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Working as a direct seller requires you to wear many different hats: sales representative, party planner, marketing executive, administrative assistant, etc. It can be easy to get sidetracked with all of these responsibilities, so it’s important to remember that the bottom line of your business comes down to sales. Even if you have built a substantial downline, many direct sales companies require you to meet a minimum number in sales every month to earn your commission.
Here are some tips on how to increase sales.
- Cross-selling is recommending related products that complement others that have already been purchased or are being purchased at the moment. Your customer is likely unfamiliar with your entire line of products, so introducing something that might be of interest based on past purchases can increase the amount of that sale. Using this technique repeatedly can quickly add up. For example, if a customer is buying a baby lotion that is specifically designed for sensitive skin, direct him/her to your company’s line of products that are hypoallergenic and free of unnecessary chemicals. Besides the lotion, the customer may wind up walking away with body wash, diaper cream, and sunscreen as well. As an added bonus, you’ve also demonstrated your attention to the customer’s specific needs, which will make him or her want to buy from you again.
- Best value quick sale is offering products/services that give customers the best value for their money and are ready for immediate delivery. Especially for new customers, this will establish that you’ll sell them products/services of high quality at a reasonable price, and give them instant gratification.
- Business referral exchange program. By partnering or teaming up with other businesses or consultants in your area, you not only generate more brand exposure, but increase sales. Create relationships with other businesses that compliment your products/services where you recommend each other’s services/products and may consider offering special promotions for each other’s products/services to your customers.
- Personalize appointments by offering to meet with people face to face and set up private appointment. It gives you a chance to be more social, develop a relationship and explain the advantages of your products/services related to the customer’s needs.
- Create contests or promotions to market your products. Whether your company has a featured product for the month or if you have some excess inventory you’d like to unload, contests are a fun and effective way to draw attention to certain products and make them stand out from the rest. With spring almost over and summer close upon us, it might be a good idea to get a jumpstart on your summer-related products with a raffle. For every dollar your customers spend on beachwear in the month of May, for example, they will receive one entry into a drawing for a family-sized beach tote filled with goodies for the kids to enjoy while playing in the sand this summer on vacation. Specific promotions like these allow you to control what products are highlighted, draw focus to featured items, and give customers the opportunity to purchase something now that they may have held off on by offering them a fun incentive.
- Reward your customers by implementing a referral program. In direct sales, word-of-mouth goes a long way, especially when there is a lot of competition. Make sure you have some way of learning how each new customer found you: you could ask them when making a transaction face-to-face, create a space for it on your order form, make it a question on a post-purchase web survey, etc. Every time a customer refers you to someone who in turn becomes a customer, reward the original customer to show your appreciation. Some consultants make their own rewards cards a la Subway, while others give away vouchers, coupons, or free gifts. Whatever you decide, make sure you always follow through and that your customers, especially the new ones, know that such a rewards program exists.
Increasing sales requires planning, creativity, and knowledge of your company’s product line. Focusing on your existing customers is a great place to start, and always make sure they know that you appreciate their patronage and that you will always do your best to make them satisfied and happy they chose you.
What other ideas do you have to increase sales? Please share them in the comments section below!
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