As a sales recovery consultant, I am confronted with all the realities of maintaining or developing sales in a company. With this in mind, I am going to present five foolproof strategies for growing your sales in the first five years of your business, without requiring a significant investment. Proof that sometimes, it's best to go back to basics!
1. The ambassadors:
Cultivating relationships with trusted promoters who will act as ambassadors for your business is one of the strategies to adopt in your early years in business. These promoters can be friends, family, customers, or other professionals who believe in your products or services. You know, those people who seem to have fallen in love with your project! To build your network of ambassadors, give them an experience. If your ambassadors are customers, give them access to your service or products so they can try them out, perhaps with discovery kits, quick trials, or even pre-launch products. If your ambassadors are friends, family, or business partners who are not part of your target audience, hold conferences where you share some of your expertise or even distribute an accessible podcast that will give them a glimpse of the type of service you will offer to people in their network if they refer them to you. In short, quickly give your ambassadors an experience they can share as a good word and that they will spread throughout their networks with enthusiasm and pleasure!
Possible ideas: Referral program, express sessions, test customers, pre-orders for new exclusive products, conferences, podcasts, etc.
2. Networking:
The power of networking should not be underestimated. Attend professional events, trade shows, conferences, or workshops in your field. Meet, meet, meet... Meet... is the perfect solution for anyone who wants to increase their sales. Meet key people, exchange business cards, and develop relationships that could turn into business opportunities. Make yourself liked and appreciated. You never know what network lies behind the people you meet. Networking requires minimal investment, just a little time. The ideal customer is sometimes just a few steps away, you just have to meet them.
Possible ideas: Chamber of Commerce, Junior Chamber of Commerce, BNI, Evol, Quebec Business Women's Association, etc.
3. Cold contacts:
Although it may seem intimidating, cold calling and door-to-door sales remain effective methods for generating leads and sales. Whether you are targeting businesses or individuals, invest in a list of qualified prospects, map out a neighborhood or territory, prepare a compelling script, and get started. With perseverance and a targeted approach, cold calls and direct contacts are cost-effective ways to reach new customers and close sales. Some of your best customers may not be “outgoing” or part of your world. So you have to create the opportunity that will never happen naturally.
Possible ideas: Purchase lists on platforms (such as Scott's Directories, Dun & Bradstreet, Data Axle Canada), outsourcing the drafting of pitches and written communication templates, diffusion d’accroche porte ou de dépliants etc.
4. Collaborations and partnerships:
Look for strategic partners who share your target audience but are not your direct competitors. Offer them mutually beneficial collaborations, such as cross-promotions, joint events, or bundled offers. Partnerships can help you reach new customers at a lower cost while strengthening your credibility and visibility in the market. Partners can also include associations and professional networks that will have every interest in adding your business to their commercial offerings, as promoting you will help promote them. Unlike ambassadors, collaborators and partners will not necessarily be “in love” with your concept; their relationships will be much more self-interested, but they will open doors for your business to an already established and consuming clientele.
Possible ideas: Economic development corporations, vocational schools, municipalities, professional associations, professional orders, corporate directories.
5. Reachability:
Make sure you are easily reachable and visible to your potential customers. Optimize your contact information on your website, Facebook page, and social media profiles. Respond quickly to phone calls and emails. There are several scheduling tools available to make it easier to connect with your future customers. Regardless of the tools you use, be accessible in both your attitude and your tools. If your business has limited opening hours, your phone number consistently goes to an unconfigured voicemail, and you are unavailable, it is likely that your sales will be impacted. Ease of contact makes all the difference when a customer finally decides to take the plunge and approach you. Don't make them regret their curiosity. Accept that people will visit you, call you, send you messages, and ask you questions. Make them want to discover you, and then you can decide if the customer is not in your target market. At best, they will become customers; at worst, it will be an opportunity to convert new ambassadors...
Possible ideas: Use a calendar link (such as Calendly, Microsoft Booking), activation of an IP phone accessible anywhere in the world (such as Ringover, GoTo Connect, AirCall) creation of a Facebook or LinkedIn page, etc.
In conclusion, in a competitive market where every company is looking to stand out, it is crucial to go back to basics to boost your sales in the early years of your business. The five strategies presented here offer concrete and simple solutions to stimulate your growth without requiring a significant financial investment. Keep in mind that professionals are always available to support you in your development challenges and advise you on how to stay grounded in best practices!