The Only Two Ways To Increase Sales

I am asked often..."How do I increase my sales?" What can I do right now?

There are only two ways to increase sales. Make more presentations. And, close more of the prospects that you present to. The formula is very simple.

No presentations of your offer. No chance for sales.

Once you have there attention if you don't close. No sales. But, good effort. How does this apply to th web...

I am finding that online there is huge push to get more traffic and not as strong a push to convert the traffic is that on the site to increase the amount of sales. What you ar doing is making more presentations but you are not closing. Offline I would ask these questions to one of my salespeople:

Did they want what you had to offer? How do you know?
Did they need what you had to offer? How do you know?
Could they afford what you had to offer? How do you know?

Basically are they matched so that they are predisposed to accepting your offer?

When I started doing this work one of the first things that I had to deal with was the fact that most of my clients did not have enough traffic to even begin to do any testing. That was problem at least at the time I thought that it was.

What I learned were ways to segment, target, convert and test with the smallest amounts of traffic. To make sure that we are showing our offer to the least amount of people to get the result that we are looking for.

So that we could find out what would increase the amount of sales with the least amount of effort.

Segmentation, tight sales messages, copy testing, call to action testing, offer testing. When you pay attention to the details, you can get and see clear winner with small amounts of traffic. But that is counter the thinking on the web... Traffic does not equal sales. Hits are not a metric to be proud of.

Net income, conversion stats and profitability are the things that you should pay attention to.

There is this question about statistical validity. This is all well and good when you have enough traffic to determine the statistical validity of an experiment. The truth is that most sites are traffic starved and only hope to gain a good enough position on the search engines to get the traffic that they need. Or, they are paying tons of money to drive traffic via pay per click. (And losing money in the process.)

I suggest that you take the time to figure out how to convert small levels (or segments) of traffic first. Once you have the model in place, getting more traffic is the easy part. There are so many pay per click search engines now and there are so many marketing channels that you can use once you know that your message is getting through and converting your prospects into sales.

It is my opinion that sales are being handled from the wrong end. I know many will read this and ask "who is he to think he knows anything about sales"....hmmmm.... www.davidbullock.com.

There you will find my experience and why I find this very interesting to see the offers that are being promoted.

Testing is a subset of marketing. Advertising is a subset of marketing. Media selection is a subset of marketing. Sales is the results of effective communication of your offer to the people who want, need and can afford your product or service no more no less.

Best Regards,

David Bullock
The Only Two Ways To Increase Sales