6 Steps to Making More Sales

The life of a small business owner can be tough. You start a business because you’re passionate about something. You have a dream that you want to make a reality. You don’t mind working hard, as long as you can work for yourself. Sound familiar?

Working hard isn’t always enough to make a small business succeed. You’ve got to make the sale and keep making more sales. You need a plan.

Here is a 6 step-sales guide for small businesses to help you make that plan.

1. Finding leads

You need to find those perfect customers. The ones who “get it” and appreciate what you have to offer. You need an effective marketing strategy for your business. That starts with telling your story and and getting in front of the right people. Your story includes:

• Your company name
  
  
• Mission statement
  
  
• Logo and other visual branding
  
  
• Your “voice” and written communications

You’ll share your story on your website, through advertising, social media and through the word-of-mouth of happy customers.

2. Picking the right leads

Not everyone who looks at your website or hears your story is going to buy what you’re offering. You need to try to determine who’s a good fit for you so you can spend your limited time helping those people decide to buy.

3. Making the pitch

Help people say yes! Once you’ve determined that someone is a good fit for you, spend some time educating them about why your product or service will benefit them.

You don’t need to be pushy, just help them see how your offering fits their needs or solves their problem. These are some ways you can help educate them:

• Detailed product description on your website or in your brochure
  
  
• Landing pages that speak directly to the customer’s problem or need
  
  
• Product demos or how-to videos
  
  
• Customer reviews to help people relate to other people using your service
  
  
• Clear pricing information

4. The follow-up

This step may be as simple as making the transaction for a cup of coffee to more complicated payment, delivery or shipping options for larger purchases. It’s important to communicate clearly with your customers during this stage and to help them navigate through the payment process, as quickly and easily as possible.

5. The hand-off

Make your customers smile! Deliver what you promised. Be on time or better yet, early. Don’t just meet, but exceed their expectations. Be prepared to fix any mistakes happily and quickly.

This all may seem like common sense, but it’s easy to miss things when you’re busy. A bad experience at this stage can make a customer not want to do business with you in the future. A good one can make them a customer (and vocal fan) for life.

6. Making friends

Stay in touch with your customers. If they’ve had a good experience, they’ll be happy to hear from you and tell their friends!

There are a lot of things you can follow up with, including:

• Helpful newsletter that provides relevant information
  
  
• Customer loyalty program
  
  
• Links to articles you think customers will find helpful
  
  
• Invitations to events
  
  
• Holiday or birthday cards/gifts/discounts

SOURCE: 99 Designs