Small Business Tip: Increase sales without spending a lot of money (2024)

Sharane Gott| Better Business Bureau of Acadiana

Rick and Margie Segel founded National Mom and Pop Business Owners Day on March 29th, in honor his parents whose successful hat shop opened in 1939 and grew into a 10,000 square feet and $2 million dollar clothing store. That is some amazing growth! How does a business increase sales without breaking the bottom line? Better Business Bureau serving Acadiana suggests that business owners take a look at what is already working, and find ways to build on those successful elements.

The Direct Selling Education Foundation, a Better Business Bureau National Partner, recommends the following ways to increase sales without increasing your spending:

Identify top customers and offer them more. You likely have loyal customers who spend more on a regular basis than others. Identify those people and offer them more than they already get. For example, start a VIP program where top customers receive special promotions, incentives, or exclusive access to new products and services. When your top customers know how much they are appreciated, they will not only embrace that “VIP” role by patronizing your business more often, but they will want to share their positive experience with their families and friends. Superior customer service can have far-reaching effects on your overall business.
Customize your sales pitch for each client. Each client is an individual and should be treated as such. Don’t go with a generic sales pitch that every single client hears. Do some research about each person, and incorporate something personal about him or her into your pitch, especially if it’s something you share (an interest in sports, a community activity). When you can relate to clients on a personal level, they will be assured that you have their best interests in mind.
Increase goals for referrals and sales will increase. Bump up your goals for getting referrals. It doesn’t have to be a large jump, but setting the bar higher will motivate you to work harder and acquire more. Instead of shooting for 5 a week, increase your goal to 7 or 8. Make the time in your schedule to meet this new goal, and you’ll find your sales increasing steadily over time. Each time you find that you are meeting the goal on a consistent basis, consider raising it again. Your business should never run in a straight line, but should always be heading in an upward direction to maintain growth and success.
Interact personally with customers more frequently. This may come easier in a retail business, but no matter what type of business you run, make the effort to interact with customers on a personal level as often as possible. Learn their names and one or two facts about them. People love going into a place where they feel like more than just a number.

Find ways to improve upon what works for you, break out of your comfort zone, and always look to set the bar higher for yourself and your business.