Four Ways To Drive Sales

Four Simple Ways To Drive Sales

By: Jodi Cross 


This is the time of year when most businesses begin to prepare marketing plans for the coming year. We all get analysis paralysis after writing lengthy and complicated plans, laced with statistics about the economy, last year’s performance data and a slew of new benchmarks for success. After all the hoopla is over and the presentations to stakeholders have been made, the plan usually sits on a shelf and collects dust for the rest of the year. Stop the madness, let’s make this year different!


Here are four ways to drive sales no matter what business you are in:


  1. New Trial-you’ve established a solid base of customers who are loyal to you but as the saying goes, “you don’t know who you don’t know.” There is a whole world of prospects waiting to be your customers but they don’t know you exist. You must increase your pipeline and visibility to find new business. Switch your thinking from being internally focused to being externally focused. How do you find new customers?  Advertising, community outreach, direct sales, promotions, partnerships and referrals.
  2. Occurrences-increase the number of times a customer buys from you over a set period of time. The 80/20 rule states that 80% of your business comes from 20% of your customers. How can you get more business out of your 20%? Entice them to buy or come again soon. If you have a product, run a special discount for loyal customers who buy again. When a customer dines with you, invite them back in the next 30-days by offering a free glass of wine. Now one visit a month just turned into two for the cost of one glass of wine. You do the math.
  3. Average Spend-upselling is a good example of a way to increase average spend. If you buy a pair of shoes the clerk could offer, a polishing kit, or a pair of socks. The shoe sale just turned into an extra $20 in your cash register. Try an upselling contest with your staff. Practice good customer service by listening to and observing your client’s needs. If you notice they have children offer additional children’s programs or amenities.
  4. Maximize Your Customer Base-increase the number of people using your product or service. Promotions like bring a friend or couple services will increase your party size. Disney does this well with Florida Resident programs that touts bringing the whole family for a day of memories with Mickey! If you are selling memberships for example, consider bundling single memberships with an option for couples or families. 

For more tips and ideas on marketing your business visit www.crossnm.com or email me at jcross@crossnm.com