In part one How to Increase Sales in small business I wrote about the existing customer side of the increasing sales equation. In this post I want to cover how you can increase sales using what I call the soft sell way.
This soft sell process is one that I started implementing many, many years ago, prior to the world wide web. You see, I was never really interested in sales per say, but it seemed that no matter what I did in small business, I always ended up being in sales and thrust into the biz dev role. So the soft selling process evolved over the years and I really believe that it contributed to my ability to increase sales and develop new business.
The thing is, there are many different ways that you can increase sales including hard driving tactics that many businesses still use today and maybe you’ll even see results and maybe you won’t.
It’s a sad state of affairs to see so many small businesses with no clue as to how they can drive more traffic and increase sales. They think they need to reinvent the wheel with some new ‘salesy’ tactic that will bring droves of prospects through the door, yet they continue to struggle and fail not knowing what to do next.
How did I increase sales using this so called soft sell approach? I simply worked hard and studied from the greats like Dale Carnegie, Frank Bettger and Og Mandino. I also attended live seminars and trainings and then I implemented, tweaked and adjusted over the years.
Notice I wrote implemented, which means action was taken and the information put to good use in my various businesses. If you study and learn but do not put the information to good use, then it’s wasted time and money.
One other thing to mention here – I still research, study and learn as much as I can about the topics that have to do with sales and marketing. I am continually in the hunt and keeping my eyes and ears open for anything that can help further my business and my client’s businesses.
Let’s get down to it:
The bottom line is that you have to sell something in order to have sales revenue come your way. Whether you are selling on the internet or selling offline, you are still selling.
To increase sales in your small business you don’t need to be pushy. A matter of fact, pushy will usually get you less sales and more un-subscribes, if you use email.
Think about it – do you like sales people who are pushy and over the top or the
sales person who takes the offer off the table or even let’s you make the decision when the time is right?
Maybe you’ve been subscribed to some marketer’s email lists that are all about sell, sell, sell and not a lot of content? Maybe you’ve been approached too many times by salespeople who are pushy, overly talkative or just plain rude?
You see most people will put up a wall and turn the opposite direction when these kind of salespeople enter their world. It’s a turn off and they feel kind of dirty.
By the way – what I’m writing about here also applies to online marketing and list building. Because the sales/persuasion tactics you use to attract people to your squeeze and landing pages directly reflect on you even though you’re not there in person.
Here’s my suggestion to you; instead of the hard sell, sell, sell – you take the soft sell approach, throw out the bait and then let the person warm up to you. This keeps them in your world until he or she decides to purchase, stay around or just plain exit at their leisure.
This way you have a higher retention rate and in the long-run you maintain credibility and close more business.
To your small business success,