invest the time and money to ensure that your product, packaging, and marketing materials look good—high-quality photos, vivid colors, etc.

    Method 1 Quiz Why do you need to have good product information? So you can learn the ins and outs of your product. To convince people to buy your product. So you don't have to spend time selling the product yourself.

    So that your product is visually appealing. Share your love of the product. There are numerous ways to show your love of a product. You will convey energy and enthusiasm if you speak clearly about a product, and show expression when discussing it. Be prepared to discuss how you use the product, or how other satisfied customers have.

    19 ways to sell more to existing customers

    Specific stories about the product make it relatable to customers. You want to be able to answer any questions that customers may have about a product, but even more importantly, you want to anticipate those questions. This shows that you understand customer needs. Make sure that you are able to connect emotionally with customers by addressing those needs. What needs do they have? Do they have families? Once you have an idea of your customers in mind, think about how your product can help them meet their needs or reach their desires.

    Practice breaking the ice with customers. If you are working in direct sales, the way you connect with people is critical. Instead of asking the close-ended question "May I help you? Or a gift for someone special? For instance, if you are in clothing retail, you might say: Have you ever been to one? Convert the customer's motivations into the product's characteristics.

    In marketing, this is known as "positioning," and it consists of equating the product with the customer's hopes and desires. A number of factors are important when positioning a product [11]: Position the product in the best spectrum of the market possible. Position the facts about the product according to the person you're selling it to.

    You may have a handful of different facts, but it's up to your skill to know which of those facts best serve each individual sale.

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    Don't fudge facts or lie outright. Product positioning is about perception, not deception. Position the facts so that they transcend the product itself. This means that the desirable, positive values associated with the product are what sell it. Companies that excel at this include Coca-Cola, Apple, and many designer goods or labels. For instance, if you are trying to sell a relatively high-end minivan to a wealthy older person, you might mention its luxurious features. Do this by saying things like: For example, you could say things like: It also folds down when you need room for hauling groceries, sporting gear, and things like that.

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    And did I mention that side air bags and anti-lock brakes come standard? Be honest about your product. Long-term lovers of your product will only come about if you've been honest with them. This means being transparent in your delivery of product information and also admitting your own lack of knowledge or mistakes you've made. Don't be afraid of honesty; it builds trust.

    19 ways to sell more to existing customers

    Make sure customers know they can come back to you later if they have questions or concerns. For instance, if you are trying to sell a sports car to customer who eventually tells you that he has five young children who he drives to school everyday, you could say something like: There are many styles and methods of closing a sale, but one of the most effective has the mnemonic, ABC: Will this meet your needs? Give customers time to consider. Appearing overly pushy is a turn-off for many buyers. Let them do so with your enthusiastic and supportive pitch in mind.

    If you've been truthful, helpful, considerate, and enthusiastic, and the information you've given them matches with what they read online, they are likely to come back to your product. Sometimes, it pays to let your customers take the lead.

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    Give them time to consider, and keep quiet while they do. Only offer more information when they request it. If you are working in a store or on site, make sure customers will know how to find you again especially if you will be moving around. Make sure to tell customers something like "I'll be right here at the counter if you need me," or "Just ask any sales associate to page me if you have any questions. Slip the customer your business card or other contact information and say something: They have a provider in place that has always been able to persuade them not to switch.

    Try to get these customers to realize that they would be better off increasing their business with you. Since you know the customer, you should be able to come up with an appealing selling approach. Recognize that the key to selling more to existing customers is in your after-sale support. When customers purchase a product or service, they believe they are buying more than the specific item. They usually have expectations regarding the degree of after-sales support the product or service carries with it.

    After-sale support determines whether they will increase future orders or switch their loyalties to another salesperson. Salespeople who increase sales to existing customers usually view after-sales support as an opportunity to strengthen their relationship. Customers want to feel they have made a good decision when they choose you and your products or services. The best way to keep and expand their business is to reinforce that decision over a period of time. Making an investment in building a bond with customers is critical to expanding your sales to them.

    What do they like or dislike about your competition? Analyzing the competition requires that you ask questions, gather information and analyze information. Look for ways to advance the level of trust. Implement a program for growing customers as aggressively as if it were a prospecting effort. Evaluate the results and decide on whatever fine-tuning and follow-through is needed. Building credibility and trust Here are seven strategies to build credibility and trust that will increase repeat sales: Be a true consultant for your customer.

    Increase your success in retaining and growing current customers by focusing your efforts on calling on the right people in the right accounts with innovative and unique ideas. Offer innovative ideas and insights. Packaging these insights creatively is key to increasing your business with this customer.

    Talk business strategy with your customers. Talk results with customers. Identify the appropriate needs and create a compelling case for your solution. Focus on both results and the relationship. New conditions demand new strategies. Know more and turn that knowledge into value. Focus on results and relationships. Show commitment to your customer by adding value. Go to school on your competitors.