Due to the Covid-19 Pandemic businesses need to increase their sales in order to survive and thrive. With new software and a new way of thinking, most experts predict that the way we market and sell has changed forever.
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- Identify Market Opportunities and Your Target Market
In order to increase your sales, identify who will buy your products and why! Research your new prospects and existing customers. Consumers are being more discerning about what they purchase for many reasons. Spend money on customer surveys or zoom focus groups because you need accurate feedback. Identify who, what, where, why and how they will buy from your business.
2. Give a Stellar Experience
To increase your sales provide buyers with great experiences! You have to create interest and enthusiasm and think outside of the box to offer a Stellar experience. What is great about your product or service? You need to deliver the experience in a way that differentiates you. Map the customer experience from start to finish. Analyze each step to see how you can improve on it. One restaurant sold unique and interesting drink mix packages for curbside pickup. They provided all of the ingredients to make unique delicious cocktails at home and packaged each option beautifully. Because of the unique offering, the overall experience of buying from that restaurant, the restaurant brand and the social media usage, there was a curbside pickup lineup two blocks long for two days.
3. Adjust, Adjust, Adjust According to What the Target Market Wants
Due to the Pandemic and the recession the market has changed, it is a good time to reconsider what you are offering and to whom. Maybe it is time to offer curbside pickup or delivery or offer a product or service that is conducive to enjoying at home. What can people enjoy at home? Your product or service line up may have to be changed, offered at a different price, and market it differently. Some music instructors for example are offering extra webinars for keen students or parents. The instructors take the payment ahead of time and have extra instruction and a time to ask more questions. The instructors do demonstrations that are tailored to that group.
4. Acknowledge the Pandemic and Make Consumers Feel Safer at Your Business
This pandemic is a serious time, people need to take precautions. Tell people all that you are doing to minimize the risk to consumers and do it! Be diligent if you want them to want to use or buy your product or service! For example maybe car dealerships should have a plan in place like doing one virtual walkaround, one or two test drives in a fully disinfected vehicle (that is delivered to their home) and then finish the transaction online. If people truly feel safer going into and working with your business over others, they are more likely to come buy from you.
5. Increase Your Online and Improve SEO
With customers spending 90% of their lives at home you need to go online and get the right digital traffic. When the pandemic is over experts predict that consumers will still do more things online than before. Software companies took advantage of the pandemic to build better software for communicating and selling remotely. What I mean by taking your business online not only includes advertising and the ordering of your products, you should become more creative. The mortgage interest rates in Canada are very low and consumers are buying. Maybe a builder should create a customer web portal where they can see their selections and see changes to their plans online. One home builder allowed people to change the plans online with preset options and customers loved playing with the software and making their home their own; offer a experience of purchasing that is fun, helpful and entertaining.
6. Use Customer Relationship Management Software
You need to be on top of servicing your customers and prospects, you cannot let any disappear due to you not trying hard enough. Most businesses use Customer Relationship Software in order to do this. CRMs keep all of the information about that lead in one handy place and CRMs remind you to follow up with a customer. Managers can use CRMs to see what the sales people are doing. Engage the customers, show you care and find a way to get a registration. You should know their hot buttons and have a strategic plan for closing customers. If they are not buying today they might buy later. They are more likely to buy from someone who is following up with them. Ask for reviews, referrals, feedback and/or repeat business.