Perhaps it is the main task of a Sales Manager, or perhaps the fundamental part of any company, be it micro, small, medium or large.
But we have to start from the beginning.
There are three primary needs of companies.
- Penetrate the market. Sales increase. Position the product or service.
Penetrating the market covers the life cycle of a product or service from pre-launch to the market, through the development of the prototype, pricing, design of the commercial image, design of distribution channels, sales policy, policy discounts etc.
This is where the business organization is planned, organized, directional and controlled.
We must answer the questions; What do we sell, to whom do we sell, how do we sell, when do we sell, who should sell and how much should we sell?
By answering these questions we will have a map of the commercial territory that we want to conquer. Remember that; the map is not the territory, but it defines us more accurately our potential market.
For there to be an increase in sales, we must first have sold our product or service, which means that we already have a sales history. The history helps us to have a comparison parameter when implementing our sales increase plan.
When our product or service is not positioned it is advisable to set a ratio of 70% personal sale and 30% advertising.
When the product or service is already positioned, the percentages are reversed, 70% advertising and 30% personal sale.
There are three basic methods to increase sales in a company.
- Increase the client portfolio Do more business with current clients Increase prices.
Worry about the first two, the third will only increase fire in your company.
Use the cheapest and most effective method to position your product or service:
Word of mouth marketing or Guerrilla Marketing (Jay Conrad Levinson).
These are two proven low-cost, high-impact systems.
At the end of the period of the increase plan, occupy what is called the continuous improvement process (PMC), which is nothing other than improving what works to increase sales and reviewing what did not work.
Try to innovate and implement innovative sales systems and above all never before seen. Please remember that the consumer is not the enemy, but the one who decides whether or not to buy your product. Help him to say yes.
Let's sell experiences, not products and services, an experience is much more lasting in the consumer's mind.
