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I imagine that as an entrepreneur you are, autonomous and independent, you will be interested in knowing everything you need to increase sales, so that your sales take off, right? You will want to know what is necessary to sell and, what is more important, to sell more quantity and to continue selling more time. One product or several products, whatever they are.

So we have to start at the beginning: to have good sales (and keep having them in time) we need to create a unique product, something that gets your customers to not think twice when buying. And you will say: yes, I know the theory, but how do I do it, how do I create a unique product?

Well, that is what we are going for. The objective of this article is to show you WHAT REQUIREMENTS YOU MUST MEET FOR A UNIQUE PRODUCT TO SELL. Or in other words, what you should emphasize or where you should work.

Before telling you what it would be good to do, I’m going to tell you what it would not be good to do, from my point of view.

What I would never do is adopt a low price strategy. Why? Because it can be bread for today and hunger for tomorrow and because most likely it is not sustainable in your company, if you are and independent entrepreneur (and I guess small). That it is not sustainable means that you lose money.

Make no mistake: low cost products or services are something that only large consolidated companies can afford, I would almost say multinationals. The others, if we apply them, we die in the attempt (and if we do not die today, we will die tomorrow).

What, then, should we do? Here you have FIVE REQUIREMENTS THAT YOU MUST GET A UNIQUE PRODUCT FOR YOUR SALE.

1.- To add value. That is, it has to have a utility or benefit for the client. How is this benefit manifested? In which a problem solves him or a desire satisfies him. And when choosing between both, the products that solve problems are better sold to those that satisfy desires, because the former carries the urgency, the need, while the latter are associated with pleasure. You can go without pleasure, but you cannot go without solving a need.

2.- Be different from what already exists. If to create a product copies or simply examine what there is already to do something similar, something like that, obviously the product will not be unique. Keep in mind that the fact that someone works something, does not mean that it will work for you too. A unique product cannot be more than what already exists. It’s about creating something new that

  • Will solve a problem that did not exist before,
  • Will solve a problem that existed before but do it in a different way,
  • Will increase the pleasure and well-being of people in a different way.

3.- Focus on a very specific market niche. As I have hinted at sometimes, the products for everyone are products for anyone. And if here we are dealing with unique products, these should be directed to unique people, who belong to very specific market niches.

If you sell what everyone sells where everyone sells it, you will not sell or sell very little, because you are trying to highlight where there is brutal competition, and you just arrived!

So, let us be realistic: do not try to create something that works for everyone. Focus on selling something unique and for specific needs where there is less competition.

This is a very powerful selling and positioning strategy. I have developed it more in this other article that I recommend not to lose: how to get more benefits where there is less competition.

 

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About Complete Controller® – America’s Bookkeeping Experts Complete Controller is the Nation’s Leader in virtual bookkeeping, providing services to businesses and households alike. Utilizing Complete Controller’s technology, clients gain access to a cloud-hosted desktop where their entire team and tax accountant may access the QuickBooks file, critical financial documents and back office tools in an efficient and secure environment. Complete Controller’s team of US based accounting professionals are certified QuickBooks™️ ProAdvisor’s providing bookkeeping, record storage, performance reporting and controller services including training, cash-flow management, budgeting and forecasting, process and controls advisement, and bill-pay services. With flat rate service plans, Complete Controller is the most cost effective expert accounting solution for business, family office, trusts, and households of any size or complexity.

Entrepreneur with group of celebrating business partners in office with bright windows in background
The following are a few strategies to increase the sales of a small business.

Spend time carefully

A common concept is that money is the asset for small business owners but, in fact, time is the real asset. If you lose money due to any reason, it will come to you one day if you work hard. What cannot come back is the time you have once wasted. So, spend your valuable time carefully on activities that really make a difference for your business.

Many small business owners spend a lot of time at trade shows and exhibitions to increase exposure and, ultimately, sales. They collect hundreds of cards from people who seem to be interested in your product. After the trade show, you contact them in hopes of getting a purchase order from them, but they are in no way interested in your products. Your goal is not to waste time on such dead ends.

Identify potential customers and spend time with them. Answer their queries about quality, price, return policies, and customer service in detail and make them your happy and satisfied clients. These customers will not only purchase your product but refer others to you. This referral will increase the sales of your small business like no other.

Listen to the customer’s problem

In today’s world, everyone is interested in their own problems. The same rule is applicable to your customers. They are interested in their problems and seeking help to resolve them. Being a small business owner, it is your foremost strategy to ask customers about problems they are facing. Ask them what their needs are and what types of products they are in search of.

When you ask customers about their problem, they feel heard and important. They happily tell their problem in detail. After listening to them completely, start discussing the solution that your product will provide them. It may be possible that the seventh feature of your product is the solution, but, while describing your product to this particular customer, tell them that seventh characteristic first. After finding a solution, the customer feels relaxed and will listen to the rest of your sales pitch discussion happily and attentively.

The customer who finds a solution in your product will likely buy it and this small business strategy will increase sales.

Contact prospective customers yourself

When a customer does not respond to your email, instead of sending a new email, reply to your own email. Replying to your own email serves two purposes. One is that the client will see the original email. Secondly, you come to know whether the first email was received or not. If after the second email, the client says that they are not interested in your product, that’s why they didn’t respond to the first. Stop wasting your valuable time and end contact them.

Often the customer says that they are interested but could not respond to the first email due to some reason. Accept them. However, if no response to the second email was received, send a third email after a few days. Ask the client directly whether you should stop contacting them or not. This email has a positive effect. A client who is interested will send correspondence email as early as possible and the other one will send a refusal. After knowing the exact status, proceed accordingly.

Personal communication

Personal communication can increase the sales of a small business. This strategy proves extremely useful because, after personal contact, the customer doesn’t consider your email just an automated response. In a personal message, discuss the customer’s experience with your product. Ask them if they have any questions or concerns. In personal correspondence, the client should know that you are making an effort to write them a personal message despite your busy schedule. By valuing your prospective customers, sales can be increased tenfold.

Build an energetic team

Build a positive attitude of teamwork within your sales workforce. Don’t do things to divide them. The best sales team is the one that works together. By building positive dynamics within a team, they can communicate frequently and freely. Sales are increased by utilizing information shared within the team. Teamwork increases sales in the long run, independent of the size of the sales.

Conclusion

An increase in sales can be achieved by following a few simple strategies. These strategies basically revolve around the customer always.  As they say, the customer is always right.

Check out America's Best Bookkeepers

About Complete Controller® – America’s Bookkeeping Experts Complete Controller is the Nation’s Leader in virtual accounting, providing services to businesses and households alike. Utilizing Complete Controller’s technology, clients gain access to a cloud-hosted desktop where their entire team and tax accountant may access the QuickBooks file and critical financial documents in an efficient and secure environment. Complete Controller’s team of  US based accounting professionals are certified QuickBooksTMProAdvisor’s providing bookkeeping and controller services including training, full or partial-service bookkeeping, cash-flow management, budgeting and forecasting, vendor and receivables management, process and controls advisement, and customized reporting. Offering flat rate pricing, Complete Controller is the most cost effective expert accounting solution for business, family office, trusts, and households of any size or complexity.