Increase Sales By Effectively Tapping Into The Budget

A common consequence of economic downturns is that companies and individuals tend to do things a little differently when things improve. There's a tendency to continue to be costs conscious - with more focus on actual needs and real value. Very rarely is it business as usual.

Here are two ways in which to effectively 'tap' into the budget to increase sales.

1. Identify Where The Money's Going
The government's focus is on infrastructure, manufacturing, agriculture,  and education. What value can you bring to individuals / companies within this sector?

2. How relevant is your product / service with regards to the general focus of the budget? Is your product / service offering in line with the direction in which the government / nation is going?

Even if your products / services offering is more retail focused, these are questions you need to ask yourself in order to ensure you remain relevant.

Don't just follow the money trail. Identify the value you can bring to the table.

More Tips For Sales During Tough Times

We're five months into the year, and even though the 2016 budget is now signed, it still feels as though the economy is fully stationary. Times are hard, and customers are unwilling to spend.

Or are they?

Actually prospects / customers will always be willing to spend if they believe there's value.

Here are three things to do during this period to increase your sales;

1. Ensure you're adding value. People will always pay for value; especially if it's something that alleviates pain or inconvenience.

2. Don't make less calls. Make more calls - and not necessarily to sell. Now is the time to call to say hello, and to find out how your clients and prospects are doing.

3. Make more office visits (to prospects) during this period.
Your objectives are;
A. To say hello
B. Share ideas with clients and prospects
C. To listen - conveying that you care.

Such visits not only build trust and relationships but they also provide business opportunities.

Expertise Leads To More Sales

A prospect will usually buy / subscribe to your product / service if he or she believe you will take them to the next level. In other words it is important to convey your expertise in your field of business. It's all about gaining the prospect's confidence.

The way to do this is not by blabbing on and on about your product / service, but via Conversation. Listen, and discuss relevant matters pertaining to your sector or business environment; thereby demonstrating your knowledge and expectise. A prospect will usually have more confidence to pay for something if he or she believes they're dealing with someone that not only understands what they're doing but also has a firm grasp of everything pertaining to their area of business.

Remember - Selling should always be a conversation. Listen and discuss. It is during discussions ( sometimes even casual ones) that a prospect determines your level of expertise.

An effective demonstration of expertise will always lead to a prospect's confidence in your ability to deliver. Confidence leads to trust, and trust leads to business.

Sales - Always Focus On The Big Picture

In an era of meeting targets the pressure to achieve results is often immense. Unfortunately pressure can often lead to a temptation to cut corners, misrepresent, or even take advantage of unsuspecting prospects / clients.   

Whilst succumbing to the above may bring about some immediate relief in terms of much needed sales and revenue, the reality is it won’t help you or the company you work for in the long run.

Preparing To Meet CEOs

Preparing to meet CEOs can be a daunting experience.

CEOs in Nigeria have a reputation for always being in a hurry, having very little time for anyone, at times grumpy, and easily irritated. In other words they’re usually very difficult people to approach or meet with. In fact before you’ve even said a word they’ve told you at least twice (once on the phone when you were requesting for the meeting, and the second time the moment you enter their office) that you only have a few minutes. This always tends to put people in a bit of a tiz – not quite knowing where to begin or end.

Sales: Three Simple Ways To Build Relationships

Sales and Business is all about Building Relationships. 

Furthermore in a harsh economic terrain such as we're experiencing at present, one of the key factors that sets you apart from the rest is your ability to Build Good Relationships.

Here are three simple ways in which to Build Good Business Relationships.

Sales Prospecting: Be Creative

Phone Pitch, Referrals, Letters, and Office Meetings are the more conventional ways in which to approach / meet prospects. But in a market that is harsher than many could have predicted or expected isn't it time to ditch the more conventional methods and try something a little more creative?!

Trying to sell in a market wherein there are so many selling the same products / services to the same set of people is an unenviable task; but there are ways you can gain advantage over your competitors.