Chatting with other small business owners like you lately, I am hearing from a lot of people that have been in their business for around a year or close to two, and pretty much all of them are telling me that they are struggling to get regular, sales through the door.
Now some of your businesses will be seasonal, and that’s fine. You just need to plan more ahead for this.
But most of the ladies I am speaking to are telling me that across the board they need to make more sales and are feeling a bit lost because the marketing they are spending their money on does not seem to be working…
So, here are three things that you can do TODAY to generate more sales in your business that won’t cost you a cent.
1. Reactivate Old Clients.
It’s a no brainer. You’ve got a list of your past clients right, people that you have not heard from in the last 6 months or so? Put that list together right now and call them. Pick up the phone and call them. Ask them how they are, if they are still using and enjoying the product you sold them last and if it is still solving their problem for them. Ask them if they enjoyed your last session together if you are a service provider. Ask them for genuine feedback, and listen. If they were unhappy with something, thank them for their honesty and apologise. Do your best to make amends and win them back.
If they were happy with you previously, make them an irresistible offer to come back to you. A percentage off your normal rate, a value add, a 2 for one deal. Even a free over the phone consult. At least remind them you are there, and how you can help in the future.
2. Follow up on old inquiries.
You should be filing and keeping any inquiries that come through either by phone or email. Go through that file today and follow any of them that did not convert into a sale. Maybe they need more information, maybe life got in the way and they just haven’t had time to get back to you. Maybe you can offer a better solution than before. Follow them up and find out if they are sales waiting to happen.
3. Send a special offer to your current, active clients.
You should have a list of your current, regular and active clients, These are your gold, the lovely people you’re helping and who in return are keeping you going. Give them something in return. Send them a special (secret) offer just for them. Something value added, or a 2 for 1 deal, or even a “refer a friend” offer. Reward them for being loyal to your business. Even send a personal, handwritten thankyou card to that one person who is really important to your business right now, and certainly send thankyou cards to clients that refer you to others.
(I tend not to encourage fire sales and discounting, unless you can do it in a controlled manner. With my retail business, I don’t discount, and I don’t price match. My prices are my prices, and when I do have a sale, it is on select overstocked items and offered only to my VIP mailing list of subscriber and past clients. They almost always sell out on hours of the email going out to my list. This way, my VIP list get access to secret special offers, and the image and perception of my business and brand is not affected by discounting to the public.)
These three simple tactics will help you generate sales TODAY. Be brave, plan your script of what you will say when you call your old clients, plan your offers. Pick up the phone and make the call. You will be amazed at how special it will make them feel that you thought of them.