5 Quick Tasks to Complete Right Now to Start Boosting Sales
Every business owner wants to ensure that they are increasing sales and revenue using the most cost-effective methods possible, but very few of us have the time to really sit down and evaluate our strategies. In the perpetual juggling act of keeping employees, investors, and even your work-life balance happy, it’s often hard to find time to consider our marketing shortfalls, and how to take steps to plug the gaps from which sales may be draining out.
That’s why we’ve put together these five short tasks that you can complete within the space of a few minutes. They will help you to evaluate your current sales and marketing strategies, as well as outline ways in which you can start to boost your sales with almost immediate effect.
5 Quick Tasks to Complete Right Now to Start Boosting Sales
Everyone knows the phrase, “there’s no such thing as a free lunch”, yet - when it’s offered - we’ll all happily tuck our napkins into our shirts and dig in to that juicy steak all the same. The truth is that people love a freebie, and will likely take whatever it is that you offer, but at the end of the day it’s not your generosity and altruism that will cause them to go on to buy from you. They buy from you because your freebie has automatically moved them on to the next stage in your sales journey.
Offering a free sample, excerpt or trial of your product changes the relationship between you and your customer. It’s a subtle change, but it’s unmistakably there, and it makes them all the more likely to convert into a paying customer a little further down the line. It stops you coming on too strong by trying to force an immediate sale from the off, but it gets that ball rolling nonetheless.
Your freebie (or ‘lead magnet’) can be practically anything as long as it is an irresistibly good deal for your customer, which – yep – means that it’s free. It might not be a particularly nice way of looking at it, but your lead magnet is the bait that gets your customer hooked and on the road to becoming loyal to your brand. Remember that your free offer needs to deliver value first and foremost; your goal is to get your customer thinking, “Wow, if I can get this much for free, just think what I could get if I paid for it”.
Task: consider what ‘free offer’ you could make through your business, or reexamine the value delivered by any you already have.
If you’re not incorporating upsells into your customer sales journey, then you have an incomplete customer sales journey. Disregarding upselling as a tactic is frankly just leaving profits unmade. The fact is that your customer is at their likeliest to buy from you as soon as they have just bought from you. That may sound silly, but anyone who has ever flippantly okayed a sales assistant into throwing in a bottle of leather-protector for £7.99 when buying new brogues can confirm it.
The universal question, “You want fries with that?” is too often repeated as an upselling example, but that’s because it’s the best. McDonalds make no money on their burgers – the profit comes from the fries they upsell at the checkout. You need to figure out what your fries are, and then ask your customers if they want them.
Task: Make a list of products you can create or offer as a natural upsell to your core product. If you are already upselling, consider what could be holding customers back from taking you up on your offer (too expensive, not related enough to core product, etc.).
People hate advertising. They really don’t like to be sold to, and they really, really don’t like feeling as if they’re being lied to.
In the past, the concept of marketing was a bit simpler. You’d sell your products by placing magazine or television adverts. You might try a press release or cold-calling. If you had a bigger budget than your competitor, you’d get the business.
Nowadays, marketing has to be smarter than that. The internet has adverts smacking people in the face with every move they make. They’re getting wise to the traditional hooks and tricks and, like a lingering smell, they eventually stop noticing that they’re present at all.
The scintillating furtiveness and anonymity of the internet has in an unprecedented way exposed our deepest yearning to be valued as individuals. Sure, potential customers need to feel like they’re receiving value, but they also need to feel valued in return. Pushing sales on people using the old methods is becoming increasingly ineffective – you need to build and nurture your relationships in such a way as to encourage people to come to you.
Successful marketing nowadays has to play the long game – think customer loyalty and extended engagement over short-term goals of individual sales. Content marketing is key here, and you need to be using it. It brings a host of benefits, such as higher conversion rates and higher overall customer satisfaction, but it is still too-often overlooked for being time-consuming. Don’t fall into that trap – yes, content marketing takes time, but this type of relationship marketing is likely to be the only thing that works in the future as, akin to the over-use of antibiotics, customers become increasingly immune to more traditional methods.
Task: Consider some different types of content marketing (blogs, video guides, reviews, etc.) and think about the best ways you can incorporate them into your current strategy. Establish whether you can utilise your current team to get your content marketing up-to-scratch, or whether you need to think about bringing someone on to help with the task.
Spending money to make money is inevitable, but you can be smart about it. Don’t plough your whole marketing budget into one thing – make sure that you are testing strategies across a whole range of variables, from the medium in which you are advertising your product, to the subject lines of your emails.
Don’t get us wrong; we don’t mean to say that you can effectively market your product by aiming at every type of person in the world through every angle, via every medium of advertisement available. With a truly unlimited budget that might be possible, but most of our businesses exist in the real world.
What we mean when we tell you not to put all your eggs in one basket is, once you have narrowed down your target audience as well as where you’ll find them, don’t go in hell for leather on one campaign. It often takes a few tries to get a campaign on point, especially if you’re charting previously unknown territory such as social media marketing. You don’t want to blow your whole budget before realising that you need to come from a different angle in order to hone in on what your customer really wants.
Split testing is key – with it, you can spend time figuring out what works best before throwing your money at it. Once you’ve found an ad or a video or a message that’s bringing in results and you’re confident in its ROI, you can start pouring some cash into it.
Task: evaluate your current marketing campaigns and decide whether you’re making constructive use of split testing, or whether you are losing too much of your budget by not measuring the effectiveness of campaigns before you run them on a larger scale.
Automating your sales strategy won’t replace your human sales team, but it will allow them to become far more productive. By taking over the role of creating awareness of your brand and engaging prospective customers, an automated strategy will save your sales department valuable time because they’ll only need to deal with conversions - the lead generation will have already been taken care of.
A well-built sales funnel that draws from multiple fields of digital marketing will work to neutralise your customer acquisition cost whilst cost-effectively building brand awareness, trust and credibility for your business.
Automating your sales will drive cold traffic into a funnel that segments and categorizes potential clients into hot leads without ever actually needing to speak to them. The first time your sales manager picks up the phone to a prospective customer, on the other end of the line they’ll find someone who is already engaged, informed, and ready to buy.
But automation doesn’t just convert new customers – the right strategy will keep your existing clients excited and will help to build their loyalty, thus increasing their lifetime value exponentially. It can be well worth the initial investment.
Task: consider how an automated sales strategy could work for your business. Call Leadfreak on 01442 915255 for a free no-obligation discussion.