5 Keys to Increase Small Business Sales

The Top 5 (Plus 1) Must-Have Strategies to Increase Small Business Sales

If you’re reading this article, then you want to or HAVE to increase small business sales. If you’re like most owners and entrepreneurs, you’re either trying many different things to see what works or you’re frozen with fear about doing the wrong thing. You could be among the fortunate few who have it together and are looking for some new strategies.

Which of the many small business marketing tools and tips do you use and where do you spend your money? The first thing to do is to put the wallet or checkbook back in the drawer and pick up a pen or open a blank document on your computer and name it “Hidden Marketing Asset Plan.” You are going to map out a strategy for implementing a very powerful marketing system that can easily skyrocket your sales in a matter of weeks.

This is the first in a series of articles that will reveal the marketing secrets of the very successful businesses. Here, we give an overview of the top 7 – Plus 1 marketing strategies and will cover the remainder in a series of articles.

1. Create a Unique Selling Proposition (USP) – You must have a powerful and compelling USP that makes your prospects say, “I want to buy from you and want to do so NOW.” Without a USP, you are one of the many choices. With a USP, you are the only choice.

Would you hire me because I’m a marketing consultant or because I guarantee rapid increases in sales and profits in a matter of weeks? Do you use FedEx because they ship packages or because you know your package will arrive tomorrow?

2. Learn selling and the art of how to bundle products, cross-sell and up-sell. Almost anybody selling a product or a service can increase the average sale value by offering or suggesting additional products that complement what they are selling. Offering the additional products means you are halfway there.

Knowing the right words to make it desired by the prospect, who does not feel they are being sold, is part of the value of sales training. Which sentence would make you more inclined to order an appetizer with your dinner? “Would you like an appetizer?” or “Our chef created an incredible appetizer just for today’s menu. You are going to love it!” This is such a powerful and simple way to increase small business sales that you will find it as easy as breathing.

3. Create a database and capture client names, addresses, phone numbers, purchase history, preferences, birthdays, hobbies and other information. Send a thank you note to people for buying or just considering buying. Include a coupon or an offer (with a deadline) for them to buy additional products or services. Use the information to invite them back to your business and develop a personal relationship with them. If you don’t do so, your competition will.

4. Establish Joint Ventures (JV’s) and Strategic Marketing Alliances (SMA’s). When you are considering buying a new product or service, you want to know you are making a good decision. So do the rest of us. JV’s and SVA’s leverage this emotional need by using the power of endorsements and recommendations.

Identify non-competing businesses that have customers similar to yours. Approach and tell them you have a proven strategy to increase their sales. Say you want to endorse and recommend their products/services to your clients and have them do the same for you. It’s that simple! Some will and some won’t but when you find proactive partners with the right list, you will be shocked and amazed at how quickly you can grow.

5. Look at, and study the standard marketing and advertising the majority of companies in your industry are using. Know exactly how and what they are doing. Here’s the little known secret about using this information: Do something totally different! Why copy your competitors? Aren’t you better and more unique? Be outrageous, be different and get your prospect’s attention. The goal is not image or brand - It is to increase small business sales!

Do you have the business owner in your town with the weird commercials where they are acting quite foolish, but have a great USP and a reason for you to buy from them? Well... A lot of them are millionaires. They catch people’s attention and increase small business sales!

PLUS 1 – Bonus strategy: Do at least one extra marketing activity EVERY day you are at work. Whether it is one more phone call, an extra fax, email, post card, birthday card or thank you card do that one thing. By the end of the year, it adds up to a couple hundred additional marketing activities. If only 10% succeed, the result is 20 more sales, prospects or clients. One-A-Day will increase small business sales - guaranteed!

Other Strategies to Increase Small Business Sales