When was the last time you felt excited about your customer base and sales volume?
You know the kind of excitement you feel when you receive notifications from PayPal, Gumroad or any other online payment system?
Struggling to increase customers and sales in your business can drain all the fun out of being an entrepreneur, leaving you feeling unmotivated and uninspired.
Being unmotivated and uninspired sucks. That’s why I wrote this post to help you get past these negative feelings, and get back on track.
This post isn’t about running around doing stuff that doesn’t work just to look busy. It’s about finding the right tactics to increase customers and sales in your business
Ready to tackle the challenge again? Good. Let’s dive in!
5 Ways to Increase Customers and Sales in Your Business
In this post, I talked about some ways you can attract and increase customers for your business. The post has some useful tips you can implement in your business., so I suggest you check it out.
1. Create a Referral Program for Your Business
Word-of-mouth marketing is still one of the most effective marketing strategy you can use to grow your customer base and increase sales.
If you don’t already have one, you can create a referral or loyalty program for your business. Give your existing customers a reason to refer you to their friends and family members.
One of the things you can do to get referrals is to make customer service a priority in your business. When you treat your customers right, they will have no problems referring you to others.
Your existing customers can provide free publicity for your business and help you grow your customer base. Also don’t be afraid to ask your customers for reviews as long as you offer great customer service.
You can display these positive reviews on your website to help you turn prospects into customers and sales for your business.
Positive reviews can help you attract new customers and increase sales.
So how do you create a referral system for your business?
- You can offer rewards like discounts, BOGO (buy one, get one free), or buy two get the third at half price.
- Create a points system where customers earn points for every customer they refer. They can exchange these points for a product or service after they accumulate enough points. You can use the points system to reward customers for spreading the word about your business, or as an incentive to get them to spend more.
- Offer free shipping on their next purchase when they refer a new customer to your business (or if the customer actually buys something).
These are just a few examples of ways you can create a referral system for your business.
Before creating a rewards/loyalty program, ask yourself “Does it make sense for my business?” If the answer is yes, then the next step is to figure out how much you can afford to give away so you don’t end up in the red!
Your reward should be something your customers want or need. Brainstorm some ideas that would encourage your customers to spend more or tell people about you.
2. Learn how to Upsell and Cross-sell
One very effective way to increase sales in your business is learning how to upsell and cross-sell to your existing customers. It’s easier to sell to someone who has already bought something from you than to a new customer.
So what’s upselling and cross-selling?
Let’s say you purchased my eBook “How to start a business” for $17. Since you are thinking of starting a business, chances are you’d like to build a successful business.
Assuming I also have an eBook titled “How to build a successful business,” the smart thing to do would be to mention it to you especially if it is the same price.
Cross-selling is basically selling related or complementary products or services to your existing customers. If you’ve ever bought something from Amazon, then you know exactly what I am talking about.
The next time you’re on Amazon looking at a product, you will notice Amazon highlights three different sections: “related products,” “frequently bought together,” and “customers who bought this item also bought…” This is a perfect example of cross-selling.
Upselling would be selling a higher-priced product or service (related to the first purchase) to your existing customers. For example, offering one-on-one coaching to help you build a profitable business.
Upselling is a very popular sales strategy. When companies or businesses offer upgrades for an extra fee, they are upselling. It can be a very effective strategy to help you increase your sales and business profits.
This strategy comes down to knowing how to sell. Selling is one of the most important skills you need to build a successful business. I know many of you hate marketing and selling, but you’ll need to get over it.
When upselling, the key is to keep the customer’s needs in mind. The higher-priced product or service must be related to the original product your customer wanted.
If you need help learning how to market or sell, check out the following books:
3. Collaborate or Partner With Another Business
Another method you can use to increase customers and sales in your business is to collaborate with a business that complements yours. The business shouldn’t be a direct competitor.
An example of complementary businesses is a soap-making business and a packaging business. A fitness instructor and a nutritionist or meal-planning service/business.
When you collaborate with another business, you gain access to their customer base and vice versa. So how do you choose who to collaborate with?
Start by asking the following questions:
- Does the business have a large enough customer base?
- Do we share the same values?
- How will I benefit the business?
- Have I researched the business properly?
- Will my existing customers benefit from this collaboration?
- What are my goals?
- What kind of collaboration am I looking for? Some examples include: Hosting a joint webinar, offering discounts and promotions to your respective customers, cross-promoting each other etc.
Another way you can collaborate with another business or entrepreneur is by becoming an affiliate for some of their products (as long as they are relevant to your niche and audience).
If you’re new to affiliate marketing, this beginner’s guide to affiliate marketing is a good place to start.
Don’t be afraid to reach out to another business owner if you think you can be of mutual benefits to each other.
Here are some helpful posts to help you get started:
4. Consider Setting Up an Affiliate Program
If you’re an online business, or sell digital products, you can consider setting up an affiliate program to increase your sales and customer base.
Do you have a best-selling or high-quality product? Why not find more ways to get it into the hands of more people?
I am on a number of email lists and I have bought products from other business owners/bloggers because the owners of those lists were affiliates for the products. It helps when they have a discount code for the product as well.
I haven’t used this method personally, but it’s worth considering if it fits into your business model. I know a few bloggers who open their affiliate program to everyone who buys their products usually eBooks or courses. This is a good way to increase sales.
If you know any business owner or blogger who has an affiliate program, you can reach out to them to get some pointers on how to set up your program.
If this is something you’re interested in, check out the posts below:
5. Sell More to Your Existing Customers by Bundling Products
Another effective strategy you can use to increase customers and sales in your business is to sell more to your existing customers.
Sometimes, we are too busy looking for new customers that we forget about our existing customers. If you need to increase sales in your business, try bundling a few products or services together.
Make the price appealing so your customers would be interested in buying some of your other products.This is another way to increase visibility for lesser known products or services that you offer.
Let’s say you have three related products, or three products that can work well together.Let’s assume each product cost $15. You can bundle them and offer them for $25-$30.
This way, your customers can save $15 if they decide to buy the bundle. Bundling products can work really well during holidays like Christmas, Thanksgiving etc.
Everyone loves a bargain. If you bundle your products well and do a good job highlighting the benefits of the products, and how good the deal is, then you should have a good conversion rate.
Bundling products can motivate some of your customers who have been reluctant to buy some of your products to take action.
Before creating a bundle, make sure the products you choose fit together or complement each other. Look at the products your customers usually buy together, or what they usually request from you.
Make sure the price/discount makes sense for your business. Crunch some numbers and make sure your profits won’t take a hit.
To recap, every business needs customers and sales to survive. There are different ways to increase your customer base and sales volume. Some of the ways include:
- Creating a referral program
- Upselling and Cross-selling
- Collaborating with other businesses
- Creating an affiliate program
- Bundling products
Don’t forget to offer great customer service to keep your customers coming back, and spreading the word about your business.
Are you using any of these methods in your business? If not, which one of them can you use? Let me know in the comments.
And, if you need help with your marketing strategy, you can grab a copy of the free Marketing Plan Checklist below.
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