How do you sell?
I mean what approach do you take, in fact what approach is right for you and your business?
There are many versions of selling, high value, low value, new business acquisition, account management, in person, over the phone, via email, online, automated, and the list goes on, but which is the most effective way or combination of ways for your product of service?
Let me highlight a word I used there “Effective” I didn’t say efficient, and I didn’t mean cost effective either, I mean which is the method that brings in the highest amount of sales at your asking price (or close to it), I am not talking just about the highest number of orders I am asking what method brings in the most amount of money. Sales is just another term for revenue.
Managing your operations to maximise profit is a whole other kettle of fish and it is linked to the price at which you sell yes, but how do you bring in the most sales at the best possible price?
Actually, let’s take a step back, to clarify I mean sales not Marketing, my definition of Marketing is anything that attracts a potential customer to interact with you, once they are interacting with you, you have moved into your sales process. For me this just makes it easier to separate the two when you are seeking improvement in your revenue streams, this can be anything from an ecommerce visit to a sit-down sales conversation that’s happening face to face.
How much do you actually about why people buy from you, really know, not guess or assume and how much research have you done into how people make decisions when purchasing from you and how you can do to influence this?
It often surprises me how little a business focuses on the one area that is critical to revenue, sales. Your business is there to make money and the only way you make money is by selling what you do, then is surely a critical area that deserves a lot of thought and consideration.
As a rule, if a business has been trading for over 18 months it has usually proved it is at least good at what it does, so you are already good at what you do, this is a kicker though, so is every single one of your competitors, so if you want to out perform them you need to out sell them.
Understanding how we buy, and why we don’t is a big part of being able to maximise your sales, and yet the sad fact is that 90% of the businesses I speak with are spending 10 times more effort, money and time trying to be a little better at what they do (which they are already good at) and none at all trying to sell more of what they do.
That doesn’t seem the right ratios to me.
If you want to talk about your sales get in touch.
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