Ways to increase personal sales. How the sales department can increase the company's turnover. We introduce cashless payments

Most entrepreneurs who started their business from scratch, and experienced businessmen are worried about the issue, how to increase sales in the store?

This article will discuss 9 effective ways that can increase your profits.

A big plus: they will not require additional substantial investment in implementation.

How to increase sales in the store: identifying the main factors

Before moving on to the main topic of how to increase sales, you need to determine why their level depends:

A huge role in the sale is played by the arrangement of products on shelves, shelves or hangers.

There is even a special "science" - merchandising.

It is also important how the product looks.

For example, it will be difficult to persuade a client that this meat is worth buying if it looks like it has been on display for a week.

Products should be intact, clean and presentable.

1. Also, of course, the level of sales depends on the ratio of price and quality.

Now let's move on to exploring the basic tricks that will help increase sales.

9 actionable ways to increase store sales

Rule # 1. The more expensive the better

Every visitor in the store should be closely monitored by the sales assistant.

And not because the buyer can take something for himself and not pay for it at the checkout, but in order to offer the product more expensive on time and thereby increase the number of sales.

Sounds absurd?

For example, a sales assistant noticed that a visitor is already ready to purchase a hat.

At this moment, he approaches, and without any obsession and tremors in his voice offers a similar product, only 15-20% more expensive.

Of course, not just like that.

In doing so, he refers to the fact that his proposed hat:

• several orders of magnitude better than the previous hat;
• produced by a well-known company;
• this brand will be popular in the coming season;
• be in the status of exclusive accessories, etc.

No fashionista can resist such a list of merits.

In addition, psychology is at work here: most people cannot pronounce the phrases "this is expensive for me", "I want something cheaper."

This move allows you to increase the number of products sold, despite the fact that "misfires" in this scheme, of course, do occur quite often.

But even if 30-45% of all visitors fall for such a trick, then this method will increase conversion by 22%!

Rule # 2. The more, the better.

For a consumer to buy more than one product, he needs a good reason.

Let's go back, again, for example with a hat.

Only in this case, the seller should increase sales by offering to additionally buy another position at the outlet, and not a similar product.

For example, buy matching gloves or an elegant scarf for a new hat.

In no case should an employee be forced to try on the offered product and be intrusive!

This will have the opposite effect.

The customer can even continue to bypass the store by the tenth road to avoid this "pesky character".

The seller must demonstrate the second item by describing its merits.

It is important to explain to the person why he should leave with two purchases at all.

For example, noticing that the proposed scarf is in harmony with the chosen hat, while creating a full-fledged fashionable look.

This is a good trick to boost in-store sales.

Rule # 3: How to Drive In-Store Sales with a Companion Offer?

This rule is in a sense "consonant" with the previous one.

Every clothing store contains items that can further increase sales, but are usually not offered to customers when choosing a basic item.

This is the so-called small things, which are usually displayed in the checkout area or on small counters in the sales area.

Such related products can be:

• scarves;
• hairpins;
• umbrellas;
• bijouterie;
• various cases, wallets.

How it works?

For example, a man buys jeans.

At the checkout, he is offered to purchase an additional pair of men's socks.

They argue that then the purchase amount will reach the required minimum in order to open a discount card.

Few of the buyers will refuse: socks will always come in handy, and participation in the accumulation system is an opportunity to save on purchases in the future.

The consumer thinks that this is a profitable investment, and he agrees.

Even if the entrepreneur's benefit from one such sale is small, if you sum up the results of the month, then the increase in sales using this method becomes obvious.

Therefore, store owners should not refuse to use such zones, and also need to motivate sellers and cashiers to mention the existence of such goods to buyers.

Rule # 4: Don't Forget Your Customers

Use methods that will allow you to find out at the time of sale of any product contact number buyer.

Most easy way- this is to ask to fill out a small questionnaire, for which the client can receive a discount card.

In this way, you can create a database of store visitors.

How will this help to increase sales at the point of sale?

The collected contact numbers of consumers are used for calling.

Here's how consultants might argue for calling a buyer:

1. Informing about new deliveries to the store.
2. Messages about profitable offers.
   For example, “buy one razor as a gift for a man on February 14, get the second as a gift” or “we will wrap it in beautiful gift paper for free”.
3. To find out why the client has not visited the store for a long time, and whether he has any wishes regarding the service or product.

The ability to work correctly with such a tool is a real art.

It is worth doing this only for those employees who have good diction and know how to work with objections.

They also provide a good response rate, and will also increase in-store sales.

The effectiveness of this method is confirmed by statistics:

Rule # 5. Enter a discount card

To increase in-store sales in this way, it is necessary to become familiar with two sides of the coin of this process.

The positive side of the coin

How to increase store sales?

Basically, an increase in the number of consumers. A discount card allows you to "get" them.

Buyers will always be attracted by the opportunity to save money.

For example, a girl wants to buy herself a purse. This model is located in two adjacent stores. Only in one does she have a discount card, and in the other she does not. Of course, she will go to buy goods where there is at least a small saving waiting for her. Reasonable, isn't it?

With the help of discounts, we can increase sales by attracting more customers, rather than increasing prices.

Negative side

When such cards are issued to regular customers, the store loses the lion's share of profits.

Whatever one may say, but the amount "underpaid" by the buyer is a lost profit point of sale.

Therefore, the expediency of using cards must be calculated in each specific case separately.

Each owner will decide for himself whether to use this method of attracting visitors.

But its effectiveness cannot be denied. Moreover, the efficiency is gradually increasing.

Pay attention to the comparative statistics of whether the presence of a discount card affects traffic:

Rule number 6. Bonus program to increase sales

This is another move aimed at boosting store sales.

Calculate the average enterprise and add about 25-35% to it.

This amount will be the control minimum for the bonus program.

For example, the average check in a store was about 2,000 rubles. Then, to receive bonuses, the buyer will need to cross the threshold of 2,500 rubles (2,000 + 25% = 2,500).

Come up with some gifts as a reward.

This can be either the products of the store or any products of partner companies.

This method can be used to increase sales in the store.

In addition, teach your employees to say the following words: “You made a purchase for 2,320 rubles.

If you purchase goods for another 180 rubles, we will give you one of the gifts to choose from:

• a plush toy;
• torch;
• trinket;
• handle;
• fridge magnet".

It can be anything! The main thing is to interest the buyer and make him pay even more.

Also, instead of gifts, according to the terms of the bonus program, you can accrue points that customers can spend on purchases in the future.

It kills two birds with one stone: it attracts people and makes them become regular customers.

The scheme is as follows:

Rule # 7. How to increase store sales with promotions?

This list is 10 better ways how to boost in-store sales would be incomplete when you consider promotions.

Promotions will always exist, because this is the easiest way to increase the volume of goods sold.

They allow you to motivate a person and incline them to spend more than they originally planned.

The most effective scheme that will help increase sales is 2 + 1 or 3 + 1 (buy three items and get the fourth as a gift).

This method not only allows you to increase sales in the store, but also helps when changing products to a new collection or moving to a different season.

The store sells several things at once that could lie without being sold, instead of writing them off and sending them to stock centers.

In addition, this method will help to increase the number of customers in the store.

It was noted that information about such actions is disseminated with the help of word of mouth.

Rule number 8. "Book of complaints and suggestions"

According to the law, every business must have such a book and issue it at the first request of the client.

But often the owners completely ignore their presence: the document is sent "to the table", and issued only with urgent requests ("otherwise you never know what nasty things they write to us").

Meanwhile, this may be one of the reasons why it is not possible to increase sales in the store.

Are you surprised?

The fact is that according to complaints and suggestions, self-respecting boutiques or retail outlets determine what exactly is lacking for customers!

Of course, you shouldn't offer every visitor to leave a record there.

Instead, you can enter short polls.

They can be carried out by cashiers when selling goods, and you can also place a box for requests and wishes in the sales area.

Buyers can be asked how they feel about:

• the level of prices in the store,
• variety of assortment,
• service personnel,
• atmosphere in the store (playing music, decor, product location).

In addition, you can unobtrusively ask to leave a comment about the work of the outlet on the site.

This will not only provide feedback, but will also attract new people to visit you.

Answer sheets should be USED to improve the operation of the point of sale, and not to be sent to a distant box.

Then you can increase sales by fixing potential problems.

The video shows practical advice to increase sales from an experienced entrepreneur:

Rule number 9. Communication with the client

To increase sales in a store, you need to think about more than just selling “here and now”.

Work for the future.

For example, a person bought an expensive tablet, phone, laptop in your store.

And suddenly, after a day or two, the store representatives call the buyer and ask:

1. Is the consumer satisfied with the purchase?
2. How quickly did you manage to set up an expensive purchase?
3. Do you need help in mastering the technique?
4. Do you have any suggestions to improve the store?

Agree, this gesture is very pleasant.

Everyone will appreciate this kind of care.

In addition, you will definitely want to tell your friends and acquaintances about this step of the store.

And word of mouth radio - effective method free advertising.

The methods listed above will help you decide how to increase store sales.

But we must not forget about the main thing behind the "tinsel": the key to the success of a retail outlet is customer care, high-quality goods and highly qualified sales consultants.

If everything is in order with this "base", the methods described in the article will help to increase sales in the store in short time.

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For the past six years I have been selling myself and teaching others how to sell.

At one time, I was lucky to develop a sales department at IPS (Isaac Pintosevich Systems), close space receipts in the Amazon Chamber of Commerce, and now I am building sales in the LABA educational platform.

We sell our products in Ukraine, Russia, Belarus, Kazakhstan, Germany and the Baltic countries. This is a rather complex process that requires well-coordinated work of the entire team.

What happened during these six years?

In the first week of work as a sales manager, he signed 3 contracts for a total of $ 23,000

The year held the first place in sales among thirty people

Personal best - 372% of the plan

During the year of work, he went from trainee to acting. the head of the sales department of the IPS company with thirty sales managers subordinate

In one day of the conference, he signed contracts with thirty unfamiliar clients

Has doubled the turnover of the LABA educational platform in the first month of operation

I am constantly studying, I have completed trainings with the best specialists: Belfort, Adizes, Cialdini, Ferrazi, Gundapas etc

Another personal record - sales of a product in the budget price category at $ 62,000 per month

I sold a lot, experimented with different schemes and made enough mistakes until I came up with the formula for the perfect sale. This formula can be used to increase the turnover of the TOTAL sales department, not an individual manager.

Myths that are often found among aspiring sales managers.

A salesman needs to be born

Most think so people, especially those who are just starting their way to this direction... In fact, selling is an affordable formula that anyone can master.

If you start juggling or driving a car for the first time, chances are you will make mistakes at first.

But if you have good teachers, over time, you will learn to do it easily and with minimal mistakes. Sales are no exception!

Selling is a pairing

You can hardly tell 97% of salespeople apart. These inept managers from the very beginning of the conversation try to tell as quickly as possible that they are the best, they have best company, better shipping, conditions etc.

They do not know and do not try to find out what the client needs at all. With this approach, it really is vaping. How does such a salesperson benefit the client, and what is the likelihood that the client will buy your product and be satisfied?

Selling is bad

We all sell something every day. Going to the cinema, what dish to eat for dinner, an idea for clients or management, services, etc.

When selling a quality service or product that can help a client, this cannot be a bad thing. If you are helping a person, what is wrong with that?

In fact, selling a high-quality, in-demand product is prestigious, and most importantly, it pays very well for it.

Myths for sales leaders or business owners

A good sales manager is easy to find

Now I’m probably going to upset you. Good salespeople don't look for jobs - jobs find them. There are practically no good sales managers on the market. It is not enough just to post a job and sales geniuses will come to you.

A good sales manager has sold his expertise long ago and of course has high paying commissions. Not in your company.

Practice has shown that you need to look for potential employees who are ready to learn and grow real "sales wolves" out of them. It is difficult, requires some knowledge and effort. But it definitely works.

Sales managers will actively sell themselves as they want to earn more

Alas, no matter what well-thought-out system of material motivation you have, it is not enough to keep your employee's passion at the highest level.

A sales manager is a person with his own inner convictions, fears, interests and priorities. Only thanks to the right approach to the management of each employee, you will be able to keep your sales department at a high motivational level.

The scariest myth that can ruin your sales force

Once I set everything up, everything works fine and it will always be so.

I think each of you has thought so at least once or hopes that it is possible.

The sales department is the link that should bring most of the finance to the company. And it should be constantly worked on and improved.

Every three months it is necessary to improve and revise the strategy in the sales department.

Set new bonuses for individual indicators, change teams or projects on which they worked, set plans for a month, for three and for six months.

Sales managers are stormtroopers by nature and the usual routine affects them negatively - they lose motivation, indicators begin to fall, and there are fewer satisfied customers.

Therefore, you must constantly keep your finger on the pulse of your sales force and, if it starts to weaken, take prompt action.

RIGHT PEOPLE

The right people are the backbone of any sales force.

How often do you interview? How often do you find good manager by sales?

Most companies conduct face-to-face interviews. This approach works for top management, but not for the sales department.

Competitive interviews are required. This way you can save your time and, just as important, emphasize the value of the vacancy in the eyes of the applicant.

If your new employee did not just pass an interview, but openly fought for his position with competitors, he will appreciate it much more.

One of the most important skills of a salesperson is purposefulness. Make the competition so that it can show this quality. The selection process should take place in several stages.

It is important that each stage is much more difficult - so you can understand how purposeful a potential employee is.

ADAPTATION SYSTEM

In many companies, in the first days of work, an employee in the sales department encounters the following problems:

• they do not know what and how to do it, so they walk, drink coffee and disturb other employees;
• they try to sell without all the tools they have and just burn leads or worse, ruin your reputation.

You must have a clear adaptation system. It is necessary to equip the employee with all the knowledge about the product and scripts for working with the client. This will allow you to get rid of turnover and introduce the manager to the position as quickly as possible.

NEW TECHNOLOGIES

Surprisingly, most companies do not use the essential tools for the sales department, even though they are quite easy to master - CRM, IP-telephony, voice recording system, etc.

Implementing a CRM system (customer relationship management system) will help you see the picture of the relationship with each client. Here you can write down the client's phone number, his full name, position, city and many other data in the database.

With the help of such a system, it is convenient to keep track of issued invoices, prepayments and completed transactions - this will allow you to quickly respond to any changes in sales.

The introduction of such a system usually increases turnover by at least 15%. And cloud solutions do not require large budgets.

In the educational platform LABA, we write our software that meets all of our sales analytics needs. We will definitely devote a separate article to this product, it's worth it).

SALES TOOLS

Many people know what scripts (algorithms for talking with a client) are, but few use them. Managers understand that such a toolkit increases sales in the company, but for some reason they give their managers the opportunity to improvise in a conversation with a client.

Improvisation is the worst case scenario in a conversation, when the manager needs to understand the client's needs and correctly explain all the benefits of the product.

The script needs to be developed, and this, believe me, is not the easiest task that you have encountered. It constantly needs to be tightened up and tested in conversations - this is a permanent process.

However, the game is worth the effort - the introduction of such a tool can increase a manager's sales by 30% after the first month.

Don't forget about the product book. This is your company's product catalog that every manager should know by heart. Every detail and little thing, every characteristic of your product. Customers consider a seller who knows his product perfectly well as a professional - this is an axiom.

AUTOMATION

At this point, it is important to note that your sales department will work automatically. How Swiss Watches- without interruption.

For this you need Technical Specialist- administrator. This employee will monitor overdue tasks from managers, unloading potential clients... It is also in his tasks to make sure that the money on the telephony accounts does not run out.

It is very important to constantly work with the customer base. The sales administrator will be able to monitor clients that take a long time. At the same time, the result from such clients is zero.

Create a black pool where you will add customers who have not bought anything for a long time or a lot of contact with them.

The profitability of a grocery store depends on many factors, first of all, on sales volumes, the quality of your employees, the location of the outlet, etc. How to increase revenue in a grocery store - for this there are effective tools that take into account these and other factors.

How to increase revenue in a grocery store

How effectively a particular business, in our case, a grocery store, works, shows its profitability, profitability. The amount of profit depends on revenue and costs.

There are two ways to increase your revenue:

1. Increase the price of the products sold.
2. Start selling more in quantitative terms.

Both options can lead to increased revenue. However, in reality, the first option is practically unrealizable. Any store, regardless of specialization, is forced to exist surrounded by competitors. Therefore, it is most likely that it will not work to increase revenue by increasing the price.

It is possible to increase revenue in a grocery store by raising prices only if the elasticity of demand for the products sold is extremely low or even close to zero, that is, this demand practically does not change - as if you do not raise the price, they will still buy in the same volume ...

This can happen, for example, if there is only one store and is located in a hard-to-reach area, where residents are literally forced to buy products at the offered prices.

In the current conditions of a tough competitive environment, more in a real way to raise revenue is to increase sales in the physical sense - in pieces, etc. There are effective ways and tools for this.

For example, the Biznes.Ru program will allow you to control sales, receive detailed assortment analytics and the history of the movement of goods in just a few clicks!

How To Increase Your Grocery Store Sales: 15 Ways

1. Reduce the price.

It was stated above that an increase in price is unlikely to increase the volume of revenue and sales. However, sales can be increased, on the contrary, by lowering prices.

If the price is slightly reduced by popular goods, it is quite possible that people will come not to your competitors, but to you to buy these particular goods.

The apparent decrease in the flow of money due to lower prices will be offset by volumes. That is, more will be bought at lower prices in quantitative terms, respectively, the total amount of your revenue will increase.

Price reductions may not be permanent, often unnecessary. Sometimes it is enough to carry out promotions to temporarily reduce prices, for example, to carry out sales of certain products at reduced prices, sales according to the scheme "3 units of goods at a price of 2", etc.

In this case, the increase in revenue will be temporary - for the duration of the promotion. But at the same time, visitors and customers may develop a habit of coming to your store.

One type of stock is a seasonal decline in prices, which also leads to an increase in revenue. For example, sale of winter clothes and shoes at a discount in spring, sale of last year's clothing collections in clothing stores, sale of vegetables and fruits at low prices in autumn, etc.

2 . Move to a more passable place - another effective method increase in store sales. More people means more purchases, which means more revenue. But in conditions of high competition between stores, it is not easy to find a place with higher traffic.

The entrepreneur needs to constantly monitor where such places can appear, which shopping malls are being built where there is good cross-country ability.

3. Convenient navigation in the store.

The more comfortable it is to move in the store, the more often customers visit it, the more sales and revenue.

4. Always available sellers who are competent and can advise the buyer on the products in a timely manner.

5. Actual price tags, informative and original design.

6. Correctly filled shelves- this is already work related to merchandising.

7. Possibility of delivery under certain conditions. For example, free shipping home if the purchase amount reaches a certain level.

8. The ability to pay for purchases by non-cash method(using bank plastic cards).

9. Installing ATMs of popular banks in the store, as well as electronic payment systems.

10. Leasing free space in the store or sublease for all kinds of kiosks, for example, for the sale of magazines and newspapers, flowers, or for repair shops for shoes, locks, etc.

11. If the area of ​​the store and other free resources allow, organization in the store of a children's room or playground for children.

12. Expansion of the assortment, upselling... A customer will visit your store more often if he buys in your store what he usually buys in several stores.

For example, a person will become your regular customer if with daily bread and milk he can buy, for example, confectionery, toothpaste, etc.

13. Discount cards... This is also a way to increase customer loyalty, make them your regular customers and increase your revenue.

Instead of discount cards, there can be accumulative cards. This is when some bonuses accumulate on the buyer's card, the volume and quantity of which depends on each purchase. The buyer can use these bonuses in the future to pay for the next purchases.

A variety of accumulative cards are cards that have the so-called "cash back", which means "cash back" in English. This is the same as bonuses, only money is returned to the card from each purchase.

For example, on a card with a cash back of 10%, when buying in the amount of 1,500 rubles, the buyer will return 150 rubles. The buyer will be able to use this refunded money for further purchases.

Discount cards, cards with bonuses or cash back, as well as other discount events, lead to the fact that customers come to you more often, buy from you more often, recommend your store to their surroundings. As a result, your revenue is growing.

In the service for automating grocery stores Business.Ru you can fully implement the loyalty system, set up discount and accumulative cards, as well as cards with a validity period. These and other features are combined with an intuitive interface that allows you to perform complex operations in a couple of clicks!

14. Coalition.

This is when you merge with other stores and make one promotion together. Therefore, it is more "interesting" for the buyer to come to shop in one of the stores of your general coalition. Examples of coalition activities are bonus cards retail chains("Piggy bank" and others).

15. Reviews.

In modern information society any negativity that can happen in your store will immediately appear on social networks. This will negatively impact store traffic and revenue.

Therefore, an entrepreneur needs to work with customer reviews. This work should be carried out in two directions: firstly, to prevent negative reviews, and secondly, to stimulate positive reviews... This will also lead to an increase in your sales.

Many of the above ways to increase revenue are also related to more narrow tasks, for example, increasing the conversion of store visitors to customers or increasing customer loyalty.

This is not surprising: both increasing conversion and increasing loyalty are aimed at solving one common task - increasing the store's revenue, increasing the efficiency of its work.

The above methods of increasing revenue should be applied when the most relevant conditions are created for each of this method, for example, seasonal discounts.

The entrepreneur must also constantly monitor his financial condition to find out which ways to increase revenue and in which cases are most effective. Most likely, an entrepreneur will need to use these methods in combination, and some tools to increase revenue need to be applied on a continuous basis.

Comprehensive trade automation at minimum costs

We take a regular computer, connect any fiscal registrar and install the Business Ru Cash application. As a result, we get an economical analogue of a POS terminal as in a large store with all its functions. We bring goods with prices to the Business.Ru cloud service and start working. For everything about everything - a maximum of 1 hour and 15-20 thousand rubles. for the fiscal registrar.

What business owner doesn't dream of increasing sales? Whatever you have - manufacturing enterprise, service, or online store, you want to sell more. Thus, you will earn more, there will be opportunities for business expansion. You will be able to increase the staff, open new points of sale, new workshops.

In practice, however, not everything is always so rosy. The enterprise may face unforeseen difficulties. After all, when sales grow, more products need to be produced. As a result, the enterprise simply does not have time to produce enough. Yes, you need to expand, but it takes some time. As a result, they either work in two shifts, or have to refuse orders, or the quality of the goods decreases, since it has to be produced a lot and quickly.

An online store may be faced with an insufficient quantity of goods in the warehouse, and as a result, it is necessary to increase purchases.

As a result, it turns out that the growth in sales leads to an increase in costs: salaries, logistics, the purchase of raw materials and new equipment. Therefore, if you are aimed at increasing sales, you need to be prepared for the possible chaos and changes that any growth entails.

The main factors influencing sales

Three groups of factors affect the growth or decline in sales:

1. External: seasonality, competition, laws, general market dynamics, customer purchasing power.
2. Internal: advertising, price, product, discounts, promotions, loyalty programs, etc.
3. Personal contribution is everything that every sales manager brings: his ability to handle calls, present a product or service.

You cannot influence in any way external factors... It does not depend on you which law is passed or whether your customers will be able to buy more. But two other groups of factors entirely depend on you.

This you can do a good product that will be in demand.It is in your power to make a thoughtful advertising campaign to draw even more people to your product. INYou can hire and train sales managers, develop sales scripts by which they can sell even more of your products or services.

To increase sales, you need to focus your actions in several directions:

1. increase the volume and quality of advertising;
2. increase the conversion from an interested to a buyer (for a site these are applications and and leads);
3. increase the frequency of purchases regular customers and the client's lifespan;

What exactly can be done, what tactics to use, we will tell you further.

Important: tactics by themselves will not bear any fruit if they do not become part of a well-thought-out strategy for your promotion in the market, and the development of the company as a whole.

50 ways to increase sales of goods and services

For convenience, we have divided them into several categories.

Marketing

1. Develop a promotion strategy. It is very common to find entrepreneurs rushing between different tools, not knowing which one to use. Develop a clear strategy for what you want to achieve and how you can do it. Then the tools will pick up by themselves.

2. Choose the right advertising channels. Think about where your target audience can live, and how you can "hook" it. For example, a small pastry shop will do outdoor advertising and a well-designed sign. Online hardware store can use contextual advertising and SEO.

3. Use content marketing. In 2017, 39% of companies in the world increased investments in this area of ​​online marketing, which proves its effectiveness. Content marketing is about looking ahead. It doesn't increase sales right away, but you will notice the effect over time.

4. Be smart about SMM. These are not only jokes and cats. Social media have long turned into a good advertising channel, with their help you can create demand for new products, find buyers for already known ones, promote a brand and maintain relationships with existing customers.

5. "Catch the Wave": Stay up to date with the latest trends, events, viral memes and jokes. Especially if you have a young target audience who actively uses social networks. Having successfully played the next event, you can get new fans, who can then become your clients.

6. Use retargeting and remarketing: return to the site those who were interested in the product or service, but for some reason did not complete the purchase or order.

9. Analyze all advertising activities. See which channel brings the most sales, turn off unprofitable ones. This way you can not only focus on what works the most, but also manage your ad budget and avoid unnecessary spending.

10. Use landing pages and promo pages for new products and special offers. These pages have a higher conversion rate. They are easier to promote, and then you can turn them off as unnecessary. It's easier than adding new pages to your site.

Website

11. Describe in the header of the site, under the logo, what you do. Usually they put a slogan here that doesn't tell new customers anything about you. Write who you are - sausage factory or legal advice.

12. Indicate on the site all possible means of communication with you: phone number, address, location on the map, e-mail address. Phone and address can be specified in the header of the site. Be sure to create a separate page “Contacts».

36. Delegate. On the initial stages you will do a lot yourself. But business development will not work if you constantly pull everything on yourself. Learn to delegate routine tasks to someone else. In this case, when the question arises about changing the structure of your enterprise, expanding, opening branches, it will be much easier for you.

37. Organize an affiliate network. Connect dealers to the sale of your goods, to attract traffic to the website. They will find new distribution channels for your products.

38. Open branches in other regions. Gradually enter new territories for you. So you can cover more regions, new markets, and accordingly, sales will go up.

48. Offer free services or products that generate interest and encourage the purchase of a paid product. For example, in the info business, a free webinar is held in order to lure as much as possible more people for paid.

49. Take an individual approach to each client. Everyone is different, and you can learn your customer's preferences simply by making the right notes in your CRM.

50. Use burn-in discounts that decrease over time. This technique encourages customers to buy more and faster.

You can use one of the tricks from this list, or weave several of them into your marketing strategy and business processes.

Let your sales grow!

Sales are one of the first indicators of store performance. If you want to increase sales in the store, then your actions will be aimed at attracting customers to the store or how to increase the average check.

How to choose the most effective way to increase store sales

Which method should you choose to get the fastest possible result? To understand how you can increase sales in a store, you need to determine what format it belongs to. What kind of customer is it intended for? Is it a supermarket with an area of ​​over 1000 m2 or a “convenience store”? Azbuka Vkusa and Pyaterochka have two completely different customers and two different approaches to increase sales.

Some stores target the budget conscious shopper who wants the lowest price. In others, customers value service more.

If you have a discounter, then the service is not important to him. People will put up with pallet display, goods in boxes. But they will strive to get favorable prices. Increasing sales for the budget conscious is, first of all, increase in average check.

If you have a supermarket or convenience store, then prices will not play such an important role. The buyer comes to it, wanting to receive a certain service level... Such a buyer does not want to stand in lines and waste his precious time. An increase in sales in it is an increase in the frequency of purchases.

How to increase the average check in a grocery store

If you urgently need to increase sales in the store, then the easiest method is to increase the average check of the store. The goods are displayed in the additional display areas, the impulse goods are placed everywhere. The availability of the product is ensured, and people begin to purchase more and more.

The buyer came for milk, but at the entrance he saw a mountain of fruits, on the way he noticed his favorite sausage, and at the exit the child took a toy. And now, along with the milk, the buyer already has a full basket of products.

goods

This is the first thing to pay attention to if there is a negative trend and you need to increase sales in the store. If the product is not on the shelf, then no one will buy it. The buyer should know that here he will always find the cottage cheese he needs or his favorite sausage. To ensure the availability of goods, you need:

1. 1. 1. Correct work with . Buyer must satisfy wide range of in the shop. All the goods he needs must be in stock.
      2. Timely export of goods to the trading floor. Correct organization work, lack of deposits in the warehouse.
      3. Control of the availability and layout of product groups aimed at forming a price image. Presence , , Formation of daily reports, allowing you to make sure that the most important groups of goods are always in sufficient quantity.
      4. Pallet and seasonal displays.
      5. Working with the assortment of goods, making changes to the assortment matrix.

Encouraging impulse purchases

The stimulation of impulse purchases allows you to effectively and quickly increase the average bill. This is the purchase of goods that the buyer did not initially plan to take. How often have you entered a store with the thought of buying items from the list, and at the checkout found a lot of unplanned items in your cart? These are all impulse purchases that increase in-store sales.

1. Neat layout in the checkout area. Tempting display of goods in the waiting area. Availability of sweets for children.
2. Cross-merchandising is cross-selling, when the purchase of one product is the purchase of another - accompanying one with it. Therefore, we lay out the goods taking into account the comparability of the products. For beer - chips, for pasta - sauces.
3. Permanent availability, , The buyer, perhaps, did not plan to purchase the product, but when he saw a profitable offer, he decided to buy.
4. Learning "sincere service". When you do not know what to buy, and the seller unobtrusively helps you to make a choice.
5. Carrying out tastings. Especially effective for new products.
6. Attraction with aroma. The scent is the strongest stimulus that influences the subconscious of the buyer. Think of the smell of aromatic bread or fresh baked goods. But scent can also be repulsive with its obsession. As a result, pleasant odors can increase store sales, while unpleasant odors can decrease.

Quality and product presentation

You walk into a store and you feel comfortable. As a result, you spend more time in the store and buy more items.

1. The neat display of the goods allows the buyer to easily find what he needs.
2. Clean equipment and goods. Lighting and feeling of freshness. If you put discounted rotten fruit at the entrance, then the sales of the entire store may decrease. The feeling of purity and light is not always perceptible, but it affects the subconscious of buyers.
3. Timely clearance
4. Compliance with the conditions of storage of goods.

Increase in purchase volume

The goods are purchased in a larger volume than originally planned. Often the buyer is ready to buy more volume if the offer is profitable. For this, promotions are used, for example When two or more products are sold at a better price than one. Or promotions, when related products stimulate the sale of each other (“buy a brazier and get firewood as a gift”)

Increasing a check is more difficult than increasing the number of goods and their volumes. In this case, the buyer should give preference to a more expensive product than he usually buys. This is possible if the buyer feels that the value of the product is higher than its price. Sincere customer service. Clarification of product values, incentives to purchase new products.

Attracting customers to the store

Attracting customers to the store is possible if our regular customers will start visiting us more often or by attracting new customers.

Increase the frequency of purchases

Player Buyers - People's Addiction to Promotions

There is a segment of buyers who track promotions. They are waiting for the promo and expect to purchase the product with additional benefits. If on the day of the start of the promotion the goods are not displayed, then this will outrage the buyers.
The buyer may specially come for some advantageous offer, and, not finding him in the store, he will leave and may never return. “You have printed a catalog, here is my favorite sausage at a discount, but you simply do not have it!”.
At the time of the start of the promotion, all promotional items must be displayed in the store. Product availability must be checked on a regular basis during the promotion. On the night before the start of the promotion, an additional shift of employees is displayed to display the promo goods.

Timely replacement of price tags

Every day in stores about 10% of price tags are set incorrectly. If a customer discovers an inaccurate price in a check, he loses confidence in the store and may stop visiting it. This problem is much larger than it might seem at first.
For example, there are about 250-300 promotional items in the store's promotional catalog. For all these goods, you need to print price tags, cut and post. Staff trading floor spend about four hours changing price tags on the day the promotion starts. It turns out that for half a day, the store is only engaged in changing price tags. It is necessary to change the price of the outgoing promo and the upcoming promo. But the incorrect price can alienate the buyer, and he will go to your competitor next time.
Withdrawing an additional team of employees on the day of the start of the promotion to change price tags. Appointment of a person responsible for changing price tags.