Staging a Revival When Sales Flatline
Posted on 10/01/2012
You’re losing them, and you’re losing them quickly. That’s right, your sales are about to flatline. And you know that it’ll take a miracle to get them back. But before you completely lose hope, remember that it’s never too late to save the sale. By using the right techniques you can perform what some would call a marketing miracle to revive those sales you thought you were going to lose. Keep holding on because there’s always time to resuscitate a sale with the skills you already have.
Get On Their Level
A client may be left wavering after they hear their options from your company and other competitors. And by offering them different pricing levels, they may be more likely to accept a smaller offer rather than going big. Make use of your fliers or online promotions to show potential clients all of the different options that they could achieve if they decided to go with your company.
Often, clients might be turned away from a sale because they feel pressured to buy the most expensive package or services. But if your sale is already about to flatline, a sell-down can be better than no sale. That’s why your marketing materials will come in handy to show all of the options. Once you get them hooked with a lower level of product or service you’ll have a better opportunity of snagging bigger sales in the future.
Finding the Source of Flatline
When any patient comes into the doctor’s office, it’s the doctor’s job to find out the source of the problem. It’s just like that with your sales. Do some detective work to find the source of the problem with the sale. As a marketer, this could involve asking past clients why they decided to go with the other guys.
No matter what you find in your investigation, it will only make your company stronger. Make sure you take the feedback you receive and actually utilize it. The information you find might upset you at first, but remember that fixing a few small problems can help you increase sales.
Make An Offer They Can’t Refuse
Pricing is often one a primary reasons that customers decide to go elsewhere with their business. But you can also win clients willing to pay more if you understand and cater to their needs. Customers enjoy working with people that “get them.” The key is to listen to what your customers are truly asking and anticipate their needs.
Take a look at your current customer base and find ways that you can add incremental labor but increase sales just through good old-fashioned service. Consider a direct mail campaign to your best customers and potential good customers that would appreciate this new focus on your service that just so happens to speak directly to their needs.