Convincing a customer to make a purchase is a challenging task. It is especially difficult in a world of consumers who are "immune" to advertising and amid today's abundance of good offers from competitors. Before making a purchase, people compare different offers. Price is important. For some, quality is important, and someone likes to buy goods with additional service. Given this, each group of buyers needs to choose their sales promotion tools.
Sales stimulation contributes to a short-term increase in sales, so any selected methods must be limited in time. Sales promotion promotions are rational to use:
- to smooth out seasonal/temporary declines in sales;
- to draw attention to the company on occasion (event);
- to counteract the actions of competitors;
- to encourage and motivate consumers and sales personnel/sales representatives.
The task of sales promotion is to make the buyer act here and immediately.
A motivated staff is the engine of commerce.
Colorful packaging, a huge advertising poster, and a publication in a top journal will bring one hundred percent results to sales staff. Company staff implements the merchandising strategy, is responsible for the quality of service, and completes the transaction. The employee must have a specific interest in meeting the customer. You can and must check every employee, but you can't do it all with your own hands, right? It's better to use some software that will monitor the calls. I recommend that you pay attention to the service fusion reviews there are very good. And if you need help with management, monday com lead management review will also help you with that.
How to sell more and more expensive?
Sales promotion techniques have a more sustainable and long-lasting effect compared to advertising. However, it is advertising and merchandising strategies that reinforce the impact of any incentive.
Price reductions and second-unit discounts are fairly popular measures for increasing customer demand. However, price methods of raising sales (hard-selling) are rather expensive for producers and effective only for a short period. In contrast, non-price sales promotion methods (soft-selling) have appeared in marketing. In addition to increasing turnover, they help maintain the company's image and mentally involve the customer in interacting with the product. Lotteries, contests, and guaranteed prizes for collected chips are soft techniques. Special services are also non-price methods of sales promotion. They were a competitive advantage for some companies for a certain time. They include:
- warranty service;
- availability of a service center;
- delivery service;
- installation or disassembly services;
- Packaging and packaging of goods.
Methods of increasing sales are aimed at more than just stimulating consumers. To increase sales of goods and services, it is also necessary to motivate sales personnel and the company's counterparties (dealers, sales representatives).
Instead of a conclusion...
"I know it sounds cliché, but sales incentives ring a bell at the cash register," said A. William Robinson, and one cannot disagree with him. Any sales promotions are designed to:
- increasing sales revenue;
- to condense losses in the last stage of the product's life cycle;
- launching sales of a new product on the market.
Modern sales promotion methods help establish communication with consumers and maintain the company's image. The list of known sales increase methods is widening daily, and more sophisticated and creative ways of influencing customer activity appear. What way to choose depends on the following:
- the situation on the market;
- the movement of the competitors;
- the features of the product or service;
- the target audience of the business
Success and great sales!