Happy New Year! I don’t know about you, but I’m always looking for ways to improve my business and make the upcoming year even better. Today, I’m sharing nine strategies, when done consistently, that can significantly increase your sales in 2018.
1. Write your goals. I’m sure you’ve heard it before, successful people set goals. Take the time to write your weekly, monthly and yearly revenue goals. What gets measured gets done! Post your goals someplace where you can see them every day and take action on them. Writing your goals and acting on them will keep you on track and focused.
2. Create daily rituals. It’s been said that “Your habits determine your fortune and your future.” Start your business day the same way every day, by focusing on your top three high payoff priorities. These are the things that directly relate to bringing money into your promotional products business such as: client meetings, follow-up and proposals. End your business day by planning for the next day. Anything that doesn’t get done goes on the next day’s priority list.
3. Take control of email. Turn off the email alerts and vow to check your email ONLY at certain times during the day, such first thing in the morning, lunch or at the end of the day. For questions that you get asked frequently, set up an FAQ page on your website that you can refer customers to. Let clients know with an auto-responder when you check email and that if they require an immediate response to call you. Consider setting up an additional email address for non-urgent emails.
4. Limit social media. Are you overwhelmed by social media? Who isn’t these days? Set a time limit for yourself. I recommend no more than 30 minutes a day (on sites that your ideal clients frequent during business hours.) If you post to more than one social media site, use a social media management tool such as Hoot Suite. Save the real socializing for the evenings when you’re not working.
5. Evaluate your clients. Do a client profitability analysis. Some clients and their orders may not be worth the time they take. Consider setting a minimum order limit and turning down business that doesn’t meet your profit goals. In the long run this will free up your time for more profitable orders and customers.
6. Add additional services. If you’re just marketing promotional products it can be hard to compete, but if you add additional services such as: graphic design, meeting planning or social media marketing, you position your business as a marketing agency and have a much better chance of winning the proposal.
7. Keep in touch: Have a consistent keep in touch policy that adds value. Send free marketing tips, white papers, trend reports and virtual and spec samples. Stay on your ideal client’s radar screen and you’ll be the first name that comes to mind when they need your services.
8. Work with preferred suppliers. Give a limited number of suppliers in the top selling categories the bulk of your business. You’ll get better pricing and service when you’re loyal to a core group of suppliers. You’ll also have a better understanding of their products and you’ll build a relationship which goes a long-way in getting special favors or handling problem orders.
9. Narrow your focus. “You can’t be all things to all people, but you can be a star in your niche market.” Develop expertise in one or more niche markets. When you focus on profitable niche markets you’ll have a better understanding of your client’s challenges, you’ll be better able to make program and product recommendations and clients will seek you out and you’ll enjoy your work more. Your time will be spent more productively on clients that generate larger more profitable orders.
Speaking of profitable niche markets, you’re invited to attend my FREE Webinar on How to Double Your Sales with a Rich Niche on Thursday, January 11 at 2:00 pm ET. Learn more here.(https://attendee.gotowebinar.com/register/5750652909294996225)
Here’s to making 2018 your best year ever!
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes. Get a free special report: 10 Proven Ways to Thrive in Promotional Products Sales… in Any Economy at www.promobizcoach.com. Contact her at Rosalie@promobizcoach.com.
Meet Rosalie and attend her free education sessions at EXPO in Vegas on Sunday, 1/14 and Monday 1/15. Learn more here.