Sales in Direct Sales
Sales Increasing sales
One of the most common questions asked in Direct Sales
is "How do I Increase my sales?" There are some simple sales
strategies that you can implement to really increase your
This is an area
that we all want and need to work on. Some of us are in
businesses that are very cyclical; high sales at certain times
of the year. Some of us have consistent sales, but it you want
to change it. How do you increase your sales?
One of the first things is KNOW YOUR CATALOG! This is YOUR
STORE! It is the only thing that your customers can see. We
don’t usually have ALL of the items that are available for
purchase. We don’t have the money for that type of inventory, so
how is the customer going to know you have it, or know that it
is good quality, or maybe not so good quality and you recommend
a different piece or item? You are the only one between you and
the customer’s money! You need to make them want to spend it
with YOU! HOW?
The first thing to look at is if you are an order taker or an
order maker. An order taker just says, “Ok, so you would like 2
eyeliners. Thanks for your order. I will call you next week.” An
order maker will say, “Ok, so I have 2 eyeliners for you. Did
you see that we also have mascara on sale this month as well.
Did you know that mascara only lasts for about 3 months and you
should change it often? Can I add one or two on for you?” This
is linking one product that is similar to another.
Bridge selling is taking someone with an order for one item and
hooking it up with another item that could go well with it. Your
customer is ordering a foundation; you can bridge them into a
blush or a powder. If you don’t sell makeup, but sell home
décor, then it would be similar if they are buying a floral
piece and you recommend a pretty picture that picks up the
colors of the floral arrangement. You are enticing them, teasing
them, if you will. You want them to have to have it. Offer a
small discount if they buy both items. Your profit will go up
since their purchase price has just gone up. This can also be
accomplished with Group selling. Grouping three or more items
together that work together and selling them at one price, with
a discount of course. You just tripled your sales to one person.
Don’t be afraid to try something new! You cannot read peoples
minds so you don’t know how much they are willing to spend.
Another thing to look at is how much time do you spend in
training? Do you go through company training and then that is
it? “Hey, I read my manual. I know all there is to know about my
company and business. Heck, I’ve been in sales forever! “Or do
you read and research as much as you can about your business.
Listen to speakers, read business books, get others opinions,
share with others. By expanding your knowledge, you will be able
to come up with different ideas about promoting your business.
You will find out what works for others. You will learn that
improving your self also improves your confidence and that
reflects positively to your customers. Your customers will buy
more if they think you REALLY do know everything there is to
know about your business and they will feel confident that you
are a professional and not just doing this business to make a
fast buck and then never hear from you again. Most sales are
made by relationships, not by the fact that they want your
stuff. By investing in you, you are investing in your future
with your business.
One last thing you can do to increase your sales, is focus on
your companies top items. What are the most popular things that
move? A lot of companies list these out for you. Ask them. Why?
Because these are the top sellers, the things that everyone
wants. If you do parties, then make sure you are focusing on the
top sellers AND the higher price items. Make them WANT IT! Get
personal. Talk about the one you have just like it; how you can
live without it; how it was the reason that you joined this
company. “I just fell in LOVE with my Bean Pot. OMG! It is so
awesome and the food is so wonderful in it!!!” AND SO ON….. Get
them hooked on it and then move them into the rest of the items
that go with it. Link them! And then watch your sales and
Copyright 2004-2006 by Chris Carroll. Chris is a work at home
mom that has been in sales for 20+ years. She has a BS in
Business Management and is the host of
DirectSalesTalkRadio.com as well as a Certified Beauty
Advisor and Leadership Rep with Avon.