The talent of an entrepreneur is not only the ability to calculate profit from sales or to build relationships with the tax inspectorate correctly; first of all, it is the ability to find points of contact with the buyer, and then – to convince him to buy one or another product. And, of course, to increase sales in the retail store – in all possible ways, involving in the solution of the problem of their own sellers and third-party specialists. Fortunately, the upper limit in this case does not exist: people will always buy something, and it is up to the merchant to react to changes in demand in time.
The increase in retail sales should begin with a study of the issue, looking for useful and cutting off the secondary. As a result, the entrepreneur will choose for himself several key strategies that will improve performance. Below are eight of the most obvious ways to raise sales in a retail store – they are perfectly compatible with each other, but can be used separately.
Reasons for the fall in retail sales
The main reason for the fall in sales is a decrease in consumer activity, in other words, in demand. Some factors affecting demand are independent of the will of the store owner; These include the general deterioration of the economic situation in the country, the discovery of a critical marriage in the products sold, the entry of completely new products to the market, replacing those already on sale. To improve B2B sales in such a situation, without replacing most of the range with a more modern or “budget” one, is unrealistic; this will be the only possible solution for an entrepreneur who wants to stay afloat – we recommend корпоративные тренинги по продажам, She will definitely help you to increase sales.
Other reasons for the fall in demand in retail sales (not so global and easily adjusted) include:
1. No updates in stock. No one forces the store owner to replace the entire product every month: some items have been in constant demand for decades, and others will be purchased sooner or later. But the buyer wants to know that at the next visit he will be able to find something new in his favorite outlet – even if he does not like it in the end. To raise sales, it is enough to change at least 5% of the range every month – more is possible, but a lower figure will cause stagnant visitors.
- Mistakes sellers. There is a simple rule: a person does not buy from a company or a retail store, but from a person. And if this person is not interested in sales, does not know how to explain the advantages of the goods being sold and cannot answer the basic questions regarding him, the quantity of the products sold will roll harder to zero. Even if there is one such non-professional in a healthy team, there will be less visitors guaranteed, and no work with objections in sales will save the situation.
- Incorrectly chosen marketing policy. Under no circumstances should a retail store owner mislead a buyer or make him feel uncomfortable: this will definitely not help to increase sales, but it will scare away the last visitors, putting one price on the shelves, and punching another with the check or without removing the sign for a long time Ended stock, very easy. Another example is provoking competition: if possible, it is better to resell goods at a point of sale without specifying its “original source”; otherwise, the buyer is quite logical next time go there.
- Opening near new stores and shopping centers. In many cities, especially small and medium-sized ones, the number of potential buyers practically does not grow, staying at the same level or increasing by a percentage or two over the years, while the number of retail outlets per capita is increasing. This causes not only natural economic processes like price equalization, but also paradoxical ones – in particular, in the eyes of the consumer, more and less high-quality goods from the same category become equally valuable, and the “equalizing” line runs along the lower border. To combat this, it is necessary, as in the first paragraph, to surprise the buyer with diversity – there is no other way to escape from the routine fall in profits.