Every business owner wants more sales, but where do you start when your business is still small? Here are some repeatable strategies you can use to increase sales for your small business.
Look At Sales Performance
First up, look at what you’re already doing to get sales. Do you have a sales team? Is it just you pitching clients when they contact you because of your marketing? The best way to get started to increase sales is to measure what you’ve already got, and how you got those clients. Use the following metrics to get a baseline on your sales numbers:
- current number of sales
- amount spent on marketing during that time or that was used to bring in those clients
- list the ways you found your clients
It sounds crazy – but literally take the time to list out what you’re doing and it will be revealing. This will be the first step to increase sales as a small business.
Create Measurable (& Reachable) Sales Goals
Now you have your baseline. It’s time to create some sales goals that are
We hear a lot in small business, particularly in startup culture, about how it’s important to stretch your goals each quarter, but don’t cause your sales team or yourself to burn out. Goals have to matter because they can be reached and they mean something to your business. Pick sales goals that you can track, and that help you get a view of how your business is growing.
Increasing sales as a small business will revolve around understanding how to achieve goals that need new ways of thinking. Can’t get to $5000 this month? Why? Need more customer acquisition channels? Start to develop those and lean in.
Use Sales Tools
One of the best ways to increase sales as a small business is to use sales tools. A great sales tool helps you keep track of your leads, contacts, and customers, and also helps you analyze which sales techniques are working. Want some ideas to get started? Here’s a list of the top 150 sales tools for business. Even if you don’t choose to use one of them, you might get some ideas of which metrics to track by seeing the features these tools offer.
Find Sales Contact Lists
Speaking of sales tools, don’t forget that it takes a ton of time to find contacts for your sales outreach. Some companies create curated contact lists for you, but make sure they’re working with up-to-date contact lists that are specific to your industry. It can be tricky if you’re in a niche industry or work in a space where direct sales is a no-no.
On average – direct sales works well if the TCV (total contract value) is $10k per month or above. Below that – hustle to get organic leads or referrals. Don’t fall into the trap of calling customers.
Build Your Own Contact Lists
If you’re a small business, chances are you know your customer base better than a contact list anyway. If you’re just getting into growing sales, consider starting your own contact lists. This is easier than it used to be, because many customer relationship manager systems can track your contacts for you. Then, sort them into lists, and you have an easy way of keeping in touch next time. Still, you might want to build your own contact lists up front for sales, starting with your own network who might offer you referrals. One of the best ways to increase your sales is to find the right people to give you a personal introduction to open doors.
Understand Your Customers’ Goals
Do you know whom you’re contacting and why they would want to talk to you? It’s easy to get overwhelmed by sales, and that’s because we all share a fear of rejection. Before starting your sales effort, think about the people who would be happy to hear about what you’re offering. That’s a great starting place. If you understand your clients’ goals, you can make a sale to someone who is happy you came along with a solution to their problem.
To increase sales as a small business, consider outlining your Ideal Customer Profile or ICP. It will help you focus on how you need to communicate with.
Final note: communicate value. It might help if you write down what value you think you offer to each group of contacts you are communicating with in sales. That will help you remember the goals of your prospective clients and how to tell them you have the solution they’ve been looking for. Not sure what people’s values and goals are? Ask them! A simple question that can help you clarify the value you can offer is to ask people what the most challenging thing is about their job or task. You might be surprised to find a lot of common ground that allows you to make that sale in a natural way.