How to promote wholesale sales. How to increase wholesale sales

It is with the fixation of current business processes that the restructuring of the company begins in order to radically change the situation and increase sales at times. How it's done?

You need to highlight the main stages that a transaction goes through on its way from application to payment. This path cannot be too long. Each stage should represent a truly significant stage on the path to the sale. No “thinking”, “under agreement”, “in work”. Try to make the business process look something like this.

Contact (cold call, application from the site, etc.)
Proposal (meeting, presentation)
Invoicing
Payment
Upsell

As soon as the business process is verified and fixed, it is necessary to provide its phased support in CRM. This will automatically give you the ability to build sales funnels. With this tool, you can visualize how things are with sales in the company.

Funnels must be built in accordance with business processes. We recommend controlling sales by at least 7 types of funnels.

Funnel for new customers

The lead conversion business process needs to be tracked separately. This is what will make up the bulk of the company's current sales in the future.

Funnel for current customers

A company cannot survive on new customers alone. The primary sale is much more expensive than the secondary one. Therefore, follow the corresponding funnel for the sales process for the current base. Never leave it unattended.

Funnel by channels

Build your funnel for each channel. This way you will see which ones really work and which ones are a "black hole" in your marketing budget.

Product Funnel

Track product funnels. This way you will know what sells worse or better and you can adjust, for example, your purchasing strategy.

Funnel by target audience

You should segment all customers in the database according to their consumer behavior and monitor the dynamics of sales in each segment. This will make it easier for you to target your selling proposition.

Employee Funnel

Build personal funnels for each employee. This way you can identify problematic stages and adjust the work on an individual basis.

Ilyukha Sergey

For a year now, all sellers feel that there are crisis phenomena in the market. Customers come to the store less often, buy fewer and cheaper goods. Sales and revenues are falling, while expenses are rising. And the reason for this is not only sanctions, the depreciation of the ruble, the complication of access to loans and their rise in price. The reason is that all these factors act simultaneously. Let's consider technologies for increasing sales in such a situation.

In this article you will read:

What technologies to increase sales work effectively
Step-by-step algorithm of a unique sales strategy

Technologies to increase sales, which are used today by all market players, have become ineffective. The reason is that the conditions of the game in the market have changed. And those who understand the new rules earlier and learn how to work effectively in a new situation will be able to grow into a crisis.

What has changed in the market?

Decreased incomes of buyers, increased operating costs (utilities, gasoline, tuition fees)
Sanctioned imports from traditional markets
Deliveries of goods from new markets have not yet been established
Significantly increased prices for imported goods
Due to the rise in the cost of loans and the decrease in revenue, almost all companies had financial difficulties.

The situation is similar to the rescue of drowning people after a shipwreck. If you wallow in place and wait for help, you can drown. We must swim to the shore! "The salvation of the drowning is the work of the drowning themselves."

A company in a crisis must fight and move forward. At the same time go faster than others. We need to use new technologies.

We are moving from process management to personnel management. In the "fat" pre-crisis times, it was possible to set tasks as a whole, to hold an action, to purchase, lay out, sell. The result was evaluated as a whole. And if at least a small increase was observed at the end of the month, it was believed that the whole team worked well. In a crisis, it is necessary to delve into business processes, it is necessary to set tasks and evaluate the effectiveness of each unit and each employee in achieving the goal. The way it is done with active sales.
We set an ambitious but achievable goal.

What technologies to increase sales are effective today

First of all, increase turnover!

At the same time, of course, we should not forget about profitability and the budget that has to be spent on increasing trade. In retail, you can also apply sales increase technologies used in wholesale.

Suppose a company is faced with the task of increasing turnover during a crisis. By how much can turnover be increased? 1, 3, 5 percent? At first glance, this may seem like a very ambitious task!

We set goals for each department and employee to achieve the goal.

In wholesale sales, in order to increase turnover, tasks are set for customers and goods. Retail technologies have long been known to everyone, these methods are used by everyone. It is necessary to look for and use new tools and technologies for retail sales of goods. To solve ambitious problems, I recommend using the best-situation synthesis technique.

Algorithm for working on increasing sales

Formulate a goal
Determine the indicators that affect the achievement of the goal (decomposition).
Define targets by indicators to achieve the goal
Identify ways to improve performance
Create a performance improvement plan
Conduct a synthesis and determine the objectives and schedule for achieving the goal.

Synthesizing the situation:

Goal (increase in turnover)
Decomposition

In order to sell a lot, it is necessary to increase all the components that affect the volume of sales.

In any trade, the same rules apply:

Turnover = number of sales * amount of sales

To increase turnover, it is necessary to increase the number of sales and the average amount of the transaction (the amount of the "average bill").

To quantify the effectiveness of an offer in a crisis, we use a sales funnel, which is widely used in evaluating the effectiveness of sales in personal sales. The sales funnel for wholesale and retail trade is shown in fig. one.

As can be seen from the figure, the retail sales process contains more stages (in order to make contact with the buyer, he must be attracted to the store). And the formulas for calculating the sales funnel are different.

For retail:

Conversion in retail sales is determined by the ratio of those who made a purchase to the number of people who came to the store. In "personal" sales, it ranges from 0.1 to 0.5. In wholesale trade - 0.6 - 0.8. In retail, it may strive for a unit. Accordingly, to analyze the sales funnel in retail, it is necessary to use slightly different algorithms.

In active sales, a manager can increase the number of requests by simply making an offer to more potential customers, and, with a constant conversion rate, get an increase in the number of sales.

In retail, the marketing department is primarily involved in attracting customers to the store. It should create an image of the store that is most attractive to the buyer. The task is complex and in this article I will not dwell on the issues of creating additional traffic.

Retail conversion rates vary significantly by industry. When trading in a boutique, it can be 0.5 or even 0.1. But the boutique has a consultant who makes “personal” sales and can directly influence the conversion rate.

In the grocery store, the situation is completely different. As a rule, the buyer goes to the grocery store for a product that:

he needs
guaranteed to be present in this store

There may or may not be a consultant. At the same time, the conversion rate still tends to 1. As a rule, it is quite difficult and expensive to count the number of store visitors who came but did not make a purchase. In order for the sales funnel indicator to work effectively in retail, it is necessary to set a lower limit (the minimum check amount) at which it is considered that a purchase has been made. Conditionally, 100, 200, 300 rubles. Establishing a lower limit on the check amount will allow you to distinguish loyal customers from customers who did not find the right product, bought the minimum of the most necessary and left unsatisfied.

The second multiplier is the amount of sales, or the amount of the average check. In general, the distribution of check amounts has the following form, shown in Figure 2. The figure shows an example of the distribution of purchase amounts and the average check amount for 20 purchases. With a larger number of checks, it makes sense to determine the number of checks that fall into a certain range.

What parameters directly affect the turnover of the store?

The number of buyers (checks) in the whole store
Number of checks for an amount exceeding the minimum amount
Conversion rate
The amount of the average check for the store

Rice. 2. Information about the amount of the check in general for the store.

The assortment of the store consists of an assortment of product categories. The overall level of sales is influenced by two groups of employees: a marketer who determines positioning, a customer acquisition strategy and a general promotion policy, and category managers who solve the same tasks, but at the level of a product category.

When managing sales in a product category, the conversion rate is equal to the ratio of the number of "receipts" that contain products of this category to the total number of receipts in the store. (This coefficient is also called category penetration coefficient). The conversion rate is calculated on the basis of information about the number of checks that contained at least one item from this category.

Calculation of the sum of the average sale (average check) in a product category should be calculated as the ratio of the sum of sales in the category to the number of "checks" in which the product was present (Fig. 3).

To evaluate the quality of work in a category, two parameters must be used:

Category Conversion Rate
The amount of the average check in the category

Rice. 3. Information about the sales of the product category.

We divided the general task - increasing the turnover into intermediate tasks: increasing the customer flow, increasing the amount of the average check in the store and by category, increasing the conversion in the store and by category. Different departments and employees are responsible for these indicators. Now you can set them specific tasks.

We will set the tasks on an example close to reality. The current state of affairs in the store is as follows:

Table 1. Current value of indicators.

Goal: Increase turnover.

To increase turnover, you need:

in each product category to increase the conversion and the amount of the average check. The task is assigned to category managers;
create an additional flow of customers through advertising campaigns and marketing campaigns. The task is assigned to the marketing department;
increase conversions and the average check amount in the whole store, by properly allocating advertising budgets and helping category managers achieve their category targets. The task is assigned to the marketing department.

We set the task: within the next 6 months to increase each of the indicators by 5% (quite a doable task!). The target list is shown in Table 2.

Table 2. Target list for increasing turnover.

We define a plan for improving performance.

We make a list of necessary activities:

1. activities aimed at increasing the number of store visitors

informing customers about promotions aimed at attracting new customers
promotions to encourage repeat purchases
conducting loyalty programs
holidays
promotions that form the image of the store and the overall loyalty of customers, etc.

2. measures aimed at increasing the average check and store conversion

provision of cumulative discounts
sale of sets
providing a discount on the purchase of a certain amount

3. Activities aimed at increasing the conversion in the category:

Cross Merchandising
Additional display of products
Carrying out price promotions
Participation in sets, promotions held in the store as a whole
Activities aimed at increasing the amount of the average check in the category:
Discount for a set in a category
Quantity discount
Stimulating the purchase of more expensive goods
Any kind of marketing activity

Each manager is required to draw up an action plan for 6 months.

Based on the action plan, we draw up a monthly plan for achieving indicators. When drawing up a plan, we take into account seasonality and sales statistics, since the task of our technologies is to increase retail sales in addition to seasonal and other factors.

Table 3. Monthly plan by indicators.

At the first stage of the application of technologies for the retail sale of goods, when setting the task, we considered the growth of turnover by 5% as an ambitious goal. At the same time, we knew the general set of methods, but were not ready to use them purposefully and evaluate the effectiveness of the selected retail sales technologies.

We have created the best situation for increasing turnover:

Determine what indicators affect the turnover
We found out which departments and employees affect the values of indicators
Set a task for each department and employee
Created an action plan to achieve the goal
Created a plan to achieve the goal for each indicator

Now you need to draw up a master plan for the store.

Table 4. Plan for increasing turnover.

Table 4 shows that our plan, which provides for the growth of individual indicators by only 5%, can increase the turnover of the store by 10%. If the growth plan for all categories is fulfilled, then the growth in trade turnover can reach 16% due to the synergistic effect. At the same time, a specific performer is responsible for the growth of each of the indicators.

The same technique can be used in solving the problem of reducing costs, increasing profits and other tasks facing the company.

In order to be the best in a crisis, you must:

Choose indicators that are important for assessing the performance of the company
Determine what and who influences the value of each indicator
Assess the values of these indicators from competitors and industry leaders
Set a goal for each of the indicators
Using best-situation synthesis technology, develop a plan to achieve target values
Determine and reserve a budget to achieve the goal
Regularly evaluate the results and, if necessary, adjust the technology to increase sales.

And do not forget to keep an eye on the market and the actions of competitors. They, too, can set themselves ambitious goals.

We will talk about the possible reasons for the drop in sales in a retail or wholesale store, how to solve the problem, and how to increase the number of sales step by step.

When the financial results of a business fall, action must be taken quickly. How to increase sales? is the cornerstone of business.

There are several effective ways to increase sales and increase the profitability of the store. Qualitative analysis of activity will allow to identify effective tools for stabilizing the situation.

1. Features of wholesale and retail trade - the psychology of sales

Retail sales - piece sales of goods to the final consumer.

furniture stores;
women's clothing stores;
pharmacies;
markets;
crafts fairs, etc.

Wholesale trade is aimed at corporate buyers who purchase products in bulk. Most often they are intermediaries who are engaged in resale. In some cases, large parties are needed for the personal purposes of the enterprise.

Example:
The factory produces upholstered furniture - sofas, armchairs and ottomans. For the uninterrupted supply of upholstery material, the company concludes a supply contract with a wholesaler.

When drawing up a plan to increase profitability, the director of a wholesale enterprise does not focus on the end consumer.

Attention is paid to:

Search for new counterparties - achieved through presentations, a recommendation channel, cold phone calls, personal sales, studying the psychology of buyers, etc.
Development of relations with current partners - optimization of logistics, provision of discounts, feedback, etc.
Increasing customer orientation and developing the professional skills of salespeople - conducting trainings, mentoring, motivation, etc.

For the head of a retail outlet, the main goal is to interest and encourage the visitor of the representative office or the company's online store to make a purchase. To increase sales, it will be necessary to analyze the current situation, identify weaknesses, develop and implement measures to improve the situation.

2. Why retail sales are falling - possible reasons

It is difficult to take into account and predict economic, political, social and other factors influencing sales volumes. Even if they are obvious, it is often almost impossible to influence them.

But there are probable reasons for the decline in retail sales that need to be identified and addressed first.

Poor store location

Even when choosing a commercial premises for purchase or rent, you need to compare the location of the object and the specifics of the company's activities.

Example:
An entrepreneur decides to open a clothing store near a popular business center with the expectation of a large flow of customers. This idea is unsuccessful - visitors come for work, and not to update the wardrobe. It is better to move the outlet to a residential area, and open a stationery store near the business center.

You need to take into account the presence of competitors and their conditions, transport accessibility, ease of access, the population of the area and the daily number of people passing by. If the store is in the courtyard of a house with a barrier, then only customers living nearby will visit it.

Poor window display

If the buyer does not like the appearance of the store, then he will not enter it.

Showcase that will encourage the buyer to visit the outlet:

informative - the consumer understands what the store sells;
attractive in appearance - the design is bright and noticeable, but not flashy;
talks about current promotions - the data is necessarily relevant and truthful;
indicates a price category - an example of a product with an indication of its cost looks good.

If you want to know an objective opinion about the design of the store - ask the buyers themselves to evaluate this criterion through a survey or checklist.

Small assortment

If a competitor has a wider choice, then the buyer will go to him. Comparing the assortment of a similar outlet with your own will allow you to understand what is missing.

Another way to expand the product offer is to take into account the interests of a larger number of visitors. In a shoe store, it is good to have each model in unpopular sizes, and when selling food products, products for diabetics should be added to the assortment.

Poor quality of service

If the sellers are careless in their communication with the buyer, he will not want to return to the store. Service should be polite but not intrusive.

Trainings and seminars will teach the staff the basics of quality sales, while the secret shopper and feedback from users will help control the fulfillment of service requirements.

3. 7 simple tools to increase retail sales

When a manager sees that profitability is falling, he needs effective measures to stabilize the situation.

When developing measures to increase profitability, be sure to take into account the specifics of the company. But there are a number of universal methods that will raise profits from product sales.

Method 1. Competent merchandising

Clear and visual placement of goods in the store is a simple and effective way to increase sales immediately by tens of percent. But the products should be laid out not only conveniently for the visitor, but also beneficially for the seller.

Place the most profitable goods at the eye level of the consumer, and place promotional products in the checkout area - these are the main recommendations of specialists for the effective display of the assortment.

Pay special attention to the appearance of the product. The packaging should be neat and intact, and the thing should make you want to look at it closer.

Method 2: Companion offer

This technique is used by McDonald's - for each order it is proposed to try a pie or something else. Related products are available in every store.

Example:
In the furniture salon, the buyer purchases a sofa, upholstered with elite fabric. The consultant suggests taking a cleaning agent that will effectively remove the most popular types of dirt.

Some of the customers will agree to an additional purchase, someone will refuse it. But if you offer each buyer, then the average check will increase.

Method 3. Loyalty program

Discounts on discount cards and bonus points for purchase are powerful tools that increase sales. If the client chooses between two similar outlets, he will prefer the one in which he has privileges.

Use the method with caution. It happens that the return on the loyalty program does not cover the costs of using it. This happens if regular customers were given discount cards, but new customers did not appear. In this case, the bonus system is subject to revision or cancellation.

Method 4. Promotions and sales

The goal is to motivate the client to purchase more than he originally planned. The tool is especially popular for increasing sales during a crisis or when you need to get rid of the old assortment.

There are several stock options:

Offer	Condition example	Possible features
Promotion "2 + 1"	If you buy 2 items, 1 more will be free	The product with the lowest value on the check is given as a gift
Discount for one category or another	Red clothes 2 days 10% cheaper	In addition to outerwear
Complete sale	20% discount on the entire range	Exception - items from the new collection
Action "Bring a friend"	5% discount on referral from an existing client	Maximum 1,000 rubles
10% discount on birthday	Available 3 days before and 1 day after the event	Does not apply to alcohol and confectionery

Method 5. Social networks

Representing your store on Instagram, Facebook and VK will significantly increase the number of users. They will learn from publics and groups about the assortment, promotions and discounts. To do this, the manager needs to fill the accounts with interesting content and relevant information.

An effective way to increase the return from a site or group on social networks is to announce a repost contest with a real prize.

The conditions are roughly as follows:

The user shares a post with friends.
The message is not deleted within a month.
A winner is chosen at random.

It is better to offer a sold product or a service as a prize - the advantages and features of the offer indicated in the text of the repost will be read by a large number of users.

Method 6. Feedback

A selective call to customers, questionnaires, surveys in groups on social networks - these tools will allow you to identify what buyers lack. It is better to ask closed questions about the assortment, quality of service, accessibility and design of the store and any other aspects, but detailed answers should also be provided.

Proper use of the information received will not only increase sales, but also improve service.

Method 7. Marketing promotions

Distribution of leaflets, contests and sweepstakes, gifts for a purchase, an offer to try products for free - these and other events will increase customer interest and business profitability.

When conducting marketing research, it is important to control their effectiveness. If the costs do not pay off, the customer acquisition policy should be reconsidered.

4. How to increase sales - step by step instructions

To determine which tools to apply first, follow three simple steps.

Step 1. Determine the specifics of trading

The problem of each store is unique.

The specifics of the activity depends on:

product categories - food or non-food products;
forms of enterprise - a network, a single outlet, mobile trade, etc.;
type of service - an online store, distribution through catalogs, placement of ads on Avito, a self-service point, vending machines, etc.

To understand the reasons for the decline in profits, it is necessary to determine the features of a particular outlet.

Step 2. Looking for weaknesses

It will be possible to determine which method is more effective and will increase sales after analyzing the reasons for their decline.

Example:
A customer enters a clothing store and immediately leaves it. There may be several reasons - an obsessive greeting, disinterest on the part of the staff, an unsuccessful display of goods, etc. The buyer will leave the online store sooner because of an incomprehensible menu or a repulsive interface.

Find out the reasons for customer dissatisfaction through surveys and questionnaires.

Step 3. We choose a method for solving the problem and implement it

After receiving answers to the first two questions, the way to increase sales will be clear.

You can get some more interesting ideas to increase sales from the following video:

5. Conclusion

If you correctly approach the issue of increasing sales, it will not be difficult to correct the situation.

To ensure that business profitability does not decrease again, monitor business indicators constantly and promptly respond to their deterioration.

Hello! In this article we will talk about increasing sales in the wholesale business.

Today you will learn:

What is wholesale trade;
How to increase the volume of wholesale sales;

Features of wholesale trade

Is the production volume of your enterprise large enough and you do not have time to sell products? Then it's time for you to think about wholesale sales.

Wholesale - a type of trade in which one enterprise provides another enterprise with goods in large quantities.

If you decide to hire new employees, then it is best to look at the sellers of retail stores with similar specifics. They are already familiar with the product, they know the features of sales, they know how to work with needs.

Another equally successful source of personnel are competing companies. By luring several employees to your staff, you will kill two birds with one stone - you will unsettle your competitor and get professional salespeople.

However, be careful. A competitor's employee may turn out to be a spy or simply return to the old place over time, taking your customer base with him.

In search of employees, you can go to companies from related industries. Such candidates will be easier to train than those who worked with a completely different product.

You can not look for new employees, but train existing ones. In addition, there are various ways to increase sales. For example, host a competition among account managers, according to the results of which you will be awarded the best seller of the month.

How to attract new customers

Through cold calling. We have already talked about them before, so we will not stop. Let's just say that when choosing this method, special attention should be paid to the database itself with contacts of potential customers and information about them, as well as. Script - a conversation script that your manager will follow.
A great source of customers - your customers. If you have established a trusting relationship with your customers, then ask them to recommend your company to their partners. This is a pretty efficient method.
Look for clients at various events: get acquainted, exchange contacts.
Use to attract customers. It will be especially relevant and personal sales via the Internet or telephone are also relevant.

Wholesale optimization mistakes

Mistake 1. A good salesperson will generate high sales volume.

There are not so many really good merchants, so there won’t be enough of them for everyone. In addition, it is very difficult to determine the degree of professionalism of each individual employee. Therefore, if you rely only on your staff, you are unlikely to get high results.

Mistake 2. Expansion of the product range will cause an increase in sales.

This is the misconception of most entrepreneurs. The introduction of new product categories can reduce profits, especially if the new product has nothing to do with the main one.

Example. The Bis company several years ago introduced solid perfumes into its range, the bottles of which resembled a lighter in shape. However, the project turned out to be unprofitable and soon the perfume-lighters were discontinued.

No, it will not. It is necessary to advertise the product, but in moderation. Excessive advertising will not only hurt your pocket, but will also annoy potential consumers. It is better to advertise not much, but qualitatively, that is, personalize your messages, choose the right communication channels.

Mistake 4. Reduce the price and sales will grow.

This is not always the case. The wholesale business is characterized by large volumes of purchases, which increases the risk of buying for the consumer. If your price is below the market average, then the client may suspect the low quality of the goods or your dishonesty.

Remember that too high or too low a price must always be justified.

For example, if you set a high price, you can show the client that your product is of very high quality. In the case of a low price, tell the client that you have your own system that you save on, or you own several levels of production at once, or the raw materials from which the product is made are supplied to you at a deep discount due to long-term cooperation with the supplier.

Most entrepreneurs who started their business from scratch, and experienced businessmen, are concerned about the question how to increase store sales?

This article will look at 9 effective ways that can increase profits.

A big plus: they do not require additional solid investments in implementation.

How to increase sales in the store: we determine the main factors

Before moving on to the main topic, how to increase sales, it is necessary to determine what their level depends on:

A huge role in the sale is played by the location of products on shelves, racks or hangers.

There is even a special "science" - merchandising.

What matters is how the product looks.

For example, it will be difficult to convince a client that this meat is worth buying if it looks like it has been in the window for a week.

Products must be whole, clean, look presentable.

Also, of course, the level of sales depends on the ratio of price and quality.

And now let's go directly to the study of the main tricks that will help increase sales.

9 effective ways to increase sales in the store

Rule number 1. The more expensive, the better

For each visitor in the store, the sales assistant should be closely monitored.

And not because the buyer can appropriate something for himself and not pay for it at the checkout, but in order to offer the product more expensive in time and thereby increase the number of sales.

Sounds absurd?

For example, a sales assistant noticed that a visitor was already ready to buy a hat.

At that moment, he approaches, and without any obtrusiveness and trembling in his voice offers a similar product, only 15–20% more expensive.

Of course, not just like that.

At the same time, he refers to the fact that the hat he proposed:

several orders of magnitude better than the previous hat;
produced by a well-known company;
this brand will be popular next season;
be in the status of exclusive accessories, etc.

No fashionista can resist such a list of advantages.

In addition, psychology works here: most people cannot pronounce the phrases “this is expensive for me”, “I want something cheaper”.

This move allows you to increase the number of products sold, despite the fact that "misfires" in this scheme, of course, happen quite often.

But even if 30–45% of all visitors fall for this trick, this method will increase conversion by 22%!

Rule number 2. The more the better

In order for a consumer to buy not one, but several products, he needs a good reason.

Let's go back, again, for example with a hat.

Only in this case, the seller should raise sales by offering to additionally buy another item at the outlet, and not a similar product.

For example, purchase suitable gloves or an elegant scarf for a new hat.

In no case should an employee force them to try on the offered product and be intrusive!

This will have the opposite effect.

The shopper may even continue to bypass the store on the 10th road to avoid this 'sticky character'.

The seller must demonstrate the second thing, describing its merits.

It is important to explain to the person why he would leave with two purchases at all.

For example, noticing that the proposed scarf is in harmony with the chosen hat, while creating a full-fledged fashionable look.

This is a good trick that allows you to increase sales in the store.

Rule #3

This rule is in some sense "consonant" with the previous one.

In every clothing store there are products that can additionally increase sales, but are usually not offered to customers when choosing a main item.

This is the so-called small things, which are usually put up in the checkout area or on small racks around the trading floor.

Such related products may include:

scarves;
hairpins;
umbrellas;
bijouterie;
various cases, wallets.

How it works?

For example, a man buys jeans.

At the checkout, he is offered to purchase an additional pair of men's socks.

This is argued by the fact that then the purchase amount will reach the required minimum in order to open a discount card.

Few of the buyers will refuse: socks will always come in handy, and participation in the funded system is an opportunity to save on purchases in the future.

It seems to the consumer that this is a profitable investment, and he agrees.

Although the profit of an entrepreneur from one such sale is small, but if you sum up the results of the month, then the increase in sales using this method becomes obvious.

Therefore, store owners should not refuse to use such zones, and they should also motivate sellers and cashiers to mention the existence of such goods to customers.

Rule #4

Use methods that will allow you to find out the contact number of the buyer at the time of the sale of any product.

The easiest way is to ask to fill out a small questionnaire, for which the client can receive a discount card.

In this way, you can create a database of store visitors.

How will this help increase sales at the point of sale?

The collected contact numbers of consumers are used for calling.

Here's how consultants can argue a call to a buyer:

Informing about new deliveries to the store.
Messages about advantageous offers.
For example, “buy one razor as a gift for a man on February 14, get the second as a gift” or “we will pack it in beautiful gift paper for free.”
To find out why the customer has not visited the store for a long time, and whether he has any wishes regarding the service or product.

The ability to properly work with such a tool is a real art.

It is worth doing this only to those employees who have good diction and know how to work with objections.

They also give a good response rate, and will also increase sales in the store.

The effectiveness of this method is confirmed by statistics:

Rule number 5. Enter a discount card

To increase sales in the store in this way, you need to familiarize yourself with the two sides of the coin of this process.

The positive side of the coin

How to increase sales in the store?

Basically, an increase in the number of consumers. And the discount card allows you to "get" them.

Buyers will always be attracted by the opportunity to save.

For example, a girl wants to buy a handbag. This model is in two nearby stores. Only in one she has a discount card, and in the other she does not. Of course, she will go to buy goods where at least a small savings awaits her. Reasonable, isn't it?

With the help of discounts, we can increase sales by attracting more customers, rather than inflating prices.

Negative side

When issuing such cards to regular customers, the store loses the lion's share of profits.

Like it or not, but the amount “underpaid” by the buyer is the lost profit of the outlet.

Therefore, the expediency of using cards must be calculated in each case separately.

Each owner will decide whether to use this method of attracting visitors.

But its effectiveness cannot be denied. Moreover, the efficiency is gradually increasing.

Pay attention to the comparative statistics of whether the presence of a discount card affects attendance:

Rule #6

This is another move that aims to increase sales in the store.

Calculate the average enterprise and add approximately 25–35% to it.

This amount will be the benchmark for the bonus program.

For example, the average store check was about 2,000 rubles. Then, in order to receive bonuses, the buyer will need to cross the threshold of 2,500 rubles (2000 + 25% = 2500).

Come up with some gifts as an encouragement.

It can be both store products and any products of partner companies.

In this way, it will be possible to increase sales in the store.

In addition, teach your employees to pronounce words such as: “You made a purchase in the amount of 2,320 rubles.

If you purchase goods for another 180 rubles, we give you one of the gifts to choose from:

plush toy;
flashlight;
trinket;
handle;
fridge magnet".

It can be anything! The main thing is to interest the buyer and make him pay even more.

Also, instead of gifts, under the terms of the bonus program, you can earn points that customers can spend on purchases in the future.

It kills two birds with one stone: it attracts people and makes them become regular customers.

The scheme is this:

Rule #7

This list of the top 10 ways to boost your store sales would be incomplete if you look at promotions.

Promotions will always exist, because this is the easiest way to increase the volume of goods sold.

They allow you to motivate a person and incline to more spending than he originally planned.

The most effective scheme that will help increase sales is 2 + 1 or 3 + 1 (buy three items and get the fourth one for free).

This method not only allows you to increase sales in the store, but also helps when changing products to a new collection or switching to another season.

The store sells several things at once that could lie without being sold, instead of writing them off and sending them to stock centers.

In addition, this method will help increase the number of customers in the store.

It was noted that information about such actions is distributed with the help of "word of mouth" especially actively.

Rule number 8. "Book of complaints and suggestions"

According to the law, each entrepreneurial business must have such a book and issue it at the first request of the client.

But often the owners completely ignore their presence: the document is sent “to the table”, and is issued only upon urgent requests (“or you never know what nasty things they write to us”).

Meanwhile, this may be one of the reasons why it is not possible to increase sales in the store.

Surprised?

The fact is that according to complaints and suggestions, self-respecting boutiques or retail outlets determine what exactly the buyers lack!

Of course, you should not offer every visitor to leave a record there.

Instead, short surveys can be introduced.

They can be carried out by cashiers when selling goods, and you can also place a box for requests and wishes on the trading floor.

Rule #9

To increase sales in the store, you need to think not only about selling “here and now”.

Work for the future.

For example, a person bought an expensive tablet, phone, laptop in your store.

And suddenly, after a day or two, representatives of the store call the buyer and ask:

Is the consumer satisfied with the purchase?
How quickly did you manage to set up an expensive acquisition?
Do you need help with technology?
Do you have any suggestions to improve the store?

Agree, this gesture is very pleasant.

Each person will appreciate such care.

In addition, you will definitely want to tell your friends and acquaintances about this step of the store.

And word of mouth is an effective method of free advertising.

The above methods will help you decide how to increase store sales.

But we must not forget about the main thing behind the "tinsel": the key to the success of the outlet is customer care, high-quality goods and highly qualified sales consultants.

If everything is in order with this “base”, the methods described in the article will help increase sales in the store in a short time.

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