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Practice Management > Marketing and Communications > Social Media

7 strategies for increasing sales

By Brian Tracy

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Do you have a great product but aren’t attracting the right customers to buy it? Not sure how to approach your customers or have a confusing sales message? Use the following sales tips to gain more of the right customers:

1. Highlight the benefits

People don’t buy products; they buy the results that products provide. Start the process of identifying your ideal customer by making a list of all the benefits your customer will enjoy by using your product or service.

2. Clearly define your customer

Who is the person most likely to buy your product right now? Create an avatar of those people by answering the following questions:

    • How old are they?

    • Are they male or female?

    • Do they have children?

    • How much money do they make?

    • Do they have an education?

3. Identify the problem clearly

What kind of problem does your customer have that you can solve? If you’ve identified your customers correctly, they’ll pay you to solve their problems. Sometimes their problems are obvious and clear and sometimes not. But if no problem exists, the customer will not buy your product.

4. Develop your competitive advantage

Define your competitive advantage in terms of the benefits, results or outcomes your customer will enjoy from purchasing your product or service (which they would not fully enjoy from purchasing from your competitor). Focus on the benefits of what makes your product better than others.

5. Use content and social-media marketing to your advantage

There are so many more ways to get your product to your customers than ever before. What’s the best part? They’re all free. By building relationships with your customers through Facebook, Twitter and your blog, you can access more people than ever. Some of the benefits of content marketing include:

    • More access to qualified leads

    • More channels to sell your product

    • Lower costs to acquire customers

6. Cold call, when necessary

Cold calling potential prospects can be frustrating and hard. Whether you’re doing it in person or on the phone, it’s your job to warm up a potential customer. Especially if your product is new, you may have to generate interest by calling prospects.

7. Try the 100-calls method

This is a method I developed to overcome the fear of being rejected. Reach out to 100 customers as fast as you can. Don’t concern yourself with your sales results, only the number of people you contact. It will turn you into a fearless seller of your product or service.

Finding new people to buy your product or service is an important part of the sales process. Try these techniques to increase your win rate.

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