Promotions and sales: 33 ideas on how to attract a buyer

You will be surprised: sometimes the buyer is even ready to ... undress in order to receive the desired product. But seriously - you should not be limited to the typical "let's make a discount and let's distribute flyers." There are many options for promotions, even with discounts you can come up with something unusual - and effective.

explored

hypermarket

13. "Now or Never"

14. "Motivated" discount

Promotion in the Calipso store.

Present

Promotion in the jewelry store

19. For the future

supermarket

Half a liter of blood for the iPhone.

"Silpo" and monsters Stikeez

Promotion at the Olvi gas station.

33. Original promotions

There are many ways to attract the attention of buyers - discounts, gifts, free samples and much more, but marketers do not stop generating new ideas and surprising consumers. We studied the experience of retailers from different fields and compiled a list of trade marketing promotions that work.

Discounts in online and offline retail

In mid-2016, marketing firm Nielsen investigated the impact of promotions on shopper choice in grocery stores. The results are impressive. Thus, 51% of 1,000 respondents confirmed that their interest in discounted goods increased over the year. Price reduction is the most common way to attract the attention of store visitors to specific products. However, discounts are different. Along with the traditional seasonal sales in Russian and foreign retail, there are quite creative promo solutions.

The action is often found in fashion retail. It allows not only to increase sales, but also to sell stale goods, receive funds and free up space in the warehouse for new arrivals. Larger events are also referred to as "warehouse liquidation". The mechanism works well - people are ready to buy things from last year's collections at a discount.

Liquidation in the baby store.

This model is used not only by retailers, but also by representatives of the restaurant business. On certain days and times, the store has big discounts on a specific product or category. Hours are usually known in advance.

However, Simteks, a St. Petersburg home appliances store, took a different path. The fact that on Friday there will be "happy hours" and a 30% discount on Italian household appliances, buyers were informed in advance. But the times change every week. Already for the third time the shops were in a rush from early morning. Marketers coped with the task of attracting customers to inconveniently located retail outlets.

This model is used when you need to attract the attention of a specific audience segment. There are a lot of options - discounts for mothers with children, owners of Maltese Shepherds, pensioners, etc. There are also more creative options - a promotion for visitors in white or customers with green handbags.

"Family" action in "Pyaterochka".

This mechanism is often used by fashion retailers. Girls love to go shopping in companies, so the “bring a friend and get a discount” marketing campaign is in demand, and the discount depends on the number of attracted customers - 5% for one, 10% for two, 15% for three, and so on. Another kind of such promotions is discounts for new visitors - a regular customer passes a coupon to a friend.

Multi-move "Refer a friend" promotion - perhaps too difficult to complete

This is how Alfa-Bank in Belarus attracts customers.

The store makes profitable offers to specific customers. For example, birthday people get a discount on a cake or other holiday products. The large Lenta hypermarket went even further. Personal offers are formed based on the analysis of the purchase history. The client receives information about discounts on goods of interest to him by mail or in an email newsletter.

50% discount on your favorite products in the "Lenta".

The promotion is more typical for online retail. Orders begin to be accepted when the goods are not yet in stock. To encourage buyers to pay in advance, the store reduces the price of pre-order.

Discount for pre-ordering RRD equipment.

The buyer is active - puts likes, subscribes to groups in social networks or e-mail newsletters, writes reviews - and receives a profitable offer. Such actions pursue several goals at once. They stimulate sales, increase the loyalty of the target audience, increase the subscriber base or community in social networks.

200 rub. to buy underwear in a couple of clicks on the social network.

One of the options is special offers for those who have spent a certain amount in the store one-time or gradually. In the latter case, the buyer is offered to keep receipts or is given a special card on which the seller puts marks with each purchase. The client receives a large one-time discount or bonus card. The percentage on it can increase as you pass the milestones - 5% for purchases of 5,000 rubles, 7% - for 10,000 rubles. and so on.

More shopping - more discount.

The purpose of the event is to increase loyalty and increase the amount of the average check. Also used to sell slow-moving goods. An example of such an advertising campaign in footwear and accessories stores is a discount on a handbag when buying a pair of shoes from the same collection, in a supermarket - a discount on nuts when buying a package of beer.

Discounted accessories for smartphones and tablets.

This model is often used by grocery retailers. Every day in the store there is a discount on a certain category of goods. To attract the attention of the audience, they come up with creative names - “Fruit Tuesday” or “Meat Friday”.

Discounts on meat in the BIGZZ chain, Minsk.

Such a promotion is a good way to get rid of stale goods or draw attention to a new one. In order for buyers to better navigate, promotional products are marked. You can use bright stickers or price tags of the appropriate color.

Minus 30% for goods with a "red" price tag.

13. "Now or Never"

This technique is used by online retailers to combat abandoned carts. The visitor walks through the pages, selects products, but never reaches the checkout. After a while, an email arrives with a discount on the models added to the cart.

The buyer will receive a 5% discount and free shipping if they return and checkout.

But the MYTH does not reduce prices, but “squeezes” the buyer with a fragment of the book:

An extra free chapter is a good incentive to buy the whole book.

14. "Motivated" discount

To earn a bonus, the buyer must complete certain actions. What kind of madness people do not go for the sake of profit. For example, in the Moscow diving equipment store Diskus, customers were offered to put their heads in the aquarium. The size of the discount depended on the time that a person could spend under water holding his breath. There were always those who wanted to test their strength - people appreciate more what they get for a reason. And discounts, for which you had to try, are used more willingly.

People are gambling, they like to play and win. Buyers perceive positively promotions in supermarkets with elements of a lottery. For example, when making a purchase, an arbitrary discount breaks through on the receipt. The size can vary from 5% to 50%.

Random discounts on embroidery kits.

An original solution was found in a shoe store - the amount of the discount was tied to the size of the customers' feet. Another example is a marketing campaign in a sports equipment store. The buyer had to bring an old bike. It was weighed on the spot, the percentage discount on the new inventory was equal to the weight of the old one in kilograms.

Promotion in the Calipso store.

And here is another solution: “Turn in old clothes and get a discount”:

Price reduction is the most common, but far from the only way to attract visitors to the store and motivate them to buy more. This mechanism is good to use when, along with increasing sales, the goal is to get rid of individual products. However, you can increase the average check and audience loyalty without lowering prices.

Present

Even more than buying at a bargain, people love getting something for free. This is actively used by retailers, who come up with different mechanics with gifts. The attention of consumers is attracted by both really valuable goods and pleasant little things. The effectiveness of marketing campaigns can also be affected by the original presentation.

One of the most common mechanics. By purchasing a product of a certain category, the client receives the second one as a gift. These can be the same products - a common "two for the price of one" promotion. Also, as a gift to the main one, they often offer related products or consumables. There are also quite original combinations - vodka and Borjomi, Raffaello and condoms, etc.

Action in the salon of home textiles.

This option is not suitable for every store. But it works great in jewelry stores, where sales directly depend on the number of fittings. One of the stores managed to survive the crisis and increase sales by offering pearl jewelry for each fitting. Their prime cost is low, due to the increased sales, the action has more than paid for itself.

Promotion in the jewelry store

19. For the future

Sometimes a gift to a random visitor can increase sales if you need to take care of the free product and buy consumables. They decided to carry out an unusual marketing campaign in a pet store. The owner invited students from a nearby school on a tour. At the end everyone got a small fish for free. After a while, the parents came for aquariums, equipment and food. The cost of this living creature is low, but related products are decent.

We are talking about joint actions of companies from different fields. A good example is the Seventh Continent supermarket and the Sunlight jewelry store. When buying products for a certain amount, the client receives a certificate for jewelry. The action usually involves cute trinkets - pendants or beads for Pandora bracelets.

Joint action of Pyaterochka and Sunlight.

Such promotions are usually carried out by manufacturers, but retailers also often use this mechanic. So, in one jewelry salon, expensive gifts were raffled among buyers - cars, apartments and travel. An even more creative idea came up with the marketing specialists of the Ukrainian Citrus store. They gave away a limited edition red iPhone 7 to blood donors. During the action period, in several centers, each donor was given something like a lottery ticket.

Half a liter of blood for the iPhone.

It is good to launch gift marketing activities at the opening of a new outlet in order to attract customers. A good example of a promotion was shown by the marketers of the Svyaznoy salon. Employees scattered "lost" wallets with an invitation to come to the opening of a new store and exchange the find for a gift - a T-shirt with the inscription "The most honest resident of the city."

In honor of the opening, Bukvoed exchanges balloons for books.

Marketers actively use tricks from computer games - achievements, awards, leaderboards, statuses, and others. In grocery chain retail, customers are offered to collect toys. A collection of characters is created, an album or a box with slots for each figure is sold separately. There are a lot of examples from real practice - the Ukrainian network "Silpo" and monsters Stikeez, Russian "Dixie" with their "stuck" and "Magnet" with toys and tokens from Star Wars. The bottom line is always the same - in order to get or buy a figurine for a pittance for a collection, you must first purchase for a certain amount - 500-1000 rubles. Thus, the promotion increases the average check quite well, and at the same time increases the loyalty of the target audience - people like to play and share their successes in social networks.

Star Wars on the Magnit network.

Buyers are offered to collect a certain number of items and exchange them for valuable prizes. Network hypermarkets donate sets of knives, frying pans and other household items of good quality. A sticker is issued for a purchase for every 50, 100 or 200 rubles. Thanks to the promotion, collectors come to purchase in specific stores and pick up more items in order to get a prize faster.

Coupon for chips in the cosmetics store "Professional's Choice".

Action scenarios are limited only by the imagination of marketers and business owners. The main thing is to offer customers what they need, or involve them in an interesting game with elements of competition.

Marketing activities have different goals - increase sales, attract customers to a new store or attention to a new product, increase reach or loyalty. All previous examples directly or indirectly help to solve all problems. In this section, we will talk about promotions that are mainly aimed at increasing the average check.

This is how they motivate to spend more in the “At the same time” network.

This model is most typical for online stores. The promotion is limited by the amount of the order - at least 1000-3000 rubles. Many people prefer to put an extra and not very necessary product in the basket than to throw away 300-500 rubles. to the wind.

Having tried a new product or drink, the visitor can buy something that he did not originally plan. The mechanics are used by market traders and sellers of watermelons - after tasting a refreshing treat on a hot day, it is impossible to pass by and not buy it.

Honey tasting at BeeHappy store

People like to feel that they are part of a big and useful cause, so the inscriptions “By buying this product, you help children” or “I love nature” work. Of course, a charity project should exist not only in promotional materials.

"Panda-karta" in the "M-video" store.

In grocery retail, you can often find products that sell no more than 2-4 pieces per person. Miraculously, a queue grows at the counter, where it used to be empty. The fear of not being on time, of missing out on something important, works into the hands of marketers. Even those who do not need the goods at all are in a hurry to pick up their portion of "exclusive".

Action in the Novosibirsk store "Holiday".

This model is used to increase the average check. Shoppers are offered a set of related items, such as tea and sugar or gin and tonic. The point is that buying a set is more profitable than buying each product separately. However, kits are chosen even by those who need one thing, thereby leaving more money in the box office.

In a set, each item is cheaper.

There are other strategies to increase the average check, the simplest of which is to increase prices. However, in this case, some buyers may go to competitors to save money.

Promotions to attract attention to the brand and increase loyalty

Creating a buzz around the store means attracting customers and almost guaranteed to increase sales. In the struggle for the attention of the audience, companies take risky steps, sometimes on the verge of a foul. But such events always bring results, and the winners are not judged.

Some stores encourage customers to do crazy things for gifts and discounts. One of the varieties of such promotions is the strip game. The pioneer in this business was Euroset, which 10 years ago gave phones to those who came to the salon naked. However, most retailers do not resort to such drastic options. So, in 2016, at the OLVI gas station, they gave a full tank of gasoline to everyone who came to refuel in a bikini and in heels. The conditions were the same for everyone without exception.

Promotion at the Olvi gas station.

Similar actions were carried out by fashion retailers in different cities and countries. As for loyalty, of course, one can argue here, but the marketers of these companies definitely coped with the task of attracting attention and creating a stir.

Action in one of the shoe stores in Grodno.

This mechanism is often used by home appliance stores. In exchange for an old washing machine or refrigerator, the buyer receives a new one with a surcharge. The surcharge is usually 10-30% less than the usual cost of equipment, and the store increases sales and receives working parts. HM also carried out a similar action - in exchange for a bag of old clothes, the visitor received a small discount on a new one.

Exchange old for new in MediaMarkt.

A prize received in a fair fight brings more joy than an ordinary gift. People are ready to compete for the sake of simple titles and ratings, and they are capable of much for a discount or a prize. Social networks provide great opportunities for draws. Repost contests draw attention to the brand, increase the reach of the target audience and increase loyalty.

Another common model is pranks using special hashtags, including creative ones. You can also use this tool offline. So, a grocery supermarket arranged a competition for speed - the winner was the one who, at the set time, scored more purchases in the basket and ran to the checkout. The lucky one took everything for free, the rest of the participants received a discount. Another example of gift chasing is a promotion at a sports equipment store. Customers had to choose any product and run to the checkout in a minute. A wet t-shirt photo contest was organized by a plumbing store for its customers. Photographed on the spot, the winner got a shower.

Creative competition in the fabric store.

33. Original promotions

Unusually designed advertising campaigns attract attention and are remembered, and the coupon for the next purchase becomes a reason to look into the store again. On New Year's Eve, the children's supermarket launched the Compliments and Wishes campaign. At the checkout, customers pulled out a beautifully designed scroll with wishes and a coupon for a gift or discount. Customers liked the event so much that the store began to repeat it before every holiday.

This is not a complete list of ideas that will attract visitors to the store and increase sales. In each area of ​​retail, you can come up with a dozen more creative promotions. To increase response, reach and achieve better results, it is worth combining offline and online tools, constantly analyzing the reaction and needs of the target audience. A careful calculation of marketing promotions will help not to go into the red.

04May

Hello! In this article, we will talk about ways to increase retail sales.

Today you will learn:

• What are the characteristics of retail;
• What are the ways to increase sales in a retail store;
• : step-by-step instruction.

Retail Features

Retail sales - sale of goods by the piece to the final consumer for his personal use. This short definition characterizes retail as well as possible.

Retailers sell goods to the most ordinary consumers, individuals who use it for their own needs. To understand what kind of product the end consumer market needs at the moment, it is necessary to carry out a complete analysis.

However, it should be noted that retail covers almost all areas of business: from consulting services and the food industry to mechanical engineering and construction.

Retail trade requires less capital investment compared to wholesale. This makes entering the market accessible to almost everyone. However, not everyone should jump into retail because of its affordability.

First you need to familiarize yourself with the features of this type of trade in order to understand whether it is right for your company:

1. If you manufacture or purchase goods in large quantities, and you do not have several hundred square meters or a developed distribution system in several geographic regions, then retail is not for you. The end consumer market will not be able to accommodate a very large volume of products. There are exceptions: for example, branded goods. They are bought on the first day they enter the market. Remember the queue on Red Square for brand new apple smartphones. However, this is the exception, not the rule. If your product is not yet very popular, then your offer should match the demand.
2. If you are not ready to spend your money on, then retail is not for you. Emotions play an important role in the retail market, they influence the purchase decision. Brilliant advertising campaign. In addition, retail is characterized by a large number of consumers who buy goods in small batches. And this means that in order to ensure sufficient sales, the company needs to be notified about the product. a large number of consumers. This can be done through marketing communications. We will definitely talk about them.
3. If you are not sure about the "hardness" of your final price, then retail is not for you. Demand in the end-user market is quite elastic. There are exceptions - these are essential products, such as bread, matches or salt.
4. There is a need for constant marketing research. Otherwise, you will miss the moment when your company's sales began to decline and will not have time to eliminate the negative factors that we will talk about now.

Why sales are declining

There are many factors that can have a negative impact on sales. And sometimes it can be circumstances that we have no control over. These include economic, political, technological, socio-cultural, legal and environmental factors of the external environment.

To determine the strength of the influence of these factors on your business, you need to conduct a PESTEL analysis. In the event that the strength of the influence of these parameters on the market is too great, then it is better not to take risks and refuse to exit. This will save you from financial losses.

But there are negative factors in the occurrence of which the company itself is to blame. We can influence these parameters, so it will be useful to consider each of them in more detail.

Bad store location.

This is the most common mistake new entrepreneurs make. Before or stall, do a little research. Find out where yours is, in what cases your product is purchased. If you answer these two questions, you can save a lot on marketing.

Example. We want an economy format. Our target audience is female students and working women aged 18 to 35. It is not practical to open a salon near the university, as we will cover only female students. It is also unprofitable to choose a sleeping area for opening, since we will cover only one geographical region. But opening a retail outlet near a shopping center near the university and not far from the sleeping area would be a good solution. It will be visited by both of your segments.

Decor.

We opened and decorated the window. But clients do not come to us. What is the reason? Walk up to your point of sale and look at it through the eyes of a consumer. Perhaps it looks unattractive or does not represent your product, and consumers simply do not understand why they should go to you.

When registering an outlet, follow the following rules:

• The showcase should reflect your product, be associated with it;
• Give examples of prices. This attracts consumers, especially if these prices are low. But do not deceive, they must correspond to reality;
• Duplicate information about your promotions on the showcase;
• Use relevant themes for design.

Range.

There can be many options here, let's look at each:

• Insufficient assortment width. Your clients don't come back to you after the first visit. This is one of the signs of this problem. Compare your range with your closest competitors, ask consumers what your outlet is missing. This will allow you to eliminate the problem and attract visitors;
• Too wide range. In this case, the consumer simply cannot choose one product and leaves without buying. One of the marketing agencies conducted an interesting study. First, the client was asked to choose one of three jars of jam of different flavors. The consumer made his choice. The same customer was then asked to choose from 24 different jars of jam. In the second case, the consumer either chose the taste that he chose the first time, or left without buying. The researchers concluded that an assortment containing more than eight items negatively affects sales volumes;
• The assortment does not match the location of the outlet. For example, our nail salon is located next door to the bridal salon. A good solution to increase sales would be to include a wedding manicure in the assortment.

Low quality of service.

The modern consumer is very demanding. He wants to enjoy the process of making a purchase. The boorish behavior of the staff will not save even the highest quality product. , conduct trainings, . A good retail salesperson is 90% successful.

Ways to increase sales in a retail store

In fact, there are only two ways to increase sales - increasing the consumption of products by existing consumers or.

Attraction of new clients

This method can be implemented by poaching customers from competitors or by entering new segments.

In both cases, you will have to turn to marketing tricks. Tools for implementing each of these methods are given in the table. Some methods are generic.

Increasing sales volume through existing customers

It also has two options for implementation: increase in consumption and increase in sales conversion.

Increasing sales conversion.

Sales Conversion - the ratio of the number of visitors to the store to the number of buyers.

From the definition, we can conclude that the conversion is mainly influenced by the parameters of the outlet itself. Therefore, we will work with them.

• We improve the quality of service. A good seller will be able to sell any product. The bad one will not sell and the best one. There is such a thing as intra-company marketing, which is determined by the company's attitude towards its staff. The better the working conditions, the more sales you will get. Also, don't forget about training and motivation;
• Merchandising. has a direct impact on the sales of your products. There is an arm's length rule in marketing. According to this rule, in 80% of cases, the client takes the goods to which he can reach without much effort. If your product is above or below this zone, then sales will be low;
• Promotions, sales, bonuses. This method will allow you to increase the conversion, but only for the duration of the incentive events.

Increase in consumption.

In this case, all our actions will be aimed at increasing the average check.

You can do this in the following ways:

• Price increase. By increasing the price of your products, you will increase the average purchase amount, but may decrease the conversion rate. So you won't get an increase in sales. To prevent this from happening, remember a simple rule: any price change must be justified. The client must understand that you raised the price for a reason, but because your packaging has changed to a more convenient one (in fact, the price and packaging may not be related to each other).
• Additional services or goods. After your consumer has chosen the main product, offer to complement it with a service or another product. For example, you sold a necklace, offer the buyer a gift box. This add-on will not be a significant expense for the client, but in total will bring you a good additional sales volume in monetary terms.
• Loyalty program. The Loyalty Card will not increase the average check, but it will lead to an increase in the number of purchases by the consumer in your store. There are several types of discount cards: bonus, accumulative, privileged. Each of them has its own tasks, but their common goal is to increase sales.

How does the loyalty program work? For example, we own a grocery store and we have a loyalty card, which is provided free of charge when buying from 1000 rubles. There is another grocery store opposite us, but it does not have its own loyalty program. Customers who have a card of our store will come to us to receive a discount, bonuses or gifts (depending on the type of card). Thus, we "tie" consumers with a card, forcing them to buy only from us, increasing sales.

Step by step guide to increase sales

Each business is unique, but there is a certain sequence of steps that will increase sales for both a furniture store and a consulting company.

Step 1 . We define the specifics of our outlet.

There are a huge number of different forms of retail stores.

They can differ in the following parameters:

• Form of service: self-service, Internet trading, catalog sales, self-service machines and stalls, traditional service, pre-order;
• According to the form of organization: a single outlet, a network, small retail trade, mobile trade;
• By type of goods: food and non-food.

The shape of the store determines the range of problems that can affect the decline in sales. For example, in a clothing retail store, the main reason for the decline in sales may be the low qualification of contact staff, and this is unlikely to be the reason.

Step 2. We are looking for weaknesses.

The main weaknesses of retail stores are:

• Small volumes of a one-time purchase by one client;
• Too high price. Big margin is good. But do not go too far, otherwise you will lose customers;
• Too wide target audience. You want to sell everything to everyone, but it is very difficult to do so. A much more effective solution would be to focus on one segment.

Separately, I would like to highlight the problems of online trading:

• Inconvenient location of active buttons. These include the button "buy", "pay", "place an order" and others. If the client has to look for such a button for a long time, then he will simply leave without buying;
• The site is not adapted for mobile devices. According to statistics, about 40% of sales are made from mobile devices, so displaying a site from a phone should be as convenient, understandable and informative as from a computer;
• Too complicated and long checkout and registration forms. The client does not have enough nerve cells to fill out your questionnaire and place an order. Don't test his patience;
• Insufficient information about the product, low quality photos. The consumer must know what he is buying.

Step 3. We choose methods for solving the problem.

Scroll up and see which method and tool to increase sales can increase sales in your store.

For example, if your customers are shopping for small amounts, then you should use the increase consumption method. Offer additional goods at the checkout, enter a cumulative bonus card.

Increasing sales volume is, of course, a burning topic. True, I'm not sure that all 22 methods proposed in this article actually work. But it's worth a try.

Sales volume is the main indicator of the success of every company. And the task of the commercial department is to make this indicator as high as possible.

In this article, we have collected 22 effective ways to increase sales for the most common industries. Let's take a look at them.

Volume of sales, or rather its increase, sooner or later begins to disturb every manager. It is important to understand that increasing sales is a complex and multifaceted task that needs an integrated approach to solve.

In addition, there are no universal solutions in the world of commerce; for each case, you need to try different approaches. As practice shows, some solutions will be effective, while others will not bring the desired result. This is fine.

But you need to work hard to increase sales volume. Let's focus on proven ways to increase sales.

Method number 1. Offer your customers at least three different offers

Often, when new customers contact a company, it is quite difficult to predict their price range. Therefore, offering products from only one price range, it is possible not to guess the preferences and expectations of the buyer. It would be more rational to offer several options - in particular, standard, business and premium kits.

Here, the so-called sales psychology will operate - the buyer understands that he is offered goods for any price range. Therefore, the probability of ordering increases significantly. But it is important to carefully consider the proposed kits from different price niches, explaining to the client the differences between them.

Method number 2. USP or differentiation from competitors

You should analyze your possible differences in comparison with other market participants. If you differ from other companies only in the offered price, cardinal changes are required.

Possible competitive advantages include: free and / or fast delivery, service, provision of related services, bonuses and gifts for customers, constant availability of products in stock, etc.

Method number 2. Visual commercial offers

The commercial offer should be made in such a way as to really interest the client. Namely, with a detailed description of the characteristic advantages of the service provided. For short-term promotions, this commercial offer should be supplemented with information about the company's promotions and discounts.

Method number 3. Progress report every quarter

Clients often do not understand what exactly and in what quantity they receive when concluding a subscription service agreement. Therefore, we decided to regularly send detailed reports, indicating information about the work carried out - to improve loyalty from our target audience.

Method number 4. Promotion of services using the Internet

Thanks to the site, we managed to significantly improve our results - we indicated all the data on special offers there, posted videos with information about the features of subscriber service, and explained the advantages of working with us.

In addition, we have thoroughly approached the issues of search engine promotion, updating the structure, design, and navigation of the site to increase resource traffic.

Method number 5. Improving Application Processing

The improvement of the CRM system includes the function of submitting an electronic client application, through which the client can easily find out about the current status of the application. Applications marked "urgent" are processed first of all, without waiting for the general queue.

Automation of the processing of incoming applications has allowed us to significantly increase the overall loyalty of the user audience, simplifying the tasks of the company's engineers.

Method number 6. Increasing sales by mailing to databases of potential customers

Formation of bases of people who expressed interest in our project, even if the contract was never concluded. We always make sure that the version of our databases of potential customers is kept up to date by regularly adding and updating data.

Method number 7. Selling site development

For modern business, the relevance of the site is difficult to overestimate, it becomes the main means and channel for attracting customers, increasing significant sales. In order to increase the return on the site, three main elements are important - the main page with high-quality selling text, the application form, and the form for collecting contacts of potential customers.

Tips to help make your site more efficient

1. Simplify the structure: refuse to pile up different types of information on one page. It is very important for clients to understand where and what to look for.
2. We are preparing 2 separate menus - a general menu (for site navigation) and a catalog of available solutions, which are divided by business segments (in particular, Expert. Restaurant chain, Expert.Club, etc.).
3. You should publish in a conspicuous place on the main page information (better infographics) about the benefits of your offers. In particular, it is possible to reflect a visual comparison of losses in the absence of proper automation and a possible improvement in performance, which its presence will contribute to.
4. You can place a link to customer reviews on the main page. The visitor who clicked on them goes to the reviews section.
5. It is also necessary to provide on the main page a place for a banner that advertises the current special offers of the company, etc.
6. A callback button should be placed on each page in the upper left corner.

Method number 8. Increasing sales through the right choice of promotion channels

We always recommend using advertising campaigns in Yandex.Direct, an advertising banner, articles about plots for sale on the main portals of your region. So, for example, a company selling land plots first briefly announced a special offer, after which eight plots were sold.

In addition, to this day, television advertising is quite effective. In particular, thanks to the launch of the reality show Construction. Your house in 3 months” the company was able to achieve recognition of its brand in a short time.

Method number 9. Organization of work of sales managers

To increase sales, we decided to change the general sales scheme. Now the manager had to demonstrate the plot to a potential buyer before bringing him to the office. And the head of the sales department had to successfully complete the transaction.

This principle is beneficial for each party - the manager had additional time to attract clients, while the boss achieved a larger volume of transactions, since he was not forced to spend time inspecting the sites.

We also approved a standard sales scheme:

• Call or request to inspect the object;
• Manager calls to clarify site inspection plans;
• The buyer visits the site for sale;
• Meeting of the buyer and the head of the sales department in our office;
• Registration of the contract.

In the period March-December, we managed to sell a total of more than 100 plots of the first stage. Managed to increase sales five times compared to the same period last year. The company was able to improve its reputation, with better promotion of the following projects, related areas.

Method number 10. Improving the quality of your services

The company initially conducted a survey of its customers. This principle allowed us to determine the preferred course of action. First of all, we started improving the quality of services, training employees, and buying new equipment. Clients are provided with a number of bonus services and additional gifts for the holidays.

Method number 11. Free coupons for the first lesson

In addition to fitness services, we launched two new business areas - health tourism and SPA programs.

Results: We achieved a 30% revenue growth, with awards in prestigious competitions, attracting many corporate clients, sports teams. The media published the news of our competitions - for additional advertising of their center.

Sales is one of the foundations of a successful business, no matter what it does. Even if the most necessary products for the population are manufactured, they still need to be sold. And as part of the article, we will look at how to increase sales in retail.

general information

1. To begin with, you should take a look at companies that offer goods delivery services. It is quite possible that the supplier sells food products quite expensively and you can find companies on the market with a more pleasant pricing policy. In this case, it will be possible to reduce the selling price.
2. You should experiment with the placement of goods and see what is taken most often together.
3. Considerable attention should be paid to the identified patterns and try to turn them to your advantage.

Non-standard ideas

In this case, the greatest attention should be paid to the following approaches:

1. Sensitivity to trends. Consider an example. When winter ends, the demand for rolled metal products for houses, sheds, fences, and so on increases. For additional effect, mutual advertising, gifts and recommendations can be used.
2. Exactly the same, but better. The essence of this approach is that there is a choice of goods that are similar in value. In such cases, the highest quality is chosen. Using such a "background" can do a good job.
3. More expensive means better. Many people think that the more a product costs, the better it is. And this is often true. In other cases, they simply profit from it.
4. symbiotic partnership. Consider where is the best place to place a retail outlet? Here are a couple of combinations: a pharmacy and a grocery store, or auto parts and bicycles. Related areas and can help in a very qualitative way in increasing the level of sales.

And if you are interested in how to increase sales in the retail trade in flowers or other fast-moving items, then the latter option will be literally ideal for growth. If you think about it, you can find a good place almost anywhere.

Automated sales systems

It's a popular way to organize, customize, and improve customer experience when it's done in multiple steps. Let's say we have an online clothing store. Can its performance be improved? How to increase sales in clothing retail in times of crisis and hard times?

An automated sales system will help with this! With its help, you can facilitate the establishment of contact, the clarification of requirements and requests, the formulation of requests, their processing and execution, including delivery. Also, an automated sales system helps in after-sales service and subsequent interactions. There are a large number of benefits and useful features that they have to offer.

Building a sales system

A lively mind, sensitivity to the market and ingenuity provide ample opportunities. But to improve performance, it is necessary to attend to the construction of a sales system. It will allow you to understand the structure of goods sold in the picture of the general assortment and analyze intermediate results.

Using an automated sales system as a basis will significantly streamline the available information. In addition, it will be easier to build relationships with customers, from his first call to the issuance of an invoice. The ability to make accompanying notes also helps a lot. In addition, they may have various add-ons such as the ability to send instant messages or emails.

Various tools to increase sales

Let's consider such a case when a retail sale of something is carried out through the World Wide Web. Only we will pay attention not to sites, but to social networks. These are quite popular sites where a large number of people are located, and all of them are potential buyers.

According to a fairly large number of people, having a company representative who is engaged in maintaining feedback through social networks increases the number of sales in the amount of a third of the existing turnover. You should not neglect various pleasant bonuses and souvenirs that can please customers with their availability. It may also be an offer to make an additional purchase along with the product.

Consider this case: a person buys a computer, and they offer him a router at a reduced cost, or even give it for free. You should only adhere to the rule that an additional service should not cost more than the main purchase. You can also use the establishment of a certain purchase threshold.

It should be noted that in this case there is no specific model of interaction and you can work here within the framework of your imagination. The general gist is something like this:

1. When the value of purchases exceeds a certain amount, the buyer will receive a gift, a raffle coupon or free shipping. Although it could be something else.
2. When two goods are bought, the third is given free of charge.

Non-standard models

In general, the list of different ways can be continued for a very long time. Yes, and it would be useful to try to turn on your imagination and come up with something new that will help increase the level of sales. Finally, remember this:

1. Payment of change of goods. This technique can not be called widespread, but it is still quite interesting. So, when the buyer pays for the goods, he receives change not in money, but in some small things. For example - chewing gum, sweets or matches.
2. Multi-colored price tags. This technique is used in cases where it is necessary to draw attention to a particular product and show that it is special. For example, that a food product will soon deteriorate, and therefore it is sold at a discount.
3. Time limited price. It has a strong motivating effect on buyers, literally forcing them to buy the product at the moment.
4. Possibility of return. There is a pretty neat trick here. There is a law that requires you to take back an item if it is returned 14 days after it was purchased. You can play extra on this. It is enough to offer customers that if they do not like the product, they can return it after 14 days.
5. Price hints. In addition to the cost, in this case it is useful to post information about what is taken together in this particular product.

Conclusion

It is impossible to say exactly how effective these measures will be. Here much depends on the practical implementation and many different aspects. But the fact that the result will be is without a doubt. The main thing is to build a strategy. No need to put everything in a heap and pile one on the second. In which case, you can always use one first, and then something else. In addition, various special moments can be timed to coincide with dates such as the New Year, the summer season, etc.

But in pursuit of the number of sales, do not forget about the minimum required price. For the client, of course, is a valuable person, but it is not worth working at a loss. Therefore, it is necessary to look for the golden mean. And if one person leaves, you should not be sad, but you need to concentrate on the rest of the people who are in the status of a potential client.

Sales organizations have always been concerned about one thing: how to increase sales. I recommend 5 sure ways!

Commerce has long been one of the most popular ways to start your own business and become a wealthy person.

And, of course, merchants of different eras were concerned about one issue: how to increase sales Because more sales means more money.

Merchants were looking for various ways, sometimes their searches were crowned with success, sometimes they turned out to be absolutely useless.

Modern entrepreneurs associated with trade, as well as managers whose income depends on the number of sales, have one indisputable advantage over their colleagues from the past: they can not only use other people's ideas, but also have access to various useful sites, such as like a success diary.

Thanks to such sites, you can get the advice you need not only about your business activities, but also on other important issues.

What determines sales volumes?

Any organization associated with trade, whether it is a small shop or a large enterprise that not only sells, but also manufactures goods, has always been concerned about one issue: how to increase sales.

It was the activity of the sales department that was the main measure of the company's success: sales are growing - everything is fine, falling - so you need to look for sources to increase their volume.

And only when things were going really bad, the emphasis shifted: the goal was not to increase sales, but to retain existing customers.

Of course, the main reason why it is so important to keep sales volumes high is profit.

With a decrease in the number of customers or with a decrease in their purchasing power, the profit of everyone, from sellers to the owner of the enterprise, will fall.

Both large companies and small companies often make a common mistake: when sales fall, management starts blaming the departments responsible for them or the sellers themselves for everything.

This is wrong, because no matter how qualified and pleasant the seller or manager is in communication, the buyer will not purchase the product if:

• the store has a meager assortment - he simply will not find what he needs;
• there are interruptions in deliveries - now there are enough stores, so you can buy the required product elsewhere, and not wait until it appears at your place;
• the trading floor is dirty or has an unpleasant smell;
• the product is not advertised, etc.

What are the modern methods of increasing sales volume based on?

Sales can be increased if:

1. Increase the number of clients.
2. Increase the average check of each client.

"If you don't take care of your client, someone else will take care of him."
Konstantin Kushner

Depending on the problems you have, start acting either in one or in several directions.

Increase in the number of clients.

From a small number of clients, either those that have just appeared on the market and have not yet managed to win an audience, or long-registered firms that have rapidly begun to lose their clientele due to competition or internal problems, suffer the most from a small number of clients.

Chasing new customers, the main thing is not to lose old ones.

Often, executives or creative managers decide to completely transform the way a company operates or change its product line, which causes old customers to start to leave.

If you have nothing to lose (for example, there are too few customers), then you can act radically.

Otherwise, it is better to innovate smoothly.

Increase the average check.

Let's say you have two dozen regular customers, but every day they buy only a loaf of bread in your store, but a businessman neighbor has only three regular customers, but each of them spends 200-300 hryvnias in his store daily.

It is clear that the neighbor's profit is much greater.

You need to convince your regular customers that not only your bread is delicious, but also other products are excellent.

5 ways to increase sales

Experienced entrepreneurs advise not to be limited to one direction (that is, not to focus only on increasing the number of customers or, having abandoned attracting new customers, try to convince existing ones to purchase more goods), but to act in a complex.

There are plenty of effective ways to increase sales, but I chose the 5 most effective ones, both according to experts and according to my friend who is a successful entrepreneur:

Study the market carefully.

Commerce does not tolerate random actions.

You must study the trends of the current market, the history of your competitors, the reasons for their failures and adapt the information received to your business.

Make a written strategic plan.

If shooting full-fledged commercials and showing them is not available to you, then use modern methods: newspaper ads, social networks, emails, telephone informing potential customers, distribution of leaflets, etc.

Make prices flexible.

You know what some domestic stores do before sales: they raise prices (for example, by 20–40%), and then lure customers with attractive ads: “Discounts on the entire range up to 50%!”.

There are no financial losses, and customers react to the word "discount" with lightning speed.

Run more promotions.

Most buyers love them.

In my opinion, the leader among supermarkets in terms of creative actions today in Ukraine is Silpo.

They even hook serious reasonable people on their promotions: "Price of the Week", "Hot Offer", "Theme Days", "Coupons for increasing points", etc.

Make changes to your company.

See what exactly doesn't work.

Maybe it's slow sellers, or your range of goods is morally outdated, or your prices are much higher than those of competitors, or it's time to make repairs in the room, or maybe the logo repels customers.

There is no unreasonable drop in sales.

For example, my friend told me that when she was working as a salesperson in a perfume shop, customers left because the cleaning lady not only exuded the smell of sweat, but also mopped the floors in such a frenzy in their presence that they quickly retreated.

So, there are no unimportant trifles in this case.

I bring to your attention a video with practical advice,

how to increase the average customer check in the store.

These methods of sales are really effective, you will see when you try to apply them in combination.

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