Posted 07 Aug 2019, Editor's Desk
Read this complete article to know tips on how to increase sales and create loyal customers. These ideas will help you retain your existing customers and create new customers for a lifetime.
Tip #1: Customer’s Name is the Sweetest Desert to Him
The first workable tip to increase your sales is connecting with your customers by knowing their names.
Customers love to hear their names from others.
If you are a small shop owner, you should give a personalized touch to your customers by greeting them with their names. Apply this little tip, you will get big results.
It is psychologically proven that every individual loves to listen to his name.
In a survey of 100 people, it was found that the waiter’s tip increased by 14% when he gives a good-quality mint along with the bill at the time of clearing.
When there were children along with the customers, waiters bring candy for kids instead of mint and this increases their tip to 27%.
Though it won’t cost much, if you give your customers some specialized, personalized and customized service, they will come to you again and again, which will help you increase your brand value, brand equity, and sales.
Tip #2: Co-Creation of Innovation with your Customer
Whatever changes you are planning to bring in your products or services, you should take extensive feedback from your customers. Your customer should feel that he/she is also part of the innovation. This model is called the ABCDE model.
A- Analyze the needs of the customer.
B- Brainstorm the actual requirement of the customer.
C- Co-create; involve your customer in the product’s creation.
This is one of the reasons for Subway’s success, as the customer creates its own customized meal. Co-creation empowers the customer and if the sandwich does not taste good, then also the customer doesn’t mind as he himself was involved in creation.
Don’t innovate on your own; involve your customers in the process.
There are two ways of innovation – ‘Manufacturer Led Innovation’ and ‘User-Led Innovation’. Let us understand these two types of innovation with the help of an example of 3M Company (a multinational company).
|Manufacturer Led Innovation||User-Led Innovation|
|When 3M company innovates without taking much feedback from the customer.||Here, the company innovates with active participation/feedback from the customers.|
|3M brings a new product using Manufacturing Led Innovation, its sale was $19 million.||3M brings another product using User-Led Innovation and its sale crosses $150 million.|
When you co-create with the customer, the acceptability success of the product increases many folds, as seen in the above example.
Tip #4: Frugal Wow and a Delightful Surprise
If you are on a call with a customer for a very long time and you know it will further take long to wrap-up the call. You know that the customer is hungry, so while on call, you order a pizza for him, and when pizza will come, tell him the reason for your gesture. However, it just costs you rupees 200 but the customer will remember it forever.
Don’t sell your product as a product, sell it as project management. Remember there are three pillars of Project Management - Scope, Time and Cost.
Scope includes deliverables, specifications, objectives, exclusion, constraints, and characteristics. Here, you need to see whether you can under-commit or over-deliver your customers.
In case of Time, you need to see whether you can deliver your commitments before the given timeline.
You must know, India is a very cost-sensitive or price-sensitive market, so if you can give some discount or scheme to your customers they will keep on coming to you.
Now lets us know how to increase sales by creating a purposeful emotional story.
According to the Neuro-Linguistic Programming (NLP), humans forget the data, facts, and figures but remember a story.
Is there any powerful story in your sales pitch or can you create it?
Our Prime Minister, Mr. Narendra Modi often connects his audience with powerful, visionary and compelling stories, which has done wonders for him.
A story helps your customer to connect with you and your product, which will help to increase sales.
Tip #7: Sell Experience over Money
You need to sell an experience to customers, not products. Experience creates brand recall value.
Below are some examples of popular Ad-Campaigns who are selling experience instead of product, which is helping them to gain recall value.
|LIC||Zindagi ke saath bhi, Zindagi ke baad bhi|
|Asian Paint||Har ghar kuch kehta hai|
|Amul||The taste of India|
|Tata||Desh ka namak|
|Lifebuoy||Lifebuoy hai Jahan, tandrusti hai wahan|
|Thumbs up ||Taste the thunder|
|Raymond||The complete man|
|Hero Motocop||Hum mein hai hero|
There are many brands that do not sell the features of their product but sell the experience attached to them.
If you follow these 7 tips to increase your sales you will see “J” curve growth in your business in a short span of time.