With the pandemic slowly disappearing from people’s memories, 2022 is the best year to start thinking about how your business can make its comeback. Whatever industry you operate in, from HVAC repair, landscaping, plumbing, cleaning or any other business, you need surefire methods to drive sales growth to make it happen.
Thankfully, here are three simple strategies you can employ to increase your sales this year. Continue reading to find out more.
- Fix and maintain your sales pipeline
Sales can be a straightforward process. Every lead and customer undergo the same treatments and procedures to become paying customers. These processes are often referred to as the sales pipeline. If leads opt out of your sales processes before they become paying customers, it’s a good indicator that something has gone wrong in your sales pipeline and needs rectifying.
Fixing your sales pipeline can often be referred to as sales optimization. The use of smart business management apps from companies like Jobber can really support this.
A business management app can let you operate your sales team in a data-driven way. These apps often come with a customer relationship management (CRM) feature, which can help you collect and analyze data related to your sales pipeline. With the data you collect, you can far more easily find when or where leads start to leak or reject the pitches thrown by your salespeople.
These apps don’t only help your sales team but your operations as well. Some typical features you’ll enjoy with a business management app are industry best practice estimate templates, routing optimization, job scheduling, payment features, internal and external communication features and many more.
- Reidentify your ideal buyer persona and ideal customer profile
Even if it’s already 2022, you should never forget the basics and foundation of your sales and marketing campaign. To be precise, start with reidentifying your buyer’s persona. While you may have already created one before, remember that your ideal buyer persona changes with the times. Buyer persona is also affected by the changes your company experienced over the past few years.
People become older, change their priorities, and acquire new and forego old responsibilities as time goes on. It’s essential that you, as a business, keep up with those changes and adapt.
Don’t forget that around 60% of sales reps waste their time on unqualified leads or people who don’t fit your ideal persona. Instead of spending their limited attention on the ones who’ll, indeed, become paying customers, they pursue people who—unintentionally—mislead them.
On the other hand, know that working on sales isn’t all about acquiring new customers; it’s also about selling your products and services to your current customer base. To effectively drive your sales toward your customer base, you should redefine your ideal customer profile.
But wait, the ideal buyer persona and customer profile are the same, right? While they’re used interchangeably, there are subtle differences.
An ideal buyer persona focuses on leads and people who’ll most likely become interested in your marketing materials and buy your services and products after being exposed to your campaigns. Generating the buyer persona requires studying people’s buying habits, motivators, online activity, and goals.
Meanwhile, an ideal customer profile is derived from the commonalities of your top customers. Before, it was mainly used by business-to-business (B2B) companies to improve their sales, but it’s made its way to business-to-consumer (B2C) companies. Knowing your ideal customer profiles can let your sales team focus on customers with higher chances of becoming repeat customers who may buy more of your products and service if given a bit of a nudge.
- Empower your sales team
Salespeople can be annoying if they come across as too desperate and only seeing you as a sales opportunity. Unfortunately, with poor organization, these same people can be made to feel the same toward their job.
Imagine having a job where are faced with rejections every hour. Then, once the day’s over, you are told off by your superior because you failed to meet your sales quota. You then fail to make any commission and your salary is minimal.
If you want to inspire motivation and support your team to drive up sales you need to empower them. To do that, you need to know the most common reasons salespeople fail. Identify what blockers are preventing your team from performing. It could be anything such as:
- Poor time management
- Technology aversion
These are the three strategies you can employ to drive your sales up in 2022. To recap, they’re fixing your sales pipeline, reidentifying your ideal buyer persona and customer profile, and empowering your sales team.
- Kiite. “How Much Time Do Your Reps Have to Waste? Zero. How Much Time Are They Wasting? Too Much.” Kiite, November 4, 2020. https://kiite.ai/how-much-time-do-your-reps-have-to-waste-zero-how-much-time-are-they-wasting-too-much/
- Efti, Steli. “Ideal Customer Profile vs Buyer Persona: What’s the Difference?” The Close Sales Blog. The Close Sales Blog, September 14, 2020. https://blog.close.com/ideal-customer-profile-vs-buyer-persona/
- Samani, Niti. “Reasons Why Salespeople Fail and How to Help Them Succeed.” Deskera Blog. Deskera Blog, November 2, 2021. https://www.deskera.com/blog/why-salespeople-fail/