The growth of your revenues is pegged by sales volumes. A sale is not made until the client hits the purchase button or makes a purchase order. Unfortunately, most potential clients get lost between awareness and making the purchase decision. Here are four strategies you can implement to increase the conversion from prospects to customers.
Use Content Marketing to Pull Them to You
The Internet has revolutionized how clients shop for goods and services by offering information at their fingertips. You can seize the opportunity to become an authority in your area by being the source of information. Content marketing is all about delivering answers to possible concerns that your client may have. This way, clients will come to you when they have a need for information. In any case, informed customers are the best clients.
Your content marketing strategy should integrate your goals, and include how the content will be consumed and distributed. Your content should be engaging, informative and shareable. Moreover, do not just use text. Consider other content formats such as videos, infographics, presentations, and podcasts. In addition, select distribution platforms your customers frequent and maintain a high perception of your brand.
Consider Direct Sales
When products go through distribution channels, they get more expensive and sometimes the prestige of the brand is diluted. Direct selling is all about cutting away the middlemen and reaching out the market on your own.
One of the companies that have been successful with this strategy is ACN, which sells telecommunication products and service. By eliminating the competition, it has been able to ensure quality service and made handsome profits as a result. It can now afford to pay its partners handsomely. You can see the positive impact of their sales approach by checking out reviews for ACN.
Direct selling can fit in a company of any size, from a home-based business to a large corporation. In the former, customers can just place orders directly or pay a visit. In the latter, sales reps can get orders directly from the clients.
Upsell and Cross-sell
Get more value from the existing clients by both upselling and cross-selling. Once a client is in a buying mood, he or she is likely to buy additional products either related or not related to the sale with a little persuasion. Some are even willing to buy a bigger version of the product if they feel they will be getting value.
Here is an example, if you sell fried chicken wings, you can easily sell some salad, a soft drink and some fries to the same client since most people like taking them together. The same can be replicated for clothing, electronics or even vacations. You can also sell unrelated products to the same customer at a discount.
Diversify Your Product Range
Some companies have decided to downsize and sell a few products. However, given the increase in customer preferences and highly polarized markets, diversification of products is the better strategy.
If you produce mobile devices, consider laptops, tablets, different phone models, and portable music devices. In the same line of thinking, if you produce ham, think of other frozen foods that you can produce for the market.
One product does not cover all customer needs. New products will appeal to prospects that may be looking for a change or are not impressed by the original product. A wide product range also provides opportunities for cross-selling and upselling.
Sales strategies are very dynamic. Be on the lookout for new developments in the market and adjust accordingly. However, all your strategies should be geared towards influencing many more prospects to buy from you and existing clients to buy more or come back. It should be a win-win situation where customers get value, and you get the revenue.