Carrying out your sales plan is comparable to juggling gelatin, or maybe walking a tightrope. If you sell too aggressively, customers may think you no longer care about service. If you move too slowly, you may lose potential sales to your competitors.
Leading businesses now decide how far and how fast their sales will grow based on changes their customers expect. The most important metric in measuring your initiatives is the readiness of your customers to buy into them.
Watch industry trends
Customer expectations vary according to your industry sector. Gauge what customers in your industry expect, before deciding what changes to introduce. This ensures that your customers are likely to value your changes.
Only those initiatives that your customers will readily buy into will trigger rising sales. So, the best way to enhance sales is to identify customer needs and meet them. For instance, expanding product offerings will only lead to higher sales if your customers expect a broader selection. But if you sell a staple, the customer might be more interested in price.
Define your customer
Adding services may justify a price increase that will increase sales. On the other hand, a discount policy may delight your customers and also grow your sales. It depends on the type of customer you serve and his or her expectations.
Deciding the right way to improve sales depends upon defining your customers’ expectations and acting on them, not from trying to alter their expectations to what you want to provide.