How to increase clothing sales ideas. Find out working ways to increase sales. How to improve revenue: set group goals

When opening an online store, every owner wants it to start making a profit as early as possible. Profitability, in turn, depends on the number of sales. Therefore, it is very important to clearly understand what factors influence the level of store sales and how they can be controlled.

How to calculate the revenue and profit of an online store?

Profit = Revenue – Expenses

Revenue = Traffic * Conversion * Average order value (or “average bill”)

Expenses = Purchase of goods + Ensuring the functionality of the website + Cost of attracting customers + Delivery + Salaries + Office + Services + Taxes

It is clear that the lower the costs and the higher the revenue, the greater the profit, but without incurring the costs of ensuring the operation of the store’s website, attracting and retaining customers, and increasing conversion, you risk not receiving any revenue at all! Sales are generated by visitors, and one fact is no longer enough to attract visitors in most product niches.

In this article we will look at the factors affecting the income side - the revenue of an online store:

Every business is unique in some way, so there cannot be a universal “magic pill” that allows you to “turn on” and constantly increase the number of visitors and sales. However, there are practical recommendations that actually work and will be useful to all store owners. By following them, you are guaranteed to be able to increase the flow of potential buyers, the number of orders and form a pool of regular loyal customers.

Growing sales of your online store is a constant and systematic work aimed at increasing traffic, conversion and average bill!

How to increase traffic to an online store?

One of the primary tasks of any business is to determine target audience.

If you think about this question after you have finished, then carefully study the products that you offer to customers. Highlight their main advantages and features. After this, you need to determine who might be interested in your offer. Find out their gender, age, region of residence, solvency, main interests and values ​​in life. By studying all these parameters, you will get initial information about your potential buyer and will be able to provide him with the right product at the right time. Counters will help you get more accurate information Google Analytics, Yandex.Metrica And Mail.ru.

Whatever product you sell, most likely there are already online stores on the market offering the same items. In a highly competitive environment, it is important to know your competitors well and understand their strengths and weaknesses.

Analyze the five or six closest competitors: website design, ease of ordering and quality of service, advertising tools used, mailing format, presence of profiles on social networks and style of maintaining them, etc. Free tools will help you estimate the number of visitors and their sources www.similarweb.com And megaindex.com .

And, of course, you definitely need to compare prices for the same groups of goods. If your assortment is the same, you can make the prices the same or slightly lower. Perhaps this will help lure buyers and win by increasing sales, but it is better not to engage in dumping, because this will reduce your profits. You should set higher prices if your products are objectively better than those of your competitors, or if you provide a higher level of service. If your offer is unique, you can safely set a high price tag. But in this case, the buyer must be absolutely sure that he will receive a quality item and excellent service.

Test your own online store

Many owners of beginning online stores forget that sales are influenced not only by prices and the number of products in the catalog, but also by the stable, understandable and predictable operation of the site for visitors.

Make sure your store is easy to understand and easy for the average customer to use.

On your own, as well as with the involvement of friends and relatives, go all the way from the start page to placing an order. Moreover, these steps must be repeated in all the most popular browsers and on various . If they are experiencing difficulties in something, then real buyers will face the same problems.

Find and bring buyers

When analyzing the audience of your potential buyers and the actions of competitors, you must understand that the target audience is not limitless. If your competitors are active in the market, you need to be even more productive to survive the competition. To do this, you need to know that the website of an online store is visited by different categories of people: someone is already planning to make a purchase, and someone is just looking through the assortment and comparing prices. These groups of visitors have different goals and reasons for coming to you, and, therefore, methods of attraction will also differ.

Based on the degree of readiness to make a purchase, all your potential buyers can be divided into 3 groups: cold, warm and hot audiences (sometimes called cold, warm and hot traffic).

The degree of “warmth” of the audience can be determined as follows:

• Cold audience (cold traffic) - people who are faced with a certain problem are looking for a solution, but do not yet know what goods or services will help in their case. They form general and informational requests, for example, “how to take photographs correctly” (for a photographic equipment store), “what to wear for a child in the cold” (for a shoe store), “what to give for Mother’s Day” (for a gift store), “how to arrange a one-room apartment "(for a transformable furniture store), etc.
• Warm audience(warm traffic) - people who are at the decision selection stage select the optimal product or service from several options. They form specific requests, but so far without any clear intention to make a purchase: “DSLR camera”, “waterproof children’s boots”, “set of pots”, “transformable table”, etc.
• Hot audience(hot traffic) - people who are ready to make a purchase choose a supplier or store where they are going to purchase a product or order a service. They enter queries for specific product models with the intent to make a purchase with the words “buy”, “price”, “manufacture”, “production”, “cost”, for example: “Canon 600D DSLR camera”, “Reima membrane boots size 28”, “ set of Zepter pans price”, “buy transformable table in Minsk”, etc.

How to attract a hot audience?

These are the most motivated store visitors, as they need the product and are ready to buy it.

To help this audience find your site, it is advisable to use the following channels:

1. Trading platforms shop.by, onliner.by, Yandex Market, kupi.tut.by, etc.
2. Retargeting and remarketing to visitors to your own website and competitors’ websites.
3. Blogging.

How to attract a warm audience?

Representatives of this group are not yet ready to place an order, but are already interested in the product you have in your store. People from a warm audience enter information requests because they want to learn more about the desired product. To attract her you can use:

1. Contextual advertising of Yandex Direct and Google AdWords in search results.
2. Contextual advertising of Yandex Direct and Google AdWords in the Yandex advertising network and the Google Display Network.
3. Retargeting and remarketing to visitors to competitors' websites.
4. Search engine optimization and website promotion.
5. Blogging.
6. Thematic forums.

How to attract a cold audience?

This is the widest audience. Potential buyers may not know about your product, but they may be interested in it. For example, guitarists will be interested in accessories for guitars, and cat owners will be interested in new pet food. The most effective channels for working with this audience:

1. Thematic forums.
2. Blogging.
3. Electronic mailings.
4. Social media.
5. Targeted advertising on social networks.

Keep in mind that for each product group and type of audience, its own channel can be effective. In the case of a bicycle store, advertising teenage models will have a greater effect on social networks, and professional models will be of interest to participants in thematic forums.

Once you start working, in just a few months you will understand which channels have become “fast” for you and attract new customers. Perhaps this will be contextual advertising or trading platforms. Increase budgets, add new product groups for advertising through these channels.

Please note: there is such a thing as “ deferred conversion”, which some channels may bring. This conversion does not occur immediately, but only after some time. For example, a visitor came to the site from contextual advertising, performed certain actions on the site and then left. After that, he was shown targeted advertising on a social network, after which he again went to your store and made a purchase. In this case, the time before conversion can be very different, ranging from 1 day to several months.

Study and try to use all channels of attracting customers

As you can see, there are quite a lot of tools available on the market that allow you to find and bring buyers. We have already discussed in detail issues related to attracting traffic in the articles:

No matter what products you offer, there will always be channels that allow you to attract potential buyers with a positive profitability. Your task is to study, try and analyze their effectiveness. Work related to attracting buyers can be carried out independently, naturally having the necessary knowledge, or with the involvement of.

It's definitely worth starting with the tools that provide the fastest feedback, because you need sales every day!

How to convert a visitor into a buyer?

Convince you that you can be trusted

As in ordinary life, on the Internet we also choose products and decide whether to buy them or not, according to various criteria: appearance (design), service, ease of payment and delivery, price, brand. Therefore, the tasks of the store owner include providing a high level of service, demonstrating goods in an attractive and informative manner, ensuring uninterrupted operation of the website, and providing services for delivering goods to the buyer.

• Simplicity of design. There is no need to come up with an overly elaborate website interface. The simpler it is, the faster the buyer will be able to understand it.
• Accuracy. Try to make your site neat and concise. You should not overload the visitor with information not aimed at completing a transaction.
• Availability of contact details, information about working hours, details of a legal entity. The stores that provide landline and mobile phone numbers for communication are the most trusted. The ability to communicate via mail, Skype, and other instant messengers gives customers the choice of a convenient communication channel. If you have offline points or pick-up points, be sure to indicate their addresses and locations on the interactive map.
• Clear directory structure. It should be clear to the client where to look for the right product. so that buyers can navigate it well.
• Convenient product search. Visitors should be able to find the product through the search bar. Place it in a prominent place and offer a list of products as you type.
• Selection of goods according to characteristics. It is important for many users to have the opportunity not only to familiarize themselves with the list of products you offer, but also to understand what properties they differ in and select products according to specified selection criteria. and the ability to sort products by criteria, with which you can quickly narrow down the choice to a few items.
• High quality text. Texts published in product sections and on product pages should be useful and informative for visitors, and, importantly, encourage them to make a purchase.
• Nice illustrations. Select or take high-quality photographs for each product so that customers can see everything in detail.
• High-quality product pages. Detailed product descriptions are extremely important for buyers. Give customers as much information as possible about each item. Please note that there are .
• Payment Methods. Offer your visitors several. Having found a convenient payment option, a potential buyer is more likely to make a purchase.
• Terms and methods of delivery. Expand and describe in detail all possible delivery methods and their conditions. The more options you offer, the more likely you are to receive an order.
• Possibility to “Buy a product in 1 click”. Users don't always want to fill out fields on the order form.
• Order a call back. For many, it’s easier to leave your name and phone number so that the operator will call you back and complete the purchase.
• Easy ordering. The buyer should not puzzle over how to place an order. Next to each product there should be a button to add to cart or “Purchase in 1 click”. You should also indicate contact details for communication with managers nearby. It would be a good idea to install a chat through which the buyer can communicate with a store representative.
• Customer reviews. Having real reviews from previous customers can positively influence the purchasing decision. Encourage customers to leave their opinions about products and the store by offering discounts or other bonuses in return.

When a buyer comes to your website, they should see that you don’t just want to sell them a product, but also solve their problem. It is important to show the visitor that you care about him and understand his needs. For example, an online smartphone store can offer reviews of current phone models, as well as offer similar and additional accessories. If you have opened a children's toy store, you can include educational games in your products that will benefit the child.

Convert traffic into orders

To help the visitor place an order, it is necessary to simplify this process as much as possible. Make the “Add to Cart” button bright and visible. If you accept orders by phone, list them next to the product so that the customer doesn't have to search for them all over the site. The order form should be simple, without unnecessary fields and mandatory registration. The shopping cart must display all ordered products, prices, terms of payment and delivery.

Don't forget that you can convert visitors using:

• Calls. Very often orders are placed by telephone. This is convenient for the buyer, since he can in real time ask about the availability of goods in the warehouse and ask all his questions. It is often convenient for a potential buyer to call his phone number.
• Online orders. This is the most common way to place orders. The buyer places the item in the cart and then enters their payment and delivery information.
• Online consultant. The opportunity to order goods through a consultant on the site appeared relatively recently. The buyer can chat with a store representative and place an order for the item they like. Be sure to test the operation of services like JivoSite, RedHelper, Livetex, on your website.
• Emails. Quite often, buyers write letters or go to the website to purchase goods from the newsletter sent by the online store. If you send a person exactly the information that he is interested in (for this you need to segment your subscribers), this significantly increases the chances of making a sale.

Upsell

If a buyer is interested in your store, you need to do everything possible to sell him other products. To do this, you can place a “Popular Products”, “New Items”, “Recommended to Buy” or discount offers tab on the website pages. It’s also worth trying the “1+1=3” method and organizing promotions with a time limit.

Provide quality customer service

Good prices and attractive design do not always play a decisive role in the decision to place an order. If no one answers or calls back a buyer’s request, most likely he will go to more attentive competitors. The same applies to delivery: a long wait, an inconvenient method of receipt or a high price can scare off a potential client.

Make me a regular customer/subscriber

Regular customers are an important source of sales as they are already loyal to your brand, so every online store owner tries to retain and return the customer. One of the most effective ways to do this is to provide regular customers with discounts as part of loyalty programs. The more purchases made, the greater the discount percentage. In addition, you can provide customers with coupons and gifts for certain actions. If a person is not ready to make new purchases right away, you should invite him to subscribe to the newsletter. Perhaps he will find a good offer in one of them and order the product he likes.

A well-planned and regularly sent email newsletter reminds of your store, but does not bore the subscriber. Your newsletter should bring benefits to subscribers in the form of interesting information or meaningful benefits for purchases. If you send emails every day, very soon most clients will unsubscribe or add you to their blacklist. Try to find a balance between regularity and annoyingness, your sales interests and benefits for the client, and then subscribers will always open your letters with interest.

Don't spread yourself thin and plan your advertising activities

Without detailed planning of work to attract potential buyers, you risk being left without funds and without buyers. Tossing from one attraction method to another without tracking and analyzing their effectiveness will most likely not give you real results. Of course, you can develop several channels in parallel, but for each of them a precise plan must be drawn up:

1. What are we promoting?
2. How do we promote?
3. How much do we spend on promotion?
4. How do we evaluate the results?
5. Is the channel profitable?
6. How can we optimize or improve results?

This is the only way you can draw objective conclusions about what brings revenue and profit to your store for a specific product category.

Bill Hewlett, one of the founders of HP, said: “ You can't manage what you can't measure... but what you can measure can be achieved ».

The behavior of users on the site and the effectiveness of the advertising tools used must be monitored and analyzed! It is best to rely not on your subjective feelings (whether it helped or not), but to study the statistics of orders / subscriptions / visitors in web analytics systems: Google Analytics and Yandex.Metrica.

• To track the conversion rate of site visitors, you need to set up tracking, for example:
  • adding a product to the cart;
  • placing an order through the shopping cart;
  • placing an order using the “Buy in 1 click” button;
  • subscribing to the newsletter;
  • order a call back;
  • visiting the “Contacts” page;
• To view real user actions, the Webvisor service provided by the Yandex.Metrica counter is perfect.
• To evaluate the effectiveness of advertising channels, be sure to mark all links to your store pages using UTM tags.
• Track bounce rates and average time on site across all directory section pages, traffic sources, advertising channels and companies.
• Set up ecommerce data tracking.
• Accumulate information about all orders you received online (via the shopping cart and the “Buy in 1 click” button), by phone and email in a CRM system or in spreadsheets (Excel, Google Sheets);
• Calculate:
  • the cost of attracting a visitor (potential buyer) through each channel;
  • cost of conversion for each channel;
  • ideally, the cost of the order for each channel.

Why are the above steps necessary? The answer is simple - in order to obtain objective data about:

• How effective are your customer acquisition channels?
• how visitors who come to the site are converted;
• how real users behave on the store’s website;
• which pages and channels for attracting customers cause the greatest number of refusals;
• what revenue does advertising and product groups generate?

This data will allow you to make informed decisions related to:

• making changes to existing advertising campaigns;
• changes in prices for goods sold;
• refining content for section and product pages;
• changing the ordering page, methods and conditions of payment and delivery of goods.

Only unbiased numbers will show you whether you have chosen the right tactics to increase sales. If the effect is positive, gradually increase the budget and connect other channels to attract customers. Create a plan that will help you stay focused on your goals.

Try to reduce the bounce rate by making changes to the design or content of catalog pages and store products, and setting up advertising campaigns.

If you try to apply at least a few of the practical recommendations listed in the material, you will get a fairly noticeable increase in traffic and conversion growth. This, in turn, will have a positive impact on sales levels.

Include one advertising channel sequentially, setting minimum budgets. This will allow you to save money and not waste it. Be extremely careful and consistent. Stick to your goals and constantly monitor your results.

After working through all the channels for attracting potential buyers, you will definitely find those that bring you not just traffic, but real buyers, and therefore profit! They can be effective both in general for the store and for a specific group of products.

Based on the results of the analysis of the achieved results, you can decide whether something is worth changing. For example, if adding informative photos, features, videos, or simply informative text descriptions to section or product pages has increased conversions and sales, you need to expand that experience.

The development of your business is entirely up to you. Continue to look for ways to attract customers, analyze the results and change your strategy.

It must be remembered that even negative results are another step towards the right direction.

Wishing you high conversions and sales!

SHARE

Do you have a working online store? Sales are practically zero, there are few clients and there is nothing to make purchases for?

And of course, you want to sell as much as possible.After all, the main goal facing the owner of any online store is to increase sales.

If you don't know where to start and how to stand out among hundreds of other sellers.

7 practical ways to increase sales in your online store

If you want to compete in a rapidly growing market, then you need to pay attention to a number of things that may seem insignificant at first glance.

But they are the ones who ultimately influence the success of the business as a whole.

What to do? What ways and methods of increasing sales can be used? What ideas should you pay attention to?

To help you solve this problem, in this article I decided to collect 7 proven ways to increase sales in an online store.

Ease of use or usability of the site

The first thing I would like to draw your attention to is the ease of use of the site.

Since 2011 Yandex team began to take into account site usability when bringing it to the top in the search.

Since this factor directly affects the conversion of visitors into customers.

The degree of irritation or comfort of the visitor depends on the ease of use of the site. If the site interface is thought out to the smallest detail, then it will be a pleasure to use such a site, and accordingly, make purchases too.

I personally wouldn't want to buy a product from a site that is very difficult to navigate and requires complicated registration forms to fill out.

I don't like wasting my time opening a huge number of tabs that I have to dig through, while sidestepping a constant stream of ads, in order to find exactly what interests me.

That's why!

Consider the usability of your site.

A well-developed semantic core, various types of search sorting, clear buttons and links,maximum information with minimum clicks — all this makes the site convenient and attractive.

When purchasing goods on such a site, the user will find what he needs in a minimum amount of time, while remaining in his comfort zone, which will help him make a purchase and pay for the order faster.

Adaptive design

You should know that more and more people are now using mobile devices to make online purchases.

With the growing popularity of mobile devices, the number of users who access websites from them has increased significantly.

Therefore, it is no longer possible to ignore them - this is not one or two people every six months, this is a significant part of your audience, and they should be comfortable using your site (otherwise they will simply go to your competitor).

On the Cossa portal The results of the survey “How big is the demand for adaptive design?” were published, in which more than 250 representatives of large and medium-sized businesses took part.

Based on the results of the survey, it was revealed that half of the website customers, more precisely52.9% of all respondents,considers mobile/responsive to be a basic requirement.

Adapt your website design for mobile devices.

If the majority of visitors to your online store use mobile devices to view its pages, this can significantly increase sales.

Imagine how much potential profit you are losing if customers leave your store just because the site is inconvenient to use on a mobile phone.

Target audience segmentation

Which consumer group your company decides to focus its efforts on will determine further decisions regarding product features, pricing, sales methods and advertising campaigns.

For example, if you sell children's clothing, it would be stupid to advertise on a rock music website.

Simply put, in order for site traffic to be targeted, you must clearly understand your target audience and how to attract their attention.

Setting up promotion channels

Based on the point above, a clear understanding of where your target audience is located, you can already select the necessary channels to attract visitors.

These include:

As you can see, there are a large number of traffic channels for online stores (I gave only the most basic ones as an example), as well as opportunities within each channel.

Let me give you an example: let’s say you sell special equipment and almost all of your clients come to you from organic search or contextual advertising, and you are always trying to use promotion on social networks. It should be pretty clear why you're not getting sales.

That is why analysis of promotion channels and detailed analytics for each of them gives you the opportunity to increase sales in your online store.

Using the newsletter

You already have a customer base that has made one or another purchase in your store. They all know that you can be trusted (isn't that true?).

Then you shouldn’t neglect the mailing method. It will help you once again remind the client about yourself.

Write a short newsletter with your latest news. This can be either an e-mail or an SMS message.

Everything should be to the point. Don't forget about a catchy title.

Calls to action

I’ll say right away - most people who go to an online store don’t know 100% what they want. We are designed in such a way that we seem to know what we want, but at the same time we don’t know it one hundred percent, so we constantly need to be pushed and directed.

For example, March 8 is coming soon and I want to buy myself a cool dress for the holiday. I can picture in my head what it looks like, but when I go to the pages of online stores I can’t decide for sure.

So what does an online store need to do to ensure that their dress is the one I need?

• firstly, it is necessary to provide a choice of approximately identical dresses;
• secondly, highlight the advantage of one of the dresses;
• thirdly, the most important thing is to limit the time you have to think about buying this particular dress.

Agree, nothing motivates us to make purchases more than the fear of not being in time and missing out on our opportunity.

By introducing an element such as a countdown, limited stock or promotion to your site, you will push visitors to buy, creating in them the feeling that if they delay making a decision, they will simply miss such a profitable chance.

Trust level

Do you have excellent prices, good usability, and generally all of the above points are well worked out, but there are still few sales?

You may not have taken into account some factors that affect the buyer's level of trust.

I will say on my own behalf, despite all the advantageousness of the offer (price, delivery, guarantee), I will not purchase a product if the online store as a whole does not inspire confidence in me. Especially when it comes to goods of medium and high price categories.

So what trust factors are we talking about?

I include:

• detailed information about exchange and return, as well as payment and delivery methods;
• number of channels for feedback: telephone, email, online consultation, etc.;
• informative pages with customer reviews;
• the presence of an “About Us” / “About the Company” page with a detailed description of the brand, and even better - with photographs of the office and employees;
• high-quality design and absence of spelling errors in texts.

Of course, at first glance, all this seems such a trifle, but it is the totality of small moments that forms the image of your company in the eyes of a potential client.

In order for sales in your online store to increase, you do not have to invest huge budgets and completely redesign the entire site.

Small improvements on the technical side and in business processes as a whole are enough to ensure a good increase in revenue.

Try implementing one of the listed processes gradually, once a week. And then measure the result.

I think he will pleasantly surprise you.

SHARE

Subbotin Ivan

Ivan Subbotin Owner of internet marketing agency SaturDay and leading business consultant with a unique focus on social media. He came to this market with one goal, to raise Russian business from its knees. She uses 10 years of experience in digital, internet marketing and social media promotion. Stay in touch with me by joining my social media page on Facebook (

In the 21st century, the profession of sales consultant remains one of the most in demand in the labor market. Salespeople or sales managers are always needed, and good sales specialists are worth their weight in gold. There is very high competition for such personnel, and once you master sales techniques, you will definitely not be left without a job. But getting a job as a salesperson is not difficult, but learning how to sell and, accordingly, earning a lot is much more difficult. Let's look at it: how to increase personal sales for a seller.

Knowledge, skills, skill

To increase personal sales to the seller you need to understand that in any case you must be able to sell. In order to be able you need to know, and over time the skills will develop into a skill and sales will come on their own. On the one hand, there is nothing complicated here, but if you look at it, it’s a whole science. Here you have the stages of sales, and, and and. You can sell, etc. What should a competent seller know?

1. . You should start learning about sales with the 5 stages of sales. This is the basis of any sales and you cannot do without this knowledge.
2. Knowledge of the product you are going to sell. The better your knowledge about the product, the more competent advice you can give the buyer.
3. Knowledge of competitors and customers. It’s not for nothing that all companies now invest a lot of money in marketing market research. Knowing your competitor and especially your buyer is your responsibility.
4. Nonverbal communication is a very powerful tool; at a minimum, you need to understand the basics of nonverbal communication to avoid making classic sales mistakes.

Most large companies do this, but what if no one trains you or doesn’t give you enough knowledge? To begin with, I would advise reading books for sellers; you can learn a lot of useful information in them. First, read “” and the book. In addition, you can find out a lot of useful information on our website - you can also ask your questions on.

Motivation and sales funnel

Any leader knows. But ordinary sellers, as a rule, do not delve into such terms. But the sales funnel makes it clear what to do to increase sales results. Without going into depth, the sales funnel shows at what stages of interaction with the client we lose sales. To create a sales funnel, an ordinary seller needs to count how many contacts he had with clients, how many of them refused to communicate immediately, how many after the presentation of the product, how many decided to think about it, how many agreed to purchase. This is a simple example as these items will vary depending on the type of sale. First of all, it is important for you to understand:

1. At what stages do the most clients refuse? For example, if when establishing contact with a buyer, then you need to somehow change this stage, etc.
2. Understand how the result will change if you increase the number of contacts.

Increasing the number of clients is the easiest way to increase sales; the downside is that it is not available to all sellers. But as a rule, sellers don’t even think that if they spend less time on each client and try to serve as many customers as possible, this will quickly lead to an increase in sales. Or you can simply devote more time to work. One way or another, it all depends on the motivation of the seller; as a rule, the most active managers sell a lot.

The very motivation of sellers

If a salesperson wants to increase his results, he must work on his personal motivation. You should set yourself a goal, such as buying a car or an apartment. Calculate how much money you need for this and how much you need to sell daily. Draw yourself a poster, print out a photo of your goal - visualize and view it before you go selling. This will help you be more focused on the result rather than the process.

The seller sells himself from the beginning!

The salesperson first sells himself, then the company and then the product. This phrase is taken from, but nevertheless it is also suitable for sales to individuals. You need to understand that people don’t like to be sold to, but they love to buy, and the role of the seller here is not to impose or sell the product, but to establish trusting contact and charge the client with positive emotions. The seller should be an advisor to the buyer, a friend and partner in a common business. For many buyers, visiting a store or communicating with a seller is a certain stress; the client is afraid of being deceived and wasting money and time. The seller must create an atmosphere of ease and trust, only then the client will truly open up to you and you will be able to sell anything.

It is very important for the seller to be in a good mood and focused on the buyer. There are a number of simple rules that need to be followed for a good mood:

• Get enough sleep. Always get as much sleep as you need to feel good.
• Deal with personal problems. Very often I meet sellers who are focused on personal problems. This greatly distracts from work and customers feel it.
• Don't work with a hangover.
• Maintain your hygiene and be neat.

Pareto principle

The Pareto principle (often called the 80/20 rule) states:

• 80% of the profit comes from 20% of customers.
• 20% of labor costs bring 80% of profits

This means that your main profit comes from minor labor costs. And most of your time and effort is wasted on insignificant actions that do not bring you the expected income. The main thing is to understand what is included in this 20% of effort, clients, time and work to improve the processes associated with these costs. Because the remaining 80% does not give a significant result. Let me give you a few examples from life:

Example No. 1

In a household appliance store, in addition to sales, each salesperson's responsibilities include putting things in order in the department. Sellers with the best results spend less time putting things in order, do it faster and in the morning when there are few buyers, and they are customer-oriented and immediately go to him when a buyer appears. In addition, more successful sellers try to take days off during weekdays since there are fewer clients on these days, have lunch in the morning, and do not take smoking breaks in the evening. Sellers with lower results become immersed in the process, take longer to clean up, and as a result lose sales. That is, more successful salespeople understand that they need to focus on customers who bring in money, and everything else can wait.

Example No. 2

Active sales agents sell Internet provider services using a door-to-door approach. The tour is carried out in the evening. The most successful managers put in the most effort between 7:00 pm and 10:00 pm because at this time there are more people at home and they are more inclined to communicate. Whereas less successful agents at this time may spend a lot of time on smoke breaks or communicating with clients, and who are not going to buy today.

These examples show that it is important to focus your efforts on those things that bring you maximum profit. This is exactly what successful salespeople do.

Analyze your sales

Sellers have a very bad habit: to justify their poor results by blaming the responsibility on the buyer, seasonality, competitors, etc. The vast majority of people feel sorry for themselves and do not want to change anything in themselves, looking for problems in others. It’s important to decide what you want: to relieve yourself of responsibility or to earn money. If the latter, then when faced with difficulties you need to look for a solution, and not blame the injustice of the world. There is a good story among sellers about this:

One shoe company sent its salesman to Africa, a week later the salesman sent a telegram: take me away from here, there is nothing to do here, all people walk barefoot.

After some time, another merchant was sent there; after a while he reported: “This is great luck! - the second one wrote with delight, - Send everything you have, the market is practically unlimited! Everyone walks around barefoot here!”

There is another good proverb: the weak look for a reason, the strong look for opportunities. It’s much easier to justify your failures than to analyze the situation and look for ways to sell more.

A good salesperson always analyzes his work and looks for areas of growth. Any seller always has something to improve, but not everyone can see what exactly. In order to understand, you need to start every day and if something goes wrong, look for ways to do it differently.

Sales is one of the foundations of a successful enterprise, no matter what it does. Even if the products most needed by the population are manufactured, they still need to be sold. And within the framework of the article, we will look at how to increase sales in retail trade.

general information

1. First, you should take a look at the 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 favorable pricing policy. In this case, it will be possible to reduce the selling price.
2. You should experiment when placing goods and see what is most often taken together.
3. You should pay considerable attention to the identified patterns and try to turn them to your advantage.

Unconventional ideas

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

1. Sensitivity to trends. Let's look at an example. When winter ends, the demand for rolled metal products for houses, sheds, fences, etc. increases. Mutual advertising, gifts and recommendations can be used for additional effect.
2. Exactly the same, but better. The essence of this approach is that there is a choice of goods that are similar in cost. In such cases, the highest quality is selected. Using such a “background” can be of great service.
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 make money from it.
4. Symbiotic partnership. Think about where is the best place to place a retail outlet? Here are a couple of combinations: pharmacy and grocery store or auto parts and bicycles. Related areas can help very well in increasing sales levels.

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

Automated sales systems

This is a popular way to organize, customize and increase the efficiency of work with a client when it is carried out in several stages. Let's say there is an online clothing store. Is it possible to improve its performance? How to increase sales in clothing retail during a crisis and difficult times?

An automated sales system will help with this! With its help, you can facilitate the establishment of contact, clarification of requirements and requests, registration of requests, their processing and implementation, including delivery. An automated sales system also helps with after-sales service and follow-up interactions. There are a large number of benefits and useful features that they can offer.

Building a sales system

A lively mind, sensitivity to the market and quick wit provide ample opportunities. But to improve performance, it is necessary to take care of building a sales system. It will allow you to understand the structure of goods sold in the picture of the overall 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 clients, from the first call to the issuance of an invoice. The ability to make accompanying notes also helps significantly. In addition, they may have various add-ons such as the ability to send instant messages or emails.

Various tools for increasing sales

Let's look at a case where something is retailed through the World Wide Web. Only we will pay attention not to websites, but to social networks. These are quite popular sites where there are a large number of people, and all of them are potential buyers.

According to quite a number of people, having a company representative who provides feedback via social networks increases the number of sales by a third of the existing turnover. You should not neglect various pleasant bonuses and souvenirs that can please customers with their availability. It could 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 price or even give it for free. You just have to 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 purchase price exceeds a certain amount, the buyer will receive a gift, a coupon for a drawing, or free shipping. Although it may be something else.
2. When two goods are purchased, the third one is given free of charge.

Non-standard models

In general, the list of different methods can be continued for a very long time. And it wouldn’t hurt to try to use your imagination and come up with something new that will help increase sales. Finally, you can remember this:

1. Payment of change in goods. This technique cannot be called widespread, but it is still quite interesting. So, when a buyer pays for a product, he receives change not in money, but in some small change. For example - chewing gum, candy or matches.
2. Multi-colored price tags. This technique is used in cases where it is necessary to draw attention to a certain product and show that it is special. For example, something that will spoil soon and is therefore sold at a discount.
3. Limited time price. It has a strong motivating influence on buyers, literally forcing them to buy the product at the moment.
4. Possibility of return. There's a pretty neat trick here. There is a law that requires you to accept a product back if it is returned 14 days after it was purchased. You can further play on this. It is enough to offer customers that if they don’t like the product, they can return it after 14 days.
5. Hints on price tags. In addition to the cost, in this case it is useful to post information about what is included in this particular product.

Conclusion

It is impossible to say exactly how effective these measures will be. A lot depends on the practical implementation and many different aspects. But there is no doubt that there will be a result. The main thing is to build a strategy. There is no need to put everything in a heap and pile one thing on top of another. If something happens, you can always use one thing first, and then something else. In addition, you can time various special moments to coincide with dates like New Year, summer season, etc.

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