Something which every business owner, sales manager, and sales professional care deeply about is how to increase sales volume. It may seem that sometimes you have to be more lucky than good for everything to work, but the reality is that there are things that can be done to improve sales volume.
Clearly Identify the Target Prospect
Spending a decent amount of time on identifying what your target and ideal prospect look like is a step which often doesn’t get enough attention in developing a sales strategy or even during execution. With the likelihood of being able to sell your products to a large audience as well as many different types of prospects, in order to get your sales strategy and execution in going, stop and think about prospects which fit best and then have a strong focus on that segment.
Consider characteristics such as industry, size, geography, title, attitude, income, current processes and systems when trying to identify the ideal prospect to go after. Once these characteristics are mapped out, try maximizing your time with prospects which match up well with these.
Increase Interactions with Prospects
Increasing interactions and communications with prospects is one of the most important ways to improve how to increase sales volume. You can have the best product at the best price, but if the prospects don’t know about you, don’t expect any revenue to come from them.
You can drive increasing interactions with prospects by your sales and marketing strategies. Looking from a sales perspective, proactive tactics such as cold calling and professional networking are effective strategies which increase interactions as well as scheduling appointments with prospects. From a marketing prospective, tactics such as search engine optimization (SEO) and use of social media increase the inbound flow of leads as well as help impact how to increase sales volume.
Effectively Qualify Prospects
One of your most valuable resources is time and you have to protect this resource by only spending time with prospects which have a high probability of purchasing when determining how to increase sales volume. You should spend time qualifying prospects to see how well they fit with you just the same as prospects will be looking at you to determine how good you fit with them.
Ask questions about their needs, ability to purchase, and their decision making authority when working to qualify prospects in order to measure how likely it is that they’re going to purchase from you. You might need to move on or make the decision not to spend a great amount of time trying sell to them if their questions aren’t what you want to hear.
Basically, prospects mainly make changes and purchases in order to resolve some sort of pain. When no pain exists, there isn’t a large need to change which makes selling to them difficult. It’s possible to sell to a prospect which doesn’t have pain, but these are the types of prospects which are able to sit on the fence and disappear when it’s time to pull the trigger.
Focus on trying to find pain which the prospect is experiencing in the areas where your products and services impact as well as focus on this throughout the sales cycle in order to improve revenue. There might be a decision to move on to improve how to increase sales volume when no pain exists.