During difficult economic times like COVID-19, it can be
hard to break into new markets. One of the best things to do now is to better
serve your existing customers. Think about what’s working and what isn’t!
These should be your first priorities:
- Review your sales process. Are
your sales what they should or need to be (as compared to your goal for sales)
- what is working well and what is not working? What is your sales process and
approach that is reliable and drives predictable results? If you win only 10%
of the time, getting that number to 20% is a small but meaningful improvement!
- Lead generation and know your numbers. How
effective is your lead generation and lead follow-up? What is your lead
management system and how well is it helping you with leads, lead management
and conversions through your selling process? If you don’t know your numbers
are you flying blind, and how will you adjust if you are off course?
- Know your customers. Know
what their favorite services or products are and be aware of their wellbeing
during this time. Ask yourself how you can better serve them, and how you can
help then during the COVID-19 pandemic or as they prepare to build their
business as the COVID-19 restrictions are lifted.
- Build referral relationships. The
best referrals come from satisfied customers. Focus on doing everything you can
for your current customers and showing them that you care. And don’t be afraid
to ask for referrals! It doesn’t have to be a sales pitch—just ask them to
share their good experiences with your business and send a friend or two your
way!
- Reward
loyal customers. This will look different for every business,
but the customers that stick by you should recognized! Consider offering
discounts for frequent retail customers, or a tasteful gift basket in B2B
relationships. Find what makes sense for you!
Increasing sales isn’t easy
or simple, but these should provide a good starting point for any business. For
more information, keep reading here!
