Sales are scarce, competition is fierce, and although the outlook is gradually improving, we are in a truly challenging moment.
We need to sell more and, above all, sell better, but…

• How can we do it when customers are overwhelmed with options?
• How can we attract new consumers without reducing revenue?

We don’t want to be pessimistic, so we’ve gathered some actionable tips to weather what seems (and hopefully is) the end of the storm. Among them, you may find the perfect strategy to multiply your company’s sales and improve profitability.

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In Sales, the Customer Comes First

Customers are a company’s most valuable asset. They are not only ultimately responsible for keeping the business afloat but also the best reflection of a company’s quality. Moreover, retaining them and increasing sales with existing customers is far easier, faster, more profitable, and more rewarding than attracting new buyers.

How can we ensure they keep trusting us? The first step is maintaining high standards and quality in our products or services and paying attention to their needs. We can also offer an extra benefit to enhance their experience.

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Improvement Offers

Often, offering a discount on a current product or service is not the best option because it can create a poor image. Likewise, creating offers for new clients without considering existing ones can backfire. A good approach is offering upgrades or service enhancements. This not only improves the situation for existing customers but also gives them a sense of exclusivity and strengthens loyalty.

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Payment Flexibility

In difficult times, showing customers that we value them is crucial. Offering more flexible payment options or slightly increasing the price in exchange for billing conveniences can improve relationships with loyal clients and serve as a defense against discount requests.

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Adjusting Offers

If a customer hesitates to continue with us despite needing our services, it’s wise to tailor our offer to their situation. Adjusting services (with corresponding price reductions) during lean periods can be a big step toward increasing sales when conditions improve.

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Added Value

It’s essential to offer a little more than expected—not only in our performance but also through everyday gestures that cost little. Examples include leftover promotional items, discounts for clients who refer others, or free access to paid training to fill seats.

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New Clients as a Growth Guarantee

Caring for existing clients is fundamental, but seeking new customers is equally important. New clients bring daily excitement, though acquiring them without relying on discounts or the lowest prices is challenging.

How can we attract them?

• Free Trials: Allow potential clients to test our product or service at no cost, with the option to upgrade for more extensive services. This model is common online, e.g., free-tier services that become paid once a limit is reached. Variations include low-cost primary products that require higher-priced complements (like printer ink or razor blades).
• Performance-Based Trials: Another option is offering a trial contingent on results. If objectives are met, the trial becomes a paid engagement; if not, the client can choose freely.
• Short Decision Windows: Offering quotes with expiration dates, similar to concert ticket pricing, can encourage faster decisions and improve competitiveness.
• Income Linked to Benefits: For products or services with complex value propositions, consider variable pricing based on the results the client achieves.

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Building Trusting Relationships

Trust starts with understanding and meeting each client’s specific needs. Maintain detailed records of contacts and actions and provide free training, exclusive products, frequent check-ins, satisfaction surveys, and informative materials to foster personalized relationships.

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Making Strategic Decisions

Multiplying sales may require bold decisions. Accurate indicators and trend analysis are key to planning the future. Examples include:

• International Expansion: A strategic move requiring careful consideration, sometimes in response to competitors or new opportunities abroad. Expanding markets takes time and resources but can yield significant growth.
• Research, Development, and Innovation: Innovation is a success factor in many sectors. R&D strategies may target new products, business models, or more efficient ways of doing existing tasks.
• Alternative Business Models: Innovation may lead to new business models, shaped by market trends, spin-offs, employee initiatives, or sector expertise.
• Hiring New Professional Profiles: Occasionally, hiring for entirely new roles is necessary. A clear onboarding plan ensures rapid adaptation and maximizes contribution. Examples include controllers, online marketing experts, or growth hackers.

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Daily Small Gestures

Multiplying sales and improving competitiveness requires daily attention to fundamentals:

• Increase Productivity: Every minute counts. Good planning, motivation, and proper tools can significantly boost company productivity. Small individual improvements contribute greatly to overall performance.
• Leverage the Internet: The online world offers low-cost opportunities to expand your client base and more.
• Marketing as a Key Step: Marketing helps attract potential clients and close sales. Choose the most suitable channels (events, telemarketing, email, webinars) and measure their results.
• Attract and Retain Talent: Employees’ skills and motivation are critical. Understand their needs, value them, and maintain engagement.
• Work Efficiency: Reduce repetitive tasks, prevent overlaps, and automate low-value activities using suitable management software. Proper tools increase efficiency across all areas, from administration to production.