How to make more money? Of course, you should not make money by robbing bank. You should get money by providing your service or product. Sell more and you will get more money. So, sales are equal to money.
How to increase sales is a common question in a company. Whatever the sales in the company, whether it is good or bad, boss will always request the sales personnel to increase sales.
Look at the story how to increase sales.
In a monthly sales meeting, a CEO of black pepper seasoning company wanted sales personnel to come out with an idea how to double up the sales and make more money. A lot of ideas had been put up on the board. Below were the ideas:
1. Run advertisement campaign
2. Provide free gift
3. Price discount
4. Engage a celebrity as spoken person
5. Organize lucky draw for customer
6. Employ more people to sell
Now, how do you think about the above ideas to increase sales? Good? Bad? It may be good. It may be bad. There are 3 common characteristics at the above ideas. First, the ideas involve high cost. Second, the ideas are just some normal sales ideas that anyone also know. Third, the ideas involve backend sales strategy only, not process sales strategy. A person who never use the product also can figure out the above sales ideas.
During the discussion of how to increase the sales, there was a cleaner went into the meeting room to collect rubbish. "It is very easy to increase the sales!" said the cleaner after looking at the board. "I like to use the black pepper powder for cooking. When I cook, I will take up the bottle and shake it for 2 times. Currently, there is only 1 hole at the top of the bottle. What you need to do is just add another hole at the bottle lid and your sales will be double up!" said the cleaner continuously.
By increasing 100% of the hole which is from 1 hole to 2 holes on the lid of the bottle, the sales will also increase 100%. It is simple and cost effective.
The people who use the product, service or process will know more than others. Their ideas or inputs are much more valuable than others. Always include the process owner or user for idea generating and decision making. They understand more how the products are used or how the services are carried out.
If you are a boss, do you make sure your employees have used your products or services? If no, how can your employee device some strategies to increase the sales? If yes, are the products or services provided to your employees free? If it is not free, do you think you can win their heart?
What is backend sales strategy and process sales strategy? Backend sales strategy is the strategy of selling product after product had been completed manufactured by using non-product characteristic factors such as price discount, free gift and so on. Process sales strategy is the strategy of selling product before product is completed manufactured by emphasized the product itself as selling point such as improved flavor of food product, enhanced product functionality and so on.
If a sales meeting only involves sales personnel, the outcome will be prone to backend sales strategy. If a sales meeting involves sales personnel and process personnel, the outcome will be broadened to backend sales strategy and process sales strategy. Unfortunately, some companies do not involve process personnel when they device sales strategy.
Remember to include process owner or user to device sales strategy. They can help you to increase sales and make money!
