Are you looking to increase customer sales, but aren’t sure where to begin? Even if you have the best product in the world, you won’t be able to gain new sales unless you employ the right strategies.
So, what do you need to do? Check out this guide to discover the top tips to increase customer sales.
1. Sell the Benefits, Not the Product
When creating marketing and advertising campaigns for your products, you need to remember one important thing – people don’t buy products, they buy benefits.
No matter what you’re selling, you need to find a way to present your product so your customers know how it can help them. For example, let’s say you’re in the business of selling ergonomic furniture, such as office chairs and standing desks.
Your customers aren’t looking to buy an office chair just for the sake of buying an office chair. They want to know what that office chair can do for them. This means that you need to focus on presenting the benefits of your product first.
In the case of an office chair, you should let your customers know how your chair can help ease their back pain, improve their posture, and work more productively.
When trying to increase customer sales, you want to put the majority of your focus on your existing customers.
This is because it’s way more expensive to sign a new customer than keep an existing one. In fact, it’s five times more expensive to sign a new customer than it is to keep an existing one.
One of the best ways to increase sales with existing customers is to focus on upselling.
Upselling is a sales technique in which you encourage customers to spend more by buying a premium or upgraded version of what’s being purchased.
According to Salesforce, you can “Increase customer lifetime value by educating existing clients on premium add-ons and other products or services that can address their particular business need”.
When it comes to upselling the right way, make sure you’re not just pushing additional products on every single customer. Not every customer is a good candidate for an upsell.
Therefore, make sure you take the time to identify customers who have a real need for an additional product or service.
3. Use Visuals to Your Advantage
Visuals can go a long way when it comes to increasing your customer sales. This is because approximately 65% of the population are visual learners.
Luckily, there are a lot of different things you can do to show off the benefits of your product in a visual manner. Infographics, videos, and photos can all go a long way.
When creating visuals, make sure you’re showing how your product can solve your customer’s problems. For example, let’s say you’re in the business of selling shaving razors. If your razors have five blades instead of two or three blades, customers may not automatically understand the benefit of selling your project.
But, if you create a video of someone shaving with your razor vs. the traditional 3-blade razor, your customers will be able to see how your razor offers a closer, cleaner shave. In other words, they’ll be able to see how this specific feature benefits them.
Show off benefits in a visual manner
4. Show Off Customer Testimonials and Trust Signals
Did you know that 84% of customers trust online reviews just as much as they trust a recommendation from a friend?
When it comes to increasing your sales, customer testimonials and other trust signals can hold a lot of power. Your website should contain gushing testimonials from your most loyal customers.
You should also encourage your customers to leave reviews on Google My Business, Amazon (if you sell products there), and other places online where you promote your business.
Also, if you don’t have any reviews yet, don’t be afraid to ask for them! Most satisfied customers are more than happy to leave a glowing review.
5. Create a Sense of Urgency
If customers think they have all the time in the world to buy your product at its current price, they’re not going to be in any hurry to buy it.
This is why you need to run campaigns that create a sense of urgency around your product. Whether you offer limited-edition products or create a time-sensitive sale, customers will be a lot more likely to buy your product if they see the deal you’re offering as scarce in some way.
6. Have Strategies for Overcoming Objections
No matter how great your product is, people are always going to be coming up with excuses not to buy it. In order to increase your customer sales, you need to have strategies in place for overcoming common objections.
Some of the most common objections include:
“Your product is too expensive”
This is a very common objection. In this situation, your main goal should be to continue the conversation. The more you educate people on your product, the more they’ll understand why your price tag matches the value of what you’re selling.
“Give me more”
Many customers are looking for the golden combination of wonderful service, exceptional quality, and low prices.
We know that it can be extremely difficult to offer super low prices while simultaneously offering the best customer service and the best quality product.
To counter this objection, you should have a clear, articulated reason as to why your product beats out your competitors’. In other words, you should focus on selling the value of your product.
“Your product doesn’t meet my needs”
With this objection, you need to focus on seeing things from the client’s perspective. This will make it easier for you to customize your approach and better represent the features of the product that will benefit your client.
However, keep in mind that not everyone is a good fit for your product. So, it may just be that you’ve targeted the wrong customer and you need to move on.
“I don’t want to change”
Most of us don’t like change, which is why it can be hard to reach a customer who is stuck in their ways.
With this objection, you should point to your past successes and give customers numbers to latch onto. Facts speak volumes, as they demonstrate why you’re reliable and dependable.
By following these tips, you’ll be well on your way to increasing customer sales! Comment below if you have any questions or comments.