How to Get More Sales

If you want to grow your business, you need to get more sales. By definition, there are only three ways you can get that:

  1. Get more customers
  2. Sell more often to each customer
  3. Sell more in each transaction

Get More Customers
If you do not want your business to die, you need to acquire new customers all the time. In truth, you lose customers all the time. To grow your business and get more sales, you need to find more new customers than you lose current ones.
Finding new customers is expensive and can be difficult. Many businesses do not earn a profit and even make a loss on their first sale to a new customer, the so called front end sale. They need to go a long way to find a prospect, make him aware of the offer, get his interest, nurture his desire and finally induce him to act on the offer. You need lots of effort and high expenses to guide him through his decision making process.

Sell More Often to Each Customer
It is much easier to get more sales from an existing customer, because you have built already a trustful relationship with him. You can get his attention, and it is easier for him to act on his desire, because his risk to be disappointed or look like a fool is now much lower.
How often you can sell to each customer depends on your product or service, and on your effort. The best scenario you could dream up is a product which needs to be replaced or serviced every couple of months, and you can approach your customer at the right time to remind him about the need. One simple example would be your dentist. He will send you a letter to remind you that it is time for a new checkup and ask you to call for an appointment.
The same system lies behind the riches of Gillette, Procter & Gamble and Coca Cola. In these cases, the body reminds you that you need more razor blades, detergents or drinks. To get more sales the providers of these products need just to be present in your mind as well as in the store.
In internet marketing we use social networks and email to be present in the customers mind. It is a bit more difficult to come up with products which need to be replaced on a regular basis, because we sell typically immaterial products consisting of information. But still, information needs to be up to date, which opens the door for membership sites providing a steady stream of news about a certain topic.
It may also be a good idea to drop feed your information product to your customer. This approach may increase usability in a big way. And every time you deliver the next installment of the product, you have the chance to get more sales by offering him a related product or service. If you deliver too much information at once, the consumer may feel overwhelmed, and your product may end up collecting dust on your customer`s hard disk.

Sell More in Each Transaction
If you have made a sale you have got already your customers attention and interest. He is in the mood to act. The simplest way to get more sales from your existing customers is to offer them another related product, which may increase the usability of the product they just bought. One example would be the sales man for shoes, who will inevitably offer you a shoe polish as soon as you have bought your new boots. This is absolutely legitimate, and your customer has every right to be angry with you, if you do not offer this shoe polish, travel insurance, video tutorial etc. He wants the full value of the product you just sold him, and it is up to you to offer him complementary products and services.

Recommended book:{openx:38}

{openx:37}

Traffic – Conversion – Backend Sales

Making money in direct marketing (online or offline) follows a clear sequence of actions:

  1. Traffic Generation: You need to get visitors to your website, and lots of them.
  2. Initial Sale: To receive money, you need to gain trust of your audience. The willingness to give you money for a promised product is certainly an expression of trust. The price of the initial sale may or may not cover the cost of acquiring this new customer.
  3. Backend Sales: If you have earned the trust of your audience, and strive to earn their trust every day again, they will buy again and again. This is where the real money is.

This is a numbered list, because it is essential to go step by step. Why? It is much easier to sell to somebody, who has already bought from you, and was more than satisfied with your performance. You just need to tell him: “I have this, do you need it?” And he will at least consider your offer. But to come into this position, you must have made already a first sale (or at least built a relationship of trust with the customer).

To get a first sale, which means a sale to a person who never bought from you before, and who probably does not know you, you must have an excellent offer. And you need to present this offer in a very convincing way. You know this long sales letters and these product launches.
If you are not completely new to direct marketing, you know probably also, that the only way to get a real good converting sales letter or sequence of sales messages only by testing. There is no way to know for sure, which headline is performing better, which picture, background color, layout outperforms all others. But the difference between a conversion rate of 1 percent and 2 percent can be the difference between a big loss and a small profit, especially if you realize that you pay for your traffic. And you do pay, either with money, or with your effort.

To get valid test results, you need lots of traffic. If you run a split test only between two headlines or two pictures or two videos, you need at least 30 conversions on the weaker one, to have a reliable result. This means to test only two variants, you need at an average conversion rate 3000 visitors. If you do not have a strong stream of traffic to your website, you may just need a year or two to test every aspect of your sales process. In this case your product will be probably obsolete before you can roll it out.

To learn how the masters are using this sequence, read The Great Formula. Mark Joyner, the author, allowed me to offer you a free download.

Start With Selling Other Peoples Products

There are three areas which need most of your attention and resources if you build a business in internet:

  • tech stuff
  • traffic
  • sales copy

You may miss the term “product”, as any business involves the exchange of a valuable product or service against money. I did not forget that. But in the beginning this will only slow you down.
But there are plenty of high quality products out there, which you can sell. You do not need to pay a dime for the right to sell them, and you can get nice commissions of 50% and more for selling them.
For this reason, if you start an internet business, you do not need to spend resources for developing and testing a product. In fact, you should not. It takes time and money to develop, test and tweak a product, before it can be a hot seller. And you need skills to do that. You will acquire many of these skills, while selling top products for a commission.
There is only one exception of this rule: If you have already an offline business, and you decide to extend your reach by going online, you can do this with your existing product or service.