1.) Up-sell to your customers. They know and trust you, plus they have demonstrated a willingness to buy.
2.) Cross-sell to your customers. If a customer buys a product from you that requires batteries, be sure to offer him batteries at the time of purchase. Otherwise he’s likely to be frustrated when he gets home and discovers he needs to head back out to get some batteries…possibly from someone else’s business.
3.) Ask your customers for referrals. The best place to find new customers is through your existing customers, assuming they are happy of course.
4.) Create a value driven seminar. This is a great way to get your message to your market while positioning you as an expert in your field. It’s one of the most powerful ways to generate sales because for a significant period of time, you have the undivided attention of a group of prospects.
5.) Systemize your sales processes. Every prospect is different, but if you think about it, you probably go through many of the same steps each time you make a sale. If you have a team of salespeople, find out what the best ones are doing and write it down.
6.) Stop selling and start helping your customers to buy. This is really the difference between the traditional sales model and the new customer relations model. Buyers are significantly more sophisticated today. In this age of information, they’re not looking to be sold. They’re looking for an expert who will help them make the intelligent choice that is just right for them.
7.) Hold regular sales meetings. Meetings don’t have to be a big waste of time. With a proper agenda, schedule and leadership, they can be the catalyst that ensures your success. Your salespeople need to set goals and regular sales meetings are the key to keeping them on track, holding them accountable and giving them feedback on their progress.
8.) Create a variety of lead generating systems. The more fishing lines you have in the water, the more fish you are likely to catch. So keep experimenting and every time you find success, turn it into a repeatable system. A healthy mix might include advertising, publicity campaigns, public speaking, direct marketing, customer appreciation events and so forth.