How To Succeed Online – 7 Secrets To Online Marketing Success

How to suceed online in Nigera. Marketing and sales Nigeria

Image source | Pixabay.com

The first goal of every business owner is to make sales. Without sales you wouldn’t be in business after all. At a time like this when businesses have gone global every business owner should have a way to harness the power of the internet to bring in sales.

It goes without saying that to bring in massive sales – which Is your objective – you need to master the process of online marketing.

I see many business go about this the wrong way…and that’s why I’m putting out this article to show you the complete guide to marketing successfully online.

This guide is by far the surest path for you to succeed online growing your business or just simply selling more stuff. Follow it step by step.

  1. Carve Out A Niche:

 Ever heard the popular saying “The Riches are In The Niches?” Be known for something specific. Target a narrow niche. Be super specific. Laser-focus. When in doubt, go narrower but deeper than others in your field. For example, if you’re in the weight loss industry, instead of being a generic “Weight loss coach”…you could try and narrow down to “Weight loss trainer for women.” To be ultra specific, you could even go narrower to “Weight loss coach for women who just had a baby.”

Carving out a specific niche for yourself makes you a specialist in that niche and you will get more targeted business and even command premium fees.

  1. Give Something Valuable Away Free:

Within your narrow specialty, create a blog with a newsletter (or course, collection of tips, series of mistakes to avoid, seasonal recipes, any regular communication) that demonstrates your expertise and is so helpful, interesting and informative, your prospects will want to keep getting it regularly. 

You know why this works? I’ll tell you why.

Think back to the last few major purchases you made online. Did you just buy from the first dealer you saw? I’m thinking not.

You likely did a bit of browsing around, comparing prices and available info on the product/service first.

And you likely ended buying from the dealer with the most relevant info – in simple words – you likely bought from the dealer that appears more like the expert.

Let’s face it; the new-breed of consumers want expert information before they make a purchase.

As a savvy marketer, exploit this new breed of info-hungry consumers – You serve them what they want and they in turn buy from you – it’s a win-win.

Click Here to Get Access to Step-By-Step Proven Marketing Strategies to Grow Your Business Fast!

 

  1. Promote Your Blog/Free Newsletter Every Way You Can:

Promote in Facebook groups, Facebook ads, Google ads, social media, articles you write for the media or blogs, speeches before trade groups, press releases, radio interviews, communications with your customers, take-ones at related retail outlets, space ads, newspaper classifieds, direct mail, co-ops and swaps with others in your industry, etc. Bottom line, to remain at the top of your prospects minds, you should explore any and all avenues depending on the size and scope of your business.

See Also: The 7 Keys To Get New Customers Every Day

  1. Capture Email Addresses:

 You’ve probably heard the common saying that “The money is in the list”. So true.

Give away your valuable free tips on your website so you can build a targeted list of ideal prospects. But do so only in exchange for an email address when someone signs up for your newsletter. 

Consider offering one of your best free and most valuable tips in the form of a free report to induce people to sign up. This automatically gives you permission—and the means—to stay in touch with your market, building your most valuable direct marketing asset, your list. 

Don’t make the mistake of thinking this is only meant for service businesses. It’s also valid for product-based businesses.

A pharmacist client of mine who sells health products for High blood pressure put out a really valuable article for HBP patients …something like “5 Steps to control high blood pressure.”

It worked really well for him and attracted tons of his target customers.

Yep, you guessed right …he’s sells more HBP related products in one day than most top pharmacies do in a month!

  1. Heap On The Value:

Work hard to make your free newsletter so valuable and interesting; your prospects eagerly open it.

Just as in romance, woo your new prospects with your charms and pearls of wisdom – you’re the expert in your niche after all. Go deep. Give insights that only an expert would know. Keep your insights not only useful but relevant.

Don’t be shy about opening up and getting personal. Become a friend.

A common error here is to keep bothering your new prospects with sales pitches. You don’t want to do that because it could make them hit the unsubscribe button quickly!

Resist the urge to keep bombarding them with sales pitches.

Your goal: get your prospects into the habit of welcoming your emails like love letters because they are so valuable, useful and interesting…not in the habit of deleting them on sight because they are self-serving sales pitches. The rule: establish trust, credibility, authority and expert status before you sell.

  1. Never Sell Hard In Your Newsletter Or Free Report. Instead, Dance The Two-Step:

The biggest mistake even savvy marketers make in their newsletters is selling too much, too soon, too hard, and too often. Let your newsletter be a refreshing fountain of value. Always, and especially in your first several communications, let the value of your free information far outweigh your sales copy.

Eventually, after you’ve proved your value to readers and it’s time to sell something, dance the two-step…

First, mention that you have a great product that enhances the valuable, free tip you’ve just shared in your newsletter. To learn more, “click here.”

Second, when readers click on the  “Click here” link, they land on a dedicated page elsewhere, where you can sell your product or service as hard as you want.

In other words, never sell too hard, too often or too early in your newsletter. Doing so makes your reader perceive it as yet another pesky salesman on the prowl, not a trusted source of value.

Once your prospects categorize your newsletter as sales hype, you will lose them in droves. Game over! Their door will shut and their minds might forever be closed to you. Your emails will bounce off their inbox.

In your eagerness to sell, you will have trained your best prospects to shun you. You will have taught the legions of people who were ready to trust you, who had hoped you were different, to conclude that you’re just like all the rest—just another “me-first” marketer pushing too hard to sell, not serve.

Once you’ve painted yourself into this portrait, your identity remains fixed. Every time your prospects see your name on an email, they’ll automatically think “sales pitch” and most will delete you on sight. You will have committed list suicide. Don’t make this fatal mistake!

Remember—use your blog post/newsletter to deliver pure, rare, refreshing, beautiful and relevant value—interesting, useful tips that your market is yearning for and delighted to receive.

Your free value should impact on them so much that you’ve got them in that state of “what next?”

Introduce sales messages only occasionally, briefly, lightly, as I’ve described above, using the soft two-step — tying a brief mention of your product into the valuable tip you’ve just shared, then using a link to a hard-selling page that’s elsewhere.

  1. Rinse, Repeat and Re-use Steps 1 – 6.

Repeat these 7 simple steps for every product or service you want to sell or for every business you’re in.

Conclusion:

That’s all there is to it.

It doesn’t get any simpler than this. There will always be new “gurus” trying to sell you their stuff by making it appear complicated.

My advice?

Stop chasing new stuff or looking for “the latest marketing trend” and stick to a proven and evergreen route that never fails.

Are there other ways you can successfully sell your product or services online? Probably– mostly on a short-term basis without longstanding success! But for me and others I respect in sales and marketing, this has been our go-to lane.

Did you notice what I did here?

This simple, 7-step plan is a good illustration of giving value away for free—highly concentrated packets of knowledge…small, fast, powerful and immediately useful to your reader.

Getting ready to launch that new product/service or business online?

Do you need help to map out your strategy – so you can grow your business successfully online?

I can help you succeed online faster…

Join over 10,000 business owners to get proven marketing strategies to grow your business faster… !

7 Keys To Get New Customers Every Day

7 Keyys to get new customers every day in Nigeria

The old marketing is dead…

If you’ve been struggling to attract new customers/clients (offline or online), you need to switch from the traditional marketing to creating “systems”.

I’ll explain…

As a young teenager of about 12 years, my dad would put my house wear clothes in the car every morning and drop it off in the shop. After close of school every day I would go straight to my dad’s shop to help out.

As young as I was, I loved the entire buying and selling process. I helped out even till I graduated from the university…yep, so many years.

Back in the days, we really didn’t need to market…customers just came to us.

All we had to do was open shop, sit and the customers would come in. On good days, we would make good sales and on bad days, we would go home empty-handed filled with hope that there will be sales the next day.

Today, things are different.

Times have changed. 

The competition is bigger and there’s desperate scrabble for available customers.

The “open shop, sit down and hope syndrome” is the major problem of most small businesses today.

It’s a sad reality…and it’s killing more businesses today than you can imagine…

My parents business only taught me how to sell …(and heck, I could sell the pants off anyone literally!) but I needed customers to do that.

…And that was when I realized one very important thing

A business is nothing without customers! how to get new customers nigeria

Gush! I tried everything…

I tried Facebook ads. I tried Google ads, banner adverts on high-profile blogs, sponsored articles, SMS marketing, blogging and so on. I even dabbled into SEO but still…my results were poor and I was totally frustrated from all the money I was losing!

At this stage I was a little beyond frustrated.

I asked myself so many questions:

Was I even on the right path? If I quit now, what other options were there for me? How on earth would I face people if I failed (Ok, this one is a bit silly but it bothered me to appear like a failure!)? What about the rising bills? And my dreams and ambitions for me and my business? Everything seemed truly hopeless.

My Breakthrough Moment…

As last resort, I decided to look up a marketing mentor that I had been closely following for a long time.

Frankly, it wasn’t an easy decision because back then, I viewed every marketing “guru” on the internet with great skepticism kinda like “yeah right, i’ll pass.”

But you know when you’ve reached a point where you’re desperate for results…I knew I needed help. It was either I got help or totally settle for low sales and a mediocre business. I wanted more.

Do you know the first thing my mentor taught me?

I’ll tell you:

“Great businesses are built on solid Marketing for Profits Systems!”

He made me realize that I had been building my business solely on tactics and strategies. Both are good but without a marketing for profits system in place every tactic or strategy is meaningless.

He told me I needed a marketing for profits system in place so I could effortlessly:

  • Increase the number of prospects I attract
  • Increase the conversion rate of my prospects to paying customers
  • Increase the value or worth of each customer…

A Good Marketing For Profits System Comprises The Following Steps:

1.)  Lead GenerationThis step is crucial. It’s the first thing you must learn in Marketing For Profits System. This is where you capture the attention and interest of people who are currently in need of what you’re offering, or who might need your products/services in the nearest future. If you do not know how to capture their interest…they wouldn’t even know you exist.

You literally “force” your prospects to notice you.

2.) Lead Nurturing – This step positions you as your prospects ONLY choice. This is where you make your competition become irrelevant to your prospects. Done correctly this step does a perfect job of moving them closer to making a buying decision. Not to worry though…this step is automated and nothing fancy.

3.) Lead Conversion – Simply put, this is when there is an exchange of money from client and customer to you.

The Marketing for Profits system is really a simple system. Once you get the hang of it, it makes running your business infinitely easier.

Suddenly it all made sense.

With a marketing for profits system in place I went back to running Facebook ads, Google ads, banner ads  e.t.c and my results have been – put simply – phenomenal!

I’ve been running this marketing for profits system for over 7 years for my businesses and currently help others flood their businesses with more customers than they can possibly handle using the same system.

I won’t be able to teach you everything you need to build a solid marketing for profits system on this page but, I’ll give you the 7 essential keys you need.

 The 7 Keys You Need to Build a Solid Marketing For Profits System:

  1. Lead capture websites
  2. Newsletter
  3. Niche blog
  4. Free report (your irresistible lead attraction tool)
  5. Email sequences
  6. Social media
  7. Email auto-responders

The secret is to strategically combine these 7 things and you will never have to worry about customer drought or low sales ever again!

Here’s the beautiful part:

A well structured marketing for profits system works on autopilot – simply put – you do all the work once, set up your system once and watch your marketing system do all the magic for you.

Your Marketing For Profits System will:

  • Show you how to flood your business with new qualified leads without you having to seek them out.
  • Help you nurture your prospects until they buy.
  • Help you sell more of your products/services…no matter your type of business.
  • Make all your advertising efforts produce excellent results…this way, every money you spend on Facebook ads, Google ads etc returns a good profit.

I’d love to help you too…

Do you want to create your own Marketing For Profits System…so you can attract more customers, double your sales and multiply your profits quickly?

Then subscribe to our special Marketing For Profits newsletter below…

Join over 8,000 readers just like you, and you’ll get detailed marketing information …so you can start seeing results within the next 30 days.

…remember, counting on luck and hope is a disastrous marketing strategy!

D

D

P.S: I’ve got a special FREE gift to help you when you subscribe…Psst!

Ready? Click here to join the special marketing newsletter!

D

 

How To Attract Your Ideal Customers And Increase Sales

How To Attract Your Ideal Customers And Increase sales. Attract customersIf you could go to your business every morning with a 100% assurance that a steady flow of your ideal customers would walk in through your door, how would that make you feel?

If you are able to attract prospects who are predetermined to become your customers, how much easier would that make running your business for you?

EXCLUSIVE BONUS: Click here to download FREE PDF that shows you proven bait types to attract your ideal customers/clients. Get started now!

You’ll notice that I wrote “ideal customers”. A lot of business owners make the mistake of thinking that the more people they can bring into their business, the better. But this is so wrong – unless you’re Coca-Cola or a multinational bank with unlimited resources i.e!

Attracting the wrong type of customers into your business can lead to undue headache and wasted energy.

You’d have to spend time and resources on teaching them why they need your services/products. You’d have to teach them to value what you offer. Heck; you’d even have to make out valuable time and resources to explain the relevance of your products/services and probably still get a “duh” look from them!

This isn’t a smart approach for you as a business owner.

My candid advice to you: In my book Business Big Time, one of the wealth creation nuggets I shared is “Get in front and lead a crowd of people who are already marching; not to get uninterested people to start marching.”

In simple words: Attract your target audience of already motivated prospects.

So, how do you begin to do this? Here’s how

1. Narrow Down Your Target Market

When I ask business owners who their target market is, I often get the typical response “everyone”.

You can’t possibly be targeting everyone because in reality, this means no one. When you target “everyone” in your business, you’re like a hunter with a gun in the middle of a thick forest filled with a variety of choice game animals, shooting your bullets in every direction in the hope that one of them will hit the intended target – the sad reality is that most times, you never do.

You need laser-like focus on a narrow target market, also known as a niche. If you want to be mega-successful in your business and have the power to grow exponentially, you have to narrow your niche.

So, what’s a niche? [bctt tweet=”A niche market is a focused, targetable and profitable portion of a market.” username=”DilimOkeke”]Niche marketing - attract ideal customers

To illustrate this, let’s look at a hypothetical scenario. Let’s say you sell a body moisturizing lotion.

The market you want to target is broad: adults who need to moisturize their body. And then you tell yourself “Everyone needs moisturizers, so everyone is my target”, right? Wrong.

The stark reality is that you’ve got major competition, and they are quite a popular choice in the market. Big brand names in the market and they’ve got multi-millions in marketing budgets helping them reach that same pool of customers you want to reach.

But instead of trying to market to all of the body moisturizing prospects, what if you went about it a little differently? What if you decided to narrow your niche?

“Body moisturizing lotion for women with cellulite”

Now your target audience is specific (still a bit broad but will suffice for illustration purposes) and your marketing messaging is going to be on point.

If you’re a woman with cellulite concerns, would you opt for a generic body moisturizing product or would a product targeting this specific problem grab your attention? Most likely it would.

See how narrowing your niche works in your favor?

When you have a solid target market like that in place, and marketing that speaks directly to that market’s needs, you can expect a high conversion rate in your sales.

2.  Define Your Ideal Customer Profile

Properly defining who your ideal customer is will help you deliver a clear message and attract the customers who value your offering. Identifying your ideal customer profile will help target your marketing – (by the way, I’m assuming you’re putting out some form of marketing for your business? I hope you are – we’ll talk about your marketing in details in subsequent posts).

For this, you need to get into the mind of your prospects. Dig deep. Ask questions. At the very least, try to become them in your mind. Put yourself in their shoes.

Still using the body moisturizing example above, “Body moisturizing lotion for women with cellulite.

Use these 4 baseline characteristics to profile your  Ideal Customer – Ready, Willing, and Able.

       i. Ready

  • They have cellulite problem they need to have solved.
  •  They know they have the problem of cellulite to solve.
  • The cellulite problem is acute and possibly gives them sleepless nights … there’s a sense of urgency you can take advantage of.

      ii. Willing

  • They’re ready to solve that problem by taking action
  • Better still if they’re already exploring options to solve that problem
  • There’s a strong motivation driving change: A need to look young, spouse not liking the cellulite, inability to dress as she wants, low-self esteem e.t.c

       iii.  Able

  • They have the means to solve the problem (i.e. they have the money)
  • They have the authority to solve the problem
  • The way you sell matches the way they buy.

These 3 characteristics are often enough to draw up a basic and simple ideal customer profile. I often include a fourth characteristics for my ideal clients though:

       iv. Acquisition Efficiency

  • This means that it’s cost-effective to get your marketing message in front of them
  • Your target customers can be located easily
  • They are affordably reachable.
  • Their lifetime value to your business is high (I.e. they are likely to stay longer with your business for more purchases)

Based on this, if I were to draw up an ideal customer profile I want to attract, a quick draft would look something like this:

Gender: Woman

Age range: mid 20’s – 40’s

Work: Gainfully employed or in business.

Stylish. Self conscious. Urban settlement. Access to the internet. E.t.c.

For emphasis, I repeat: Having a clear definition of who your ideal customer is one of the most important things you can do for your business.

3.  Know Where To Find Your Ideal Customer

So where can you find them? Are they online or offline? If online, where do they hang out? Are they on Facebook, Instagram or twitter? Are they part of any easily accessible groups? Do they have major influencers you might need to reach first? What associations do they majorly belong to? Can you access them via any forum? What websites do they likely visit? What blogs do they likely read? What are likely words they will use in searching for a solution? What other interests do they have? Do they like sports? What about reading? Are they likely online shoppers or would they rather walk into a brick and mortar store?

In short, what do you know about your ideal customer? If you haven’t been able to narrow down the who you want to attract, you’ll find it difficult knowing where to find them.

If you can find out where your target market can easily be reached, then you’ve got a goldmine in your hands and you can mine out this gold simply by putting a relevant message in front of them and directing them to your offer.

Putting it more directly, you’ll find more of your ideal customers by intercepting them wherever they are looking for someone like you.

COCA-COLA, MTN, AIRTEL, JUMIA, UBA – these can afford to throw out adverts and marketing messages randomly and all over the place. You can’t. And you shouldn’t. Go directly to where they’ll most likely be found.

4. Use The Right Bait To Attract Them

Once you know where your ideal customers are, you have to create the right bait to attract them. By bait, I do not mean something that appeals to you.

This is where a lot of people get it wrong. You want to put out bait that appeal to your prospect. It’s got to be something that your ideal customer will pay attention to, find valuable – and more importantly, it must be closely related to your offer.

For instance, in one of the marketing campaigns we ran for a building and plumbing materials sales company, we offered “Free Expert Installation” as bait. This bait worked great for us, because we knew that installation was often a problem for the untrained but pretty much routine for the company.

We also knew that except you have a building project at hand or within reach, you wouldn’t be interested. That way, we eliminated the possibility of attracting people who would sign up for anything that reads FREE online (seriously, there are people like that. Lots!).

Within days of launching this new offer, we had hundreds of ideal customers lined up to take up our free offer – and of course, buy ALL their building and plumbing materials from my client!

The marketing starts from your bait.

The quality of the customers you attract is also in your bait.

Using wrong bait – no matter how appealing it might be – will only bring in a wrong crowd with little or no value to your business.

So…

What can you offer that gets your prospects attention? So much so that they give you permission to market and sell more to them?

Give away a useful and ultra-targeted resource that your ideal clients will find irresistible.

Final Words

When you determine who your ideal customer is and what they want, it becomes incredibly easy to attract them. These are the customers that pay you well. Pricing becomes irrelevant and focus is more on the quality of your work.

These are are also the customers that will scale with your company as you grow and most times, they become willing advocates for your business.

That’s it.

Even if all of this sounds like a lot of work, it actually isn’t. And it is work totally worth doing if your goal is to scale your business and grow your revenue long-term.

Next Step

If you want to get access to my resource on creating Irresistible Bait types so you too can attract quality customers, just enter your email address below and I’ll send it over.

 

What do you think? Have you targeted your customers correctly? Leave me a comment in the comment box and I’ll be waiting to answer your question

 

sales and marketing expert Nigeria image

 

Sales and marketing expert images

Unique Selling Proposition: 8 Keys To Make Your Business The Clear Choice In Your Market!

Unique selling proposition image

If I woke you up in the middle of the night and asked you:

“What makes your business different and why should I do business with you instead of everyone else in your market?”

Would you be able to give me a direct and compelling answer? Will your answer make me see your business as the ONLY option for me?

Hold that thought.

Entrepreneur magazine defines Unique Selling Proposition (USP) as “the factor or the reason that one product or service is different from and better than the competition.”

In simpler words, your USP is what sets you apart from the competition. It helps in making your prospective clients choose your business above the many available options.

A unique selling proposition (also called unique selling point) is often mistaken with the business slogan. In reality, they are not the same but are often interchangeable. Explaining the difference is a bit beyond the scope of this post’s subject matter, so I’ll just stick with what we need to know to create winning USPs.

So, what is the specific thing that you DO (note that I said DO and not SAY) better than others? Why would anyone choose you over the other available options?

For example,

Why should I buy from store owner A and not store owner B? Why would Konga seem a better option to me than Jumia (and vice versa)?

The answers lie in the core values of your business and especially in how you present this core values to your prospects.

How Important Is Your USP?

Very. Your USP is an integral part of your marketing efforts; you’re going to use it everywhere. It’s going to be on your website. It’s going to be on your business card. It’s going to be in your emails. It’s going to be everywhere because your unique selling proposition tells people why they should do business with you.

Before I go on to discuss the key factors to creating a winning unique selling proposition, check out these examples of outstanding USPs:

Example 1: FedEx – Courier Company.

USP: “ When it absolutely, positively has to be there overnight.”

Example 2: Dominos Pizza – Food Company

USP – “Pizza delivered in 30 minutes or it’s free.”

Example 3: Anacin – Pain relief medicine

USP: “Fast, fast, incredibly fast relief.

Example 4:  M&M’s – Chocolate Company

USP:  “Melts in your mouth, not in your hand.”

Example 5: Paystack – Payment Processing Company

USP: Paystack helps Nigerian businesses accept payments from anyone, anywhere in the world.

Do you notice what these examples have in common? All five of them are focused on the customer. They don’t say anything about the businesses, no. Instead, they all address the pain the customer is looking for a solution to.

In the same way, your USP should be benefit-oriented. There’s should be a specific benefit to the end user.

The 8 keys To Creating A Winning USP For Your  Business

1. Clearly Identify Your Target Market

It’s unwise to attempt marketing to everybody. Carefully narrow down your target and hone your USP message to capture the needs of these.

2. Find Out What You Do Better Than Other Business Owners In Your Market.

Now, don’t go telling me nothing. There’s always something –no matter how insignificant it might seem to you – that we do better than our competitors. If you said nothing, then it’s time for some serious brainstorming. Dig deep and discover that thing that your customers want and that you’re great at. Find it and emphasize it.

3. Find Out What Your Targets Hate That You Can Fix

Using emotional triggers effectively is probably one of any marketer’s strong points. Can you fix what your customers hate? More importantly, can you convey that emotion in your USP?

Look no further for an example: M&M’s – “Melts in your mouth, not in your hand.”

4. Key Into Specific Benefits You Bring To Your Target Market

Your prospect isn’t the least bit interested in your “best quality” or “first to be established” claims. He only needs you to make him understand WHY what you offer benefits him. I like the FedEx example above, it clearly tells me WHY I should use them – extra fast delivery when I need it!

It’s very important that you understand that your business’s USP should never be about you or your company. It should always be about the benefit that you bring your customers. Always.

5. Is There An Opportunity Gap?

I love this one! Savvy business owners are always on the lookout for this gap. Odds are many similar businesses have been before yours. What opportunity have they left untapped?

Going back to the Dominoes’ pizza. There were pizzerias before Dominoes. Dominoes keyed in on the gap created – timing. “I am hungry and I need to fill my tummy now.”

6. Make a Big Promise That You Can Actually Fulfill

It’s tempting to go overboard with promises just so you sound great. Please don’t.

Stick with promises that you know you can keep – and then keep them. This is not an absolute must but it helps.

7. Strive For Clarity

Make sure that your USP message is clear. Don’t leave your prospects guessing or trying to figure out your meaning.

A USP such as “Changing the roofs of Africa” does nothing for me the client. I don’t get the message. I’d probably have to dig deep and ask questions before understanding where that USP is coming from.

Your prospects should immediately SEE and UNDERSTAND what doing business with you does for them.

8. Make It Short And Easy To Relay:

I am not asking you to throw up some one-liner sentences that do not convey your meaning. Neither am I asking you to write out a whole lot of sentences.

Your USP is not an advert. It should be short, concise, straight to the point and the meaning must be clear.

If you can’t distill your USP into 1-2 short sentences then you probably should go do some more tweaking.

Now, back to the question I asked earlier:

“What makes your business different and why should I do business with you instead of everyone else in your market?”

As you create your USP today, or as you modify your USP today, always be thinking about the end user – and of course, how all your efforts will be rewarded with better profits for you!

 

Have you had success creating your unique selling proposition? I’d love to hear your suggestions in the comment section.

sales and marketing expert Nigeria image

 

Sales and marketing expert images

9 Strategies To Immediately Increase Your Sales

sales strategies tips image

“If you can’t sell it, nothing else matters. Sales are everything to a business.”

Setting up a business is a lot of hard work. It can be quite frustrating when all the hard work yields little or no results. It’s even worse when you’re operating on a small and possibly borrowed budget. And the pressure to produce results is strong on you.

On paper, your business plan is impeccable but – surprise, surprise – the sales are not just coming in!

What do you do?

Do you lament all day long on government policies (or lack thereof)? Do you complain and blame your “idiotic” customers for not seeing the value your business brings? Or perhaps claim the black magic from your village has finally caught up with you (don’t be surprised that a lot of people think this way!)?

I once invested all my life savings and even borrowed from a friend to start a business. I could have sworn that I had everything all planned out. Things got so bad that I was stuck with wares that I couldn’t sell, a nagging friend (within her rights, of course), bills increasing and seriously depleted self-confidence!

It was a sour experience. But the beautiful part of the story is that I learnt from it.

 So, What Do You Do To Increase Sales?

There’s no static or carved-in-stone formula for increasing sales. Usually, a combination of simple strategies have helped me double and even tripled my sales.

1.  Sell To Customer Needs

It’s so tempting to try selling our customers on what we “think” they need. Never assume you know better than the paying customer. Listen to your market and provide only what the market needs.

Sometimes, you might be tempted to want to offer a “better” solution, but always remember that your ego has no monetary value, so drop your so-called superior knowledge of the market! Listen closely and sell only what the market needs – period!

2.  Sell Only Benefits

“Established since 1908 by Europe’s renowned cosmetic company, blending the finest ingredients bla bla and more bla” – who cares about all that?

While it’s good for you to know your history, the paying customer only cares about the SOLUTION your business directly brings to him.”AAA cream clears your stretch marks and gives you baby smooth skin in 7 days” – now this is a customer-focused benefit that will drive more sales.

3.  Sell A BIG Guarantee

“Satisfaction guaranteed!”, “100% money-back guarantee”, “Get a full refund and keep the item – no questions asked guarantee”, etc.

This strategy of issuing guarantees has long been in use and is probably overused, but, offering a big guarantee sets you apart from the competition. Your prospects will think that if “If you are this confident in what you sell, then your business is worth a try”.

The idea is to give your customers a risk-free situation.

In reality, most buyers will buy but not take you up on the return-for-refund guarantee. The caveat is, for the very few that do take you up on it, be sure to honour your guarantee claims. The increase in sales you made should more than compensate for the few refund-me-clients. If you offer top-notch products and/or services, you shouldn’t have a problem with this.

4.  Sell Something “FREE”

You’ve probably made a decision to buy something NOW that you would have left for LATER only because it’s accompanied with something FREE. You’re not alone. Buy 1, get 1 free; FREE sample; FREE download; FREE shipping etc.

Amazon and many eCommerce stores tactfully use this method to increase sales – buy more to be eligible for free shipping. In one of my businesses online, sales increased dramatically when I went from paid shipping to free shipping nationwide. In reality, I’d cleverly worked in a fine percentage of the shipping costs into the product price, but surprisingly, no one cared about that; all that seemed to matter was the FREE shipping.

Russell Brunson gave away his book DOTCOM SECRETS for free; all you had to do was pay for the shipping. This singular strategy brought him untold millions of dollars in the backend product he introduced in the “free” book and probably a couple more millions in his site membership. FREE sells; cleverly craft it into your sales and experience the magic!

5.  Sell Combo Products/Services

Instead of offering discounts on solo products and trying hard to get customers to buy, combine related products/services and offer a discount on both items only when purchased together. The logic behind how this works is simple: prospect came in to buy X with a view to buy Y at a later time (considering how fleeting human interests are, purchase Y might never happen!). If there’s no discount on X but there’s considerable discount on X and Y together, most people will dig deeper into their pockets to purchase X and Y and make the safe. It’s simple psychology.

6.  Offer Immediate Upsells

The most common example that comes to mind here is the MacDonald’s “Do you want fries with that?” How this works is simple: A customer purchased an item usually at full price, and at the point of checkout, you offer him another product or service that highly complements his purchase at a tempting discount. Odds are that your customer will immediately see the benefits of your new offer and the discount and decide to include it in his purchase. Great deal for him; additional sales that otherwise wouldn’t have happened for you. Everyone is happy!

The next time you order pizza, notice how the person taking your order tries to upsell you on as many extras as possible – extra topping, cheesy crust, mushroom – it’s just business as usual!

7.  Sell Urgency

You’ve seen this before. A company advertises that it’s giving 20% off retail price with only 50 pieces of stock left. What happens? A frenzy to purchase before stock is exhausted of course!

A typical example is Black Friday sales. Yours might not be that dramatic and you don’t have to wait for Black Friday to use this strategy. Yours could be a simple but needed service that you are offering to a limited few.  It could be a limited edition of a desirable product. Limited seats available. It could be a limited free assessment.

You could even sell urgency by creating fear of loss or irreversible damage if client doesn’t take action immediately for example: Maxgro baldness and hair regrowth treatment creates urgency by letting prospects know that “delay in hair loss treatment might lead to permanent and irreversible hair loss.”

Whatever your urgency selling point is, it is no use if no one knows about it. So publicize and let your targets know about it.

8.  Sell Evidence

How we are so swayed by before and after pictures! Nothing sells a product or service as fast as evidence of use, nothing!

Do you have proof that your product or service works? Sell it! Why else do you think the likes of Orange Drugs Pharmaceuticals display very smooth skinned and pretty girls in their calendar adverts?

Admittedly, not all products/services conveniently fall into the before and after category, but you can still find a way to show evidence. Are you into interior decoration? Take professional pictures. What about using videos where applicable? Simple pictures of smiling clients using your product/service are often enough. Heck, you can even sell items as simple as pencils with pictures of really cute kids writing happily with your pencil brand!

Testimonials are also a great way of selling evidence.

9.  Takeaway Selling

Dan Kennedy – famous marketing expert and author – talks a lot about takeaway selling. In his words:

“The less accessible something is, the greater the value that gets placed on it and the more people want it”.

In my own very simple words, find a way to create exclusivity in the minds of your prospects and you will create a frenzy of sales!

If you’ve read a bit about me, then you would know that I started marketing and selling as a young teenager.

Long before I ever read about Dan Kennedy, I would use a version of this strategy in my own way to drive sales in my parents’ business.

I particularly liked it when rich and snooty customers would walk into the shop with their noses up in the air (If you’ve had any encounter with this kind of people, you would know how they look around as though nothing on display is good enough for them and that they were only doing you a favour!).

I would laugh inwardly at their snobbish display because I knew that I was about to at least quadruple my profits!

I perfected the strategy of showing them items that are likely to catch their attention. I would then stop at 1 or 2 “exclusive” items and ever so subtly imply (not in exact words, though) that these were very expensive and probably not within their reach. My next step would be to appear to eagerly walk them away from the “exclusive” items to ones more within their reach.

Oh my! Either of two things would happen: Outright indignation at my audacity or acute display of interest in the exclusive items. Cut a long story short, I always ended up with a satisfied customer, leaving the store with several stuffed shopping bags and more importantly, repeat customers! ALWAYS!

Done right, takeaway selling could actually be any salesperson’s greatest skill.

I will write another post shortly solely on takeaway selling and how you can use it to maximize profits. Sign up below for my newsletter so you don’t miss it!

I have used these sales strategies with a lot of success in my businesses and those of my clients. Don’t even for a second think it doesn’t apply to your kind of business – find ways to tweak and adapt any of these to suit your business.

Hey, do you have questions on how best to use these sales strategies in your business? Leave me your comments and we’ll sort it out together.

Rooting for your success;

sales and marketing expert Nigeria image

Sales and marketing expert images

5 Reasons Every Small Business Needs A Website

Every business no matter the size or the business category it belongs to needs a website. Times are far gone when you rely solely on your brick and mortar store. It probably worked well for your business in the past but without a website in today’s ever so advanced world where consumers rely heavily on the internet to gather information about a company, including product reviews – it probably won’t.

Today, people often turn to the Internet first to research businesses and products. Building a website not only helps small businesses promote and sell their products and services, it allows them to put their best foot forward to consumers.

I have listed below why having a website for your business is no longer just a luxury but an absolute necessity.

 

1. Be Found

It comes as no surprise that many consumers begin their purchasing decisions by searching for products and services online. Today, customers are constantly using and searching with computers, tablets and smartphones. A website lets customers find and learn about your business 24/7.

A website offers other benefits too.

It allows small businesses to reach a bigger audience outside of their local area without a huge increase in marketing expenses. And it’s not just about attracting new customers. Business owners use websites to better serve existing customers by providing important business information and services on their site which they can access anytime and anywhere.

Some businesses use social media or online directories in lieu of a website to promote their business. This is an easy way to quickly create an online presence. However, research by experts has shown that when looking for information about a business, people would trust a business’s website over a social media page or an online directory.

A website offer many more advantages, such as increased flexibility, control, branding and credibility,  While it’s good to own social media pages for your business, it’s absolutely important that you create a functional website that stands in as your salesman all round the clock.

 

2.Build Credibility

A website lends credibility to the legitimacy of a small business. According to a recent survey, consumers believe a business with a website is more credible than one with only a social media page. Although as a small business owner you can build a brand presence on social media, but you will be limited by its platform in terms of design, process and technology.

Having your own website gives your small business the ability to control every aspect of their brand with no restrictions on how to market your products or services. This contributes to your brand’s overall reputation and market standing.

If as a small business owner you want to be credible and attract new customers, a website can make a difference.

One important decision in creating your website is choosing the right domain name (or Web address), so you should take careful consideration when making your choice.

First, you need to decide which domain extension, such as .com and .net, best serves your company (I’ll recommend that you stick with a .com extension where possible). And second, select a name that is memorable, descriptive, keyword-rich (e.g. words Internet users might enter into a search engine to look for a business such as yours) and isn’t trademarked by another company.

Ensure to use a domain name for email. Survey found that 65% of consumers believe a company-branded email is more credible than a business using a free email account. Company-branded email (e.g., info@yourdomainname.com), lends further credibility when communicating with prospective customers. Your branded email also offers the benefit of using multiple email addresses for different areas of a business (e.g., info@yourdomainname.com, support@yourdomainname.com, staffname@yourdomainname.com), which further propels an established, professional image.

 

3.Get More Customers

Who wants more customers? All businesses do! The top priority for most small businesses is finding new customers, and in today’s competitive marketplace, having an online presence is key. This means that if someone is looking for a product or services your business offers, your website needs to show up in search results or you will miss out on potential sales leads.

A website is a great way to find new customers. It helps you to strengthen relationships with your loyal retail customers and attracts online customers who had never stepped foot into your physical store

Ongoing business success rests in large part on a company’s ability to bring in new clients. Using traditional marketing methods like print advertising to reach a large audience can be expensive and unreliable, but getting online enables small businesses to reach more people while paying less for the exposure—and with measurable results.

 

4.Grow Your Business

A website is a cost-effective tool to expand any business locally, nationally and globally.

A website can help small businesses broaden their customer base outside of their city limits.

While face-to-face interactions are important and business may come via word-of-mouth, a website provides a company a chance to “pass their card out” to thousands of new potential customers outside their normal vicinity, which then leads to a larger service area and possible expansion of regional offices.

A step further is having an e-commerce website which allows businesses to sell products to customers around the world.

 

5.Gain Competitive Advantage

A current trend among consumers is to conduct research online before they buy. 93% of consumers use the Internet for research before making a purchase.

Consumers want to be informed prior to making purchasing decisions, from what they buy to whom they buy from. So if your company doesn’t have a website, it risks losing customers to businesses who are already taking advantage of the online marketplace.

More than half of Nigerian-based small businesses don’t have a website, so there’s no time like the present to establish or improve your business website and get ahead of the competition.

If you want to be taken seriously in any competitive client-based industry, you can’t create opportunities for prospects to question your commitments or professionalism. A strong first impression is critical for opening up your business and a website is often the first place clients look.

If your small business is in direct competition with another business that has a website, it’s critically important to make sure your business has one, especially if your competitor is effectively marketing its website. Having your own website helps level the playing field

 

CONCLUSION

Relying solely on a physical store or traditional marketing efforts limits the success of any business. In this digital age, consumers increasingly rely on the Internet, and expect businesses to have an online presence.

Whether you’re concerned about establishing credibility, growing your business, gaining a competitive advantage or wanting to be found online, the bottom line is a website goes a long way.

There’s no doubt that registering a domain name and establishing a website offer a number of different business advantages, and are easier now to do. So get started now.