How are you going to sell more in 2019?
In the end most things in business can be tracked by numbers and this is particularly true of sales.
Not only can the end result be analysed in terms of numbers, what you’ve sold, the average price, the profit, but also the numbers that got you there.
If you want to sell more you need to understand where your sales come from and even more importantly where your profit comes from.
Look at the statistics for 2018 and evaluate the following:
Where did you get leads from? Possible sources might be existing customers, networking, social media, your website, advertising, referrals. If you know, get even more focused and identify specific customers or Facebook groups that generated lots of leads
For each source of leads how many translated into proposals/quotes? This will help you begin to assess the quality of the leads.
Now you get to the sales that resulted from the proposals or quotes both number and value.
This allows you to identify where to put your effort and whether you have a marketing or a sales issue.
I’ll be covering this in a lot more detail in our Business Skills Session this month on developing a marketing plan. Find out more by clicking below.