Sales performance is one of the main components of the success of any online store. It is on this component that the financial success of the company depends. It is not at all surprising that any company is trying to increase the number of customers and sales of its products.

To achieve such goals, unique, according to the manufacturer, high-quality goods are created, an online store is being actively developed. But having a good website, product and service does not guarantee high sales.

This article presents 50 methods to increase sales that will definitely lead to the success of your online store.

1. Signature explaining the activities of your company under the logo

Getting to the site, a potential client immediately pays attention to top corner page located on the left. This corner should contain information about where the client went. In this half of the page, under the logo, it is necessary to indicate what kind of activity this company is engaged in, what services it provides or what it sells.

If you are selling plastic windows, then you should write “Plastic windows”, and not “We give people light”, for example.

2. Contact numbers. All available means of communication

Such information located in the right corner, on top, always in large print. The more visible the phone number, the easier it is to find.

Clients often have doubts about contacting a company. Such doubts can be dispelled by indicating telephone numbers in large print in a conspicuous place.

The client is unlikely to notice the contact information if it is placed at the bottom of the page. Due to such a mistake, your company may lose a client.

3. Fully capture the attention of customers and the entire target audience

The largest concentration is observed in the following systems:

• search engines Google, Yandex;
• social media;
• Various messengers (WhatsApp, Viber, Telegram);
• YouTube.

Customers visit the site in order to find any information, purchase goods or services. If this goal has not yet been achieved, your organization's banner on the Internet will constantly remind him of the unfinished task. Thus, the person will return to the site to make a purchase.

4. City number, physical address

This nuance characterize your company as a serious organization having its own office. This may affect the level of sales.

5. More specific

As stated above, the company's products should be spoken specifically, without vague and incomprehensible phrases. If your company sells tables, then you should talk about the characteristics that the buyer may be interested in: round, square, wood, metal or glass, exact size, available colors. You should also give importance to all the advantages of your product, for example, the environmental friendliness of wood products.

6. Improve landing pages

An eye-catching headline. Should contain information about the page. When compiling names, it is necessary to analyze the main queries for which customers are searching. The most effective headlines are calls to action.

7. Call to action

After reading useful information and the characteristics of the goods being sold, the client may still have questions.

Here's a phrase that might help: “Do you have any questions? Call us!" Such an appeal will increase the number of incoming calls, therefore, increase sales. Then the manager takes over the client.

Call to action on the website

8. Call from the site

It is not necessary to call the manager using a mobile. Many people have special equipment for making online calls. The ability to call the call center directly from the company's website will increase the number of calls received.

9. The most appropriate place for the "Buy" button

You should correctly position the button that encourages the client to purchase the product - a change in position plays a huge role. The button should not be placed at the bottom of the page, since not all clients reach the end. The buyer should not look for such buttons. It is possible that potential customers will take the site for an online catalog, and not for an online store. That's why this element of marketing should be placed in a prominent and advantageous place.

10. Game of contrasts

All buttons must not be lost, as mentioned in the previous paragraph. You can try to play in contrast, use bright colors.

11. Increase site visits

If more potential buyers visit your site, then the number of sales will begin to grow. How to increase visits? By mastering the expanses of the World Wide Web. This can be done by posting ads, to establish activity on the forums, in the most popular in social networks and actively develop them.

12. Monitor site exit statistics

On the site, one or more pages have the most exits - this is the page that should be worked on. This means that customers do not find on it necessary information. The potential client is lost.

A little analysis can improve sales.

13. Company of professionals

Your company has vast knowledge and skills in the area in which it specializes. Buyers should have the same information. When choosing a product, the buyer often does not have information about which product to choose, is not aware of its main properties and advantages. Help buyers figure it out with articles. Written articles and reviews will be found by search engines and thus lead buyers to your site.

If people have not found answers to their questions about products on the site, the probability of a purchase is extremely small.

If the client is present and the client finds answers to all his questions, the chance of buying will increase dramatically.

This is where the “buy from the third contact” law comes into play:"Customers have already visited your site - he helped, answered all questions - customers remember him."

14. Pictures

Colorful and attention-grabbing pictures or much more interesting for the client than a textual (incomprehensible) description.

Thanks to the presence of photographs, the client sees what product he is buying. Without pictures and high quality photos, it is unrealistic to increase sales.

15. We take into work contacts of relatives or acquaintances of the client

Most often, buyers discuss purchases in various organizations with relatives or friends. Use these tips to improve efficiency.

You can create coupons and attach them to your order. "10 ml of branded perfume as a gift to your loved ones." Condition: any of your client's environment has the right to use such a coupon. The presentation will be beneficial to several parties at once:

1. The client will certainly please a loved one with a gift that he will like.
2. The person who has the coupon will place an order to receive the gift.
3. The company will have a new client.

16. Make the Most of Your Newsletter

You need to constantly remind the client about your company. Do not make the text in the mailing list too long - the mailing must arouse interest in the client. Don't forget about a powerful headline.

17. A series of letters to a client

Proper customization of letters will increase the level of return of customers to the site. Increase additional sales.

18. Blog

Try to be generous to your partner. Due to these people, your main business is formed in the first stages of business development.

46. ​​Delegate

You will not be able to do all the work yourself at the stages when the business reaches a large size.

Here it is important to create a good team of experienced and professional managers. They will help you achieve your goals and increase sales in the online store.

47. Justice

When hiring experienced and high-class managers, it is important to build trusting relationships with them, since most sales depend on your employees.

You should not take on the role of an arrogant boss. Be a member of one common team, try to achieve the goals set for the store together.

48. Honesty

Tell the truth about your product. The worst thing is cheating your customers. Do not describe your product with fictional properties. If, having bought a product, the buyer does not see the qualities that your description provided him, the likelihood that he will return again is almost zero.

49. Employee motivation

By creating motivation for employees, you will see how sales volumes will grow. As a sales promotion you can use the system of bonuses or gifts from the company.

50. Ability to test the products of your online store

Giving you the opportunity to try your product one of the best ways to increase sales. A customer who has tried your product and is satisfied will most likely make a purchase and, possibly, enter the database.

Buyers should be given the opportunity to do so. Convinced of the quality of the purchased goods, the client will be sure that your company is really the place where you can return more than once.

Sales Generator

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Issues discussed in the material:

• What factors can lead to a decrease in retail sales
• What methods will help increase retail sales without big investments
• What tricks should be adopted to increase retail sales

Any owner of a retail chain wants his business to be profitable. The main indicator of successful business development is constantly increasing income. But how to increase sales in a market oversaturated with various products in a highly competitive environment? Today it is a very relevant topic. There are many ways to increase retail sales. In this article, we will focus on the most effective ones.

Reasons for the drop in retail sales

Retail is a process involving the sale of goods individually or in small quantities for the consumer's personal non-commercial use. The form of this type of trade can be varied. So, sellers rent premises under trading activity, equipping them accordingly, personally sell the product, distribute it through television and via the Internet.

Retail offers the consumer maintenance of the following types:

1. Selection among similar goods (for example, sweets of a certain type, made by different firms).
2. Self-selection of different products at points of sale (self-service stores).
3. Comprehensive (full) service - assistance to the client at all stages of the purchase up to free delivery.
4. Mixed form - the sale of products in small wholesale and retail (large retail outlets, supermarkets).

Why are sales falling? Basically, due to the fact that buyers become less active, demand decreases. In addition, a businessman (seller) is not able to influence certain circumstances on which income depends.

Among them:

• worsening economic situation as a whole in the territory of the state;
• identification of a critical marriage in the goods sold;
• bringing to the market a completely new product that replaces existing products.

The decline in retail sales is also due to other reasons, which are not as serious as the above, they are easy to correct. These factors include the following.

1. Write one amount on the price tag, and punch another on the check.
2. Leave a banner with an announcement about a promotion that has already ended.
3. Provoke competition. If possible, you should resell the product in another store without indicating its "source". After all, it is quite clear that at the next opportunity, the buyer will come to the specified place.

• Opening within walking distance of new stores and shopping centers. The number of potential buyers in many cities, especially in small and medium ones, almost does not increase and has been at the same level for many years. At the same time, the number of stores per capita is continuously growing. This is followed not only by natural economic processes, such as the equalization of prices, but also by paradoxical phenomena. Thus, the consumer begins to perceive more or less quality products as equally valuable. At the same time, the "equalization" line runs along the lower boundary. What to do in such a situation? Again, it is necessary to offer the buyer variety. There is simply no other way to increase sales.

10 Effective Ways to Increase Retail Sales

Today, any store owner or person involved in its management seeks to find an effective method to instantly increase retail sales. However, this complex process, and there is no one-time method here. It is necessary to constantly monitor innovations and innovations, to be able to efficiently manage your subordinates, to work competently with customers. A businessman can enjoy low-cost, but efficient technologies marketing.

1. Up-sell, Cross-sell, Down-sell.

Increasing sales in retail in this way - almost a win-win option, since it is considered one of the most effective.

Selling more expensive products. Suppose a person wants to buy a slow cooker from you. You offer to purchase an improved model, the cost of which is several thousand rubles higher. The client has already decided to spend a certain amount, and plus or minus 2-3 thousand rubles does not play a special role. This method allows you to increase the amount of the average check, while increasing the profit from retail sales.

The sales assistant must carefully monitor each new customer who enters the store in order to offer a more expensive product at the right time and thereby increase the purchase price. Sounds weird? We don't think so. For example, seeing that a customer is ready to buy a scarf, the seller should unobtrusively offer a similar but more expensive product. Please note that this product:

• better than the previous one;
• sewn at the most famous factory;
• relevant for the next season;
• emphasizes the status of the owner...etc.

All this information will certainly have the desired effect on anyone who likes to dress stylishly. Psychology also works here. For most people, saying “this is expensive for me”, “I can only afford something cheaper” is almost impossible. But even if 30-45% of all customers fall for such a hook, the conversion will increase by 22%.

This is the sale of additional goods and services. Sellers can and should act in this way: for example, when they buy trousers from you, politely offer them a shirt. Even if only 4 out of 10 people agree to buy the second item, sales will still increase.

In order for a client to purchase not one, but several products, a serious motive is needed. At the same time, the seller should under no circumstances impose the goods, put pressure on the buyer. This approach will give quite the opposite result. You need to act like this: show the second thing, describe its advantages and tell why the client needs it at all. You can also try to convince yourself that the proposed accessory fits perfectly with the selected trousers and creates a harmonious stylish ensemble.

Down-sell relevant when the client intends to purchase a product, but its budget is limited. The seller may recommend a product that meets the requirements, but is cheaper and of lower value. The task of Down-sell is to keep the buyer and satisfy his needs. For example, a young man wants to buy flowers, but there is not enough money for a quality bouquet. Recommend him a potted Dutch rose. The main thing is to offer products or services with high margins.

What is margin? Simply put, it is an analogue of profit, that is, it is the difference between the cost of a product and its selling price. The proceeds from the sale is the margin. The higher the margin for a product, the more high-margin it is.

2. Related offer.

This rule is somewhat similar to the previous one. Each outlet has products that can further increase sales. But usually they are not offered to buyers who choose the main product. These are the so-called "small" goods, which often lie near the cash register or on small racks around the trading floor.

For example, a clothing store has the following related products:

• scarves;
• hairpins;
• umbrellas;
• bijouterie;
• cases;
• wallets.

Everything works simply. Let's say a woman buys a dress. At the checkout, she is offered the appropriate jewelry, explaining that upon purchase, the total amount will reach the required minimum, and this will allow her to open a discount card. Many clients will like the offer. The purchased related product may be needed, and the discount card will save on purchases in the future. As you can see, subconsciously a person considers this advice beneficial and agrees.

As a result, despite the fact that the entrepreneur receives a small profit from one sale, at the end of the month, the increase in retail sales becomes obvious.

3. Competent merchandising.

Another popular option to increase sales is the use of merchandising, that is, the use of a set of activities carried out on the trading floor and aimed at promoting a particular product, brand, type or packaging.

What does a merchandiser do?

• Firstly, the specialist ergonomically and attractively arranges the goods for the buyer. This process is the most important. Most people go to a store for one reason: to find a product, compare prices, or see if it can be ordered. Accordingly, the easier it is for the buyer to navigate the trading floor, the more likely it is that he will continue to communicate with the seller and want to return. Everything is elementary: there are many trade enterprises today, indeed unique products becomes smaller as the industry develops and a large number of analogues appear. It follows from this that the potential client will go where he is most comfortable.

It is very important to properly place products in the store. You should not create difficulties for the visitor, so that, for example, he goes around the store several times in search of the right shoes between jeans and T-shirts. Let the shoes be in one place, and the clothes in another. Properly and neatly organized space is already automatically liked by a potential buyer. He is not annoyed by the need for long searches for goods. He is more willing to start talking with the seller and agrees to purchase an additional product. This is how an increase in sales in a retail clothing store is achieved.

It also means a lot how aesthetically the product is laid out. When selecting homogeneous or closely related products, you need to focus not only on categories, but also on colors. So, it is not enough that the shirts are located on the same shelf. It is necessary to distribute them by shades (for example, from green to yellow) with all transitions. You shouldn't lump everything together. This approach definitely does not work to increase sales and does not bring proper income even to those stores that position themselves as "economy class" and focus not on quality, but on minimal prices.

• Secondly, the functions of the merchandiser include the use of informative and stimulating signs and signs. This method is best used in large retail outlets, which include adjacent halls. It is also relevant for small shops. The most elementary way to increase retail sales is to demonstrate to the buyer the specific location of the desired product. Not all customers have a desire to communicate with sales consultants. Accordingly, visitors need signs both for certain categories of products (jeans, shirts, jackets, cereals, canned food, cheeses) and for individual items of goods for which there is a special demand (salt, matches, candles).

At the sight of such signboards and pointers, a person will easily move from showcase to showcase without any difficulties and be in the right mood, conducive to shopping. And the incentive for him will be various advertising signs near the products, informing about promotions, special properties of the product or its limited quantity.

• Third, The merchandiser can use special music to create a mood in the buyer, stimulating to make a purchase. Let this melody not be overly aggressive, irritating the client, or too lyrical and relaxing, depriving the mood for shopping. The best option for a retail store is light electronic or pop music (you should put popular tracks that are no more than a year old). In addition, the melodies of the tracks should flow smoothly from one to another without drops. You can also broadcast any popular radio channel (preferably with a general theme).

In this case, you should not set a very high volume. This rule is especially important to consider, since many modern people use headphones. A shopper may be annoyed when a tune playing in their headphones is interrupted by loud music in a store.

Product placement affects the consumer in supermarkets and other self-service outlets. It is there that you can most clearly see how important it is to correctly position the product being sold. So, all grocery stores use a common trick - they place the bread department in the most remote part of the hall. Thus, entering only for bread, the client passes through the entire territory with shop windows and makes additional purchases.

At the same time, one should not think that competent merchandising is possible only in large grocery or hardware stores. For example, thanks to the well-placed workplaces of the salon employees, comfortable furniture, the client feels comfortable, is better disposed to buy an expensive car or goods from a colorful stand with new products at the entrance.

4. Loyalty programs.

The increase in retail sales in the store is a process that is also achieved by the implementation of "point impact" programs. The programs are intended exclusively for loyal customers, that is, the more often the buyer visits the store, the larger his check, the higher the likelihood that he will be given a discount or bonus card. Programs are of the following types.

• Bonus. The main element of the bonus program is bonuses, that is, points that are calculated as a percentage (less often fixed) from each purchase. When a certain amount is reached, the buyer can pay bonus card part or all of the purchase.

Worth noting: the second option is most preferable, when the purchased goods are fully paid for by the accumulated bonuses. At the same time, it often seems to people that the restriction of the right to use reward points is another fraud, and in the future, buyers no longer want to visit such an outlet. The image of the entrepreneur (owner) and his store becomes less attractive. A striking example: a well-known Russian chain of sportswear and accessories stores, which limits the possibility of paying with bonus points to 30% of the total purchase price, has lost about 15% of regular customers over the past two years.

• Cumulative. This program is similar to the bonus program, it differs only in the form of points accrual. If absolutely any formula can be used to calculate bonuses, then percentages from the next purchase or fixed amount. Otherwise, everything is exactly the same, the buyer can, at his discretion, spend his bonus funds on the purchase of the desired product or partially pay for services.

• Discount. Under this program, a regular customer receives a discount on a part of the products or the entire range. To receive the service, he must show a branded card or give a name and phone number. There are both fixed discounts and those that grow along with an increase in the client's investment in retail store. Last option most popular among cardholders, respectively, it is also optimal for an entrepreneur.

Thus, bonus programs- This The best way win customer loyalty and increase retail sales. When a consumer receives a branded card (bonus, accumulative or discount), he feels himself included in a certain circle of "chosen ones", which stimulates him to buy in this particular trade organization.

Under normal circumstances, cards should only be issued to regular customers. But when a new store opens or a deep rebranding is carried out, it is permissible to distribute them to the first 10-100 buyers, regardless of the duration of “cooperation” with the trade enterprise. This not only encourages them to continue visiting this establishment, but also improves the image of the retail chain.

If the bonuses are addressed to the "chosen ones", then promotional offers (discount or those that are carried out under the conditions of the importation of a limited assortment of goods) are for everyone. Each buyer who enters the store at the right time and selects the necessary product (if the promotion is valid for the entire range) can receive a discount. This procedure is carried out in accordance with applicable law, as it is a public offer.

Promotions work great to increase retail sales. They can be distributed in terms of certain products, product groups (for example: seasonal items or sports equipment) or the entire range in general. You should not often carry out promotions in relation to "substandard" products. Although such events help to quickly sell such goods and, accordingly, increase retail sales, at the same time, the image of the store is formed. outlet, where you can go "in an emergency", and quality goods are missing here. Of course, even if you focus on customers with a minimum level of income, it is not possible to achieve positive results.

The best option is to alternate promotions: 1-2 times a year (for example, on the eve of summer and the New Year) make discounts “for everything”; 10-12 times - for slow-moving goods; and at least once a season to hold such events associated with the importation of new products. The latter need not be associated with lower prices. Customers can purchase limited edition items, order free home delivery, and more. Everything is determined by the flight of fancy and financial position retailer.

It is better to inform consumers about promotions in advance, and the larger the advertising campaign, the better.

It is very important today to promote products on the Internet, including social networks. Please note that you are not selling online, but advertising campaign in the Internet. A smart strategy works great for increasing retail sales.

SMM promotion gives the store the opportunity to tell the audience what promotions and bonus programs it holds without buying expensive TV advertising and without resorting to the services of well-known bloggers. All that is required to increase retail sales is to create store pages on social networks, and then maintain them with high quality, informing potential customers about upcoming events in a timely manner. Additionally, it will be useful to publish reviews that grateful customers leave on official websites. trading platform or fan clubs.

The importance of hashtags in SMM promotion is currently difficult to overestimate. If the SMM manager or the business owner himself uses the right specially selected tags, then potential customers are immediately directed to the store page.

The task of SMM promotion is to reach the target audience as much as possible. Some of the prospective clients prefer Facebook, some use Odnoklassniki, some use YouTub and Instagram. Given this, it is useful to create accounts in all social networks on the Internet. The content of each of them can be approximately the same. Another thing is important - active users should receive all the necessary information.

Having launched an SMM promotion, you should think about a full-fledged marketing company, which includes advertisements on television and radio, the production of banners, streamers, handouts (booklets, flyers, business cards).

A retail promotion can be tied to a specific event (such as a store's birthday, a public or religious holiday, or a new outlet opening). It is also useful to hold this event to maintain customer loyalty.

By placing ads and making appropriate Handout, in parallel, you can give bonus or discount cards to the first customers. When conducting a specific PR campaign, it is advisable to launch several commercials on television and on the Internet, announcing "discount days" at the same time.

• providing discounts for certain types of goods or the entire assortment group;
• organization holiday events, including concerts of popular artists;
• product tasting.

In any variant the main task- creating comfortable and safe conditions for customers to stay at the retail outlet and in the surrounding areas. At the same time, it is necessary to avoid such negative phenomena caused by discounts as crowding, brawls, queues. It should be remembered that each such phenomenon is serious and, as a rule, permanently spoils the reputation of the store.

8. Guest bookand offers.

Legislation Russian Federation obliges each outlet to have its own book of reviews and offers. Most businessmen perceive it as a plaintive book, and this is a big mistake. It is necessary to keep this document in the field of view of visitors at all times, the best place for accommodation - information stand. On a monthly basis, a representative of the store administration should view it, carefully read the advice and comments of customers, and talk with the staff.

In addition to the above document, it is useful to use mini-questionnaires in the store. It is recommended to place them on the table or directly at the checkout. Checking several boxes for a client is much easier than writing text in a book. At the same time, the information obtained in this way will be no less useful than feedback and suggestions.

With the above approach, you can quickly increase sales without commissioning expensive research and without wasting time trying to choose an effective marketing strategy.

In order to increase retail sales, the professional level of employees who communicate directly with customers should be assessed. The minimum that they should do is to know the assortment perfectly and understand how to conduct a dialogue with the client. It is necessary to avoid situations when the seller ignores the buyer's request to consult him, does not pay attention to the potential client, stands at one window for a long time and does not respond politely enough to comments and requests.

A sales worker should not go to the other extreme - to behave very intrusively. A customer who has entered the store with a specific purpose or without it at all may not be eager to communicate in principle or specifically at that moment to conduct a dialogue. One way or another, you need to greet the visitor, offer help at the first opportunity. Further, you should lag behind him if consultations are no longer necessary, and allow him to calmly leave the store.

The best option for training is to send sales staff to refresher courses or personal training. The cost of such programs is quite acceptable, and the effect, as a rule, gives a positive result.

Through selective calls to buyers, questionnaires, surveys in social media communities, you can find out the problems of buyers. It is advisable to ask questions regarding the assortment, quality of service, accessibility, store design, etc. If you correctly use the received data, then not only the level of sales will increase, but also the quality of service will improve.

You should use communication tools that, at the time of the sale of a particular product, allow you to get the contact phone number of the client. The easiest way is to ask to fill out a short questionnaire, and then give the person a discount card for this. In this way, a customer database is formed.

How does it work to increase retail sales? It's very simple: customers are called by the received phone numbers.

Here is how sellers argue their call:

• inform about new arrivals in the store;
• inform about profitable offers.

During a telephone conversation, you can ask why a person has not visited the store for a long time, whether he has any wishes for service and products. Calling customers should be trusted only to employees with clear diction who can skillfully work out objections.

The above ways to increase retail sales are really effective. But, in an effort to increase the profitability of the business, one should remember the main thing: taking care of the buyer, high quality products and professional consultants are the main engines of success. If this “base” is normal, then the methods outlined earlier will help increase sales in a short time.

12 Retail Sales Boosts

How to encourage people to buy more from you, and thereby increase your retail sales? There are several tricky tricks that absolutely affect all buyers. Every seller can use them and for this it is not necessary to know the psychology of a person thoroughly.

Perhaps everyone knows the feeling when it becomes more and more difficult to control oneself at sales or in stores where this or that product is presented at a discount. As if in a fog, we buy everything we see and do not stop until we have spent every penny. At such moments it is not clear what drives us when buying absolutely useless things. But it has already been proven that such feelings appear for a reason: a person falls under the influence of tactical manipulations by experienced marketers. What activities do they carry out to increase retail sales?

Inscriptions and announcements like "Buy one thing - get the second for free", "Delivery as a gift", "Find cheaper" cause a positive response in the vast majority of people's minds. But it is clear to every retailer that any "free" shipping or "gift" item is already included in the price of the product purchased for money. This technique has been working flawlessly for decades all over the world, it is used both in retail sales and in other industries. It is the apparent “free” that arouses the interest of many people who, for a start, simply come in to “look” and leave the store with purchases.

A wonderful effect is also obtained from word of mouth. When a customer finds out about a “lucrative” promotion at your outlet, they bring their relatives and friends there so that they can all buy the maximum number of goods together and get even more “gifts”.

From time to time it is useful to have "free" promotions in the store (for example, such as "second jeans at half price" or "second item with 50% off"). In the course of these events, buyers are given almost for nothing stale off-season items or products that cannot be sold in the near future, while slightly increasing the cost of the most popular goods.




This approach will ensure the turnover of all goods and will definitely bring income. But when organizing such actions, it is important to calculate all the risks and benefits. It often happens that the wrong approach reduces rather than increases retail sales.




Everyone knows about the strong impact of red price tags in retail outlets. IN this case buyers subconsciously pop up an association: red stickers - price reduction. It is in red that retailers all over the world highlight the size of discounts, sellers urge to look for such price tags on the shelves, promising customers a reduction in the cost of goods. This well-established perception of the entrepreneur can be used for good.




A red price tag does not always mean a dizzying discount for a customer. The price reduction may be minimal or even negligible, or the cost remains the same. However, the fact that the vast majority of customers will take a product with a bright red tag off the shelf is obvious. Therefore, in order to increase retail sales, it is sometimes recommended to resort to this technique: to deliberately reduce the cost of expensive goods to a minimum, place red price tags on them and watch how visitors sweep everything off the shelves, without doubting a bargain.

1. We hide the most popular goods.

The most famous and therefore effective way to increase retail sales is perhaps the placement of the most in-demand products at the back of the store. It is noticed that the counters with bread, dairy products, sausages are always located in the far corners of the trading floor. An experienced merchandiser will certainly make sure that the buyer goes as far as possible for essential products, and along the way he picks up a whole basket of related and supposedly necessary goods.

So, in order to increase retail sales, the most popular inexpensive goods should be placed on distant stands and shop windows. At the same time, the most expensive and less popular units are located in the most conspicuous place - next to the entrance, where even passers-by will pay attention to the goods.

2. Salegoodsparties.




Another popular method is the sale of products in batches, for example, under the action "10 packs for 500 rubles." At the same time, the retailer usually makes a small discount, but this "trick" again affects such a simple human trait as the natural desire to save money, even if it's a little.

Strive to sell the maximum number of products for a promotion, since every visitor subconsciously looks at them, often without thinking why he needs 10 packs of scented candles with a purchase benefit of 20 rubles. An experienced seller will “play” on this desire to buy at a discount.

In batches, you can sell both the most popular products, and goods that have an expiration date, as well as illiquid products

3. Promotion "one product in one hand".

So many retailers use this simple promotional technique, once again aimed at stimulating customer interest and increasing retail sales. We are talking about the so-called "purchasing restrictions". It is at the very moment when they say that this product can be obtained in an amount of no more than 3 units in one hand, the client subconsciously considers it unique and special, therefore, he tries to buy in the maximum quantity. A store visitor is sure that “if there is a high demand for a product, it will end soon, so you need to take more right away.”

Do not hesitate to make individual products "unique" and place appropriate ads next to them. Such an artificially created shortage always affects the increase in retail sales.

4. Rule of nine.




Each of us, having briefly seen the price of “2999 rubles” in the store, subconsciously rounds the value to two, and not to three thousand rubles - as it would be mathematically correct. This reaction of our brain is called the “left signs effect”: we unconsciously round the indicator down even before we realize its true value. It is this unconscious reflex that the seller can use when working to increase sales in the retail business.

Advice: when forming and printing price tags, it is better to use numbers ending in 90, 95 or 99. Such prices are also called "charming". They visually reduce the cost of the product in the perception of people, thereby stimulating the latter to buy.

5. Usagecolors, Sveta, aromas.




It has long been proven that buying activity directly depends on color, light, aromas. How it works? The human body releases the hormone of joy - endorphin, which causes a pleasant thrill before shopping. Unconsciously, he wants to buy more products and please himself. And it’s quite easy to trigger dopamine, or the hormone of satisfaction, in a store.

Recommendation: when organizing retail premises, it is worth considering many factors that significantly affect the sale of products and services of certain categories. In order to increase sales in window dressing, it is necessary to use bright colors. Concerning grocery stores, then it is better to place juicy multi-colored fruits and vegetables closer to the entrance so that the visitor can see them from afar and feel the joy of the upcoming purchases.

accommodation, decoration, appearance salespeople, light, temperature, musical accompaniment - all this is very important for creating a holistic image of the company. Great idea- scent marketing or any other "sensory marketing" that affects the feelings of customers and their emotional background. To understand this, let's look at a few well-known brands.

These establishments are distinguished by an attractive interior design that combines wood and rich green color, a sign reflecting the menu, unobtrusive audio accompaniment, the aroma of natural coffee. Here you can eat deliciously, but you can’t smell the food - it simply doesn’t exist here according to the aroma marketing concept.




Take a close look at this entertainment complex. The aroma of popcorn is everywhere. At the same time, it does not matter at all that pizza, nachos, and other products are also sold here. But the smell of this brand is popcorn being cooked. Cinema visitors can not only smell the aroma, but also see the cooking process.




Walk into any brightly lit store with this sign and you'll instantly smell the fresh, woody scent. You will never see the process of sawing trees there. However, you will always feel the smell, and it will be your incentive to make repairs at home.




Conclusion: a combination that includes thoughtful visual, tactile and aromatic elements is very important, because these components can influence the desires of customers and stimulate an increase in retail sales in a store.

6. Right hand law.

It is no secret that the vast majority of buyers move counterclockwise around the trading floor, starting from the right side of the entrance. This must be remembered when placing goods on the counter.

Advice: given that visitors always walk around the trading floor along the perimeter, the main amount of products should be placed in this area. Place the best and most visible products on the right side of the entrance: from this point, buyers will start their journey, and the products laid out here will become the most interesting for them.




It is on spontaneous purchases that any store can make excellent money. Some sellers underestimate the product for "spontaneous purchases" in the checkout area. But it's not right. Many customers very often make purchases on the spur of the moment. In addition, against the backdrop of expensive purchases already made in the past, visitors can easily purchase an insignificant product. Thus, in practice, spontaneous purchases work great for increasing retail sales.

Recommendation: you should definitely place racks with the necessary small goods for daily use at the checkout. These can be newspapers, chocolates, batteries, chewing gum, antiseptics, etc. Most buyers, while waiting for their turn, willingly take something from inexpensive trifles from the cash register.




Our subconscious has another unique property: when shopping, we want to quickly fill an empty basket with goods. That is why large supermarkets are constantly increasing the size of carts and baskets. Even if a person went to the store to buy bread, but then picked up a cart, he would fill it up very soon. And this feature of our brain can be used competently.

Recommendation: for visitors to a retail outlet (especially a large supermarket), a basket or cart is a great incentive to buy more products than planned. An excellent solution is beautiful small wicker baskets, which can often be found in cosmetic stores or women's clothing boutiques. With such a basket it is pleasant to walk around the hall, and putting the necessary products into it is even more pleasant. This undoubtedly works to increase sales in the retail business.

7. Implementation of a unique service that customers are waiting for, but which competitors do not have.




The type of service is determined by the type of business. How does this affect the increase in retail sales? For example, a grocery supermarket can additionally inform customers about promotions by phone. This approach will appeal to pensioners and will work like word of mouth. The shoe salon offers to increase the period for returning goods by the client if for some reason it did not fit (30 days instead of 14 days). The household appliances trade store promises to deliver large-sized products around the city free of charge.

8. Organization of a lottery or your own holiday in the store.




The Russian consumer lacks moments of joy. People like promotions, during which the goods can be obtained for free.

It is permissible to coincide with the date of your own holiday either to the next anniversary of the opening (“We are three years old”), or to a professional celebration. For example, a building materials store can celebrate Builder's Day on a large scale. And a free lottery drawing of products, during which the customer fills out a questionnaire, will allow the store to receive e-mail addresses of buyers for subsequent mailings.

The talent of a businessman lies not only in the ability to calculate the profit from sales or build relationships with the tax authorities. First of all, it lies in the ability to find contact with the client and competently push him to buy. And of course, the main task of an entrepreneur is to increase retail sales in all available ways, involving both their own staff and outside experts in the process.

Before you start working on increasing sales, you should study the issue in detail and select a few basic business optimization strategies. The tools and ways to increase retail sales that are covered here work effectively both in combination and separately from each other.

In the 21st century, the profession of a sales consultant remains one of the most sought after in the labor market. Sales people or sales managers are always needed, and good sales people are worth their weight in gold. For such personnel, there is very high competition and having mastered the technique of sales, you will definitely not be left without a job. But getting a job as a seller is not difficult, but learning a lot, selling and, accordingly, earning a lot is much more difficult. Let's take a look: how to increase personal sales to a salesperson.

Knowledge, skill, skill

To increase personal sales to the seller you need to understand that in any case you must be able to sell. In order to be able to, you need to know, and over time, skills will develop into a skill and sales will go by themselves. On the one hand, there is nothing complicated here, but if you look at it, then this is a whole science. Here you have the stages of sales, and, and and. You can sell, etc. What should a competent seller know?

1. . You should start studying sales with the 5 stages of selling. This is the basis of any sales and you cannot do without this knowledge.
2. Knowledge of the product you are going to sell. The better you know about the product, the more competent advice you can give to the buyer.
3. Knowledge of competitors and customers. No wonder companies are now investing a lot of money in marketing research market. It is your duty to know the competitor and even more so the buyer.
4. Non-verbal communication is a very powerful tool, you should at least understand the basics of non-verbal communication in order to avoid the classic mistakes of salespeople.

Most large companies be carried out, but what if no one teaches you or gives you not enough knowledge? For starters, I would advise you to read books for sellers, you can find a lot of useful information in them. To get started, read - "" and the book. In addition, you can find out a lot of useful information on our website - you can also ask your questions at.

Motivation and sales funnel

Any leader knows. But ordinary sellers, as a rule, do not delve into such terms. But the sales funnel is the best way to understand what to do to increase the result in sales. Speaking without going deep, the sales funnel shows at what stages of interaction with the client we lose sales. To make a sales funnel, an ordinary seller needs to calculate how many contacts he had with customers, how many of them refused to communicate immediately, how many after the presentation of the product, how many decided to think, how many agreed to purchase. This is a simple example because these items will vary depending on the type of sale. First of all, it is important for you to understand:

1. At what stages do the most customers refuse? For example, if, when establishing contact with a buyer, it means that you need to somehow change this stage, etc.
2. Understand how the result will change if you increase the number of contacts.

Increasing the number of customers is the easiest way to increase sales, minus it is not available to all sellers. But as a rule, sellers do not even think that if you spend less time on each client and try to serve as many buyers as possible, this will quickly lead to an increase in sales. Or you can just spend more time working. One way or another, it all depends on the motivation of the seller, as a rule, the most active managers sell a lot.

Self-motivated sellers

The seller, if he wants to increase his results, must work on his personal motivation. You must set a goal for yourself, such as buying a car or an apartment. Calculate how much money you need for this and how much you need to sell daily. Draw yourself a poster, print yourself a photo of your goal - visualize and review before you go to sell. This will help you be more focused on the result rather than the process.

Seller - sells himself from the beginning!

The seller first sells himself, then the company, and then the product. This phrase is taken from, but nevertheless it is suitable for sales individuals Same. You need to understand that people do not like being sold to, but they love to buy, and the role of the seller here is not to impose and not sell the goods, but to establish a trusting contact and charge the client with positive emotions. The seller must be an adviser to the buyer, a friend and partner in a common cause. For many buyers, visiting a store or communicating with a seller is a certain stress, the client is afraid of being deceived and wasting money and time for nothing. The seller must create an atmosphere of ease and trust, only then the client will truly open up to you and you will be able to sell anything.

It is very important for the seller to be in a good mood and be focused on the buyer. There are a number of simple rules that you need to follow for a good mood:

• Get enough sleep. Always get as much sleep as you need to feel good.
• Deal with personal issues. Very often I meet sellers who are focused on personal problems. This greatly distracts from work and buyers feel it.
• Don't work with a hangover.
• Watch your hygiene and be neat.

Pareto principle

The Pareto principle (often called or the 80/20 rule) states:

• 80% of the profit comes from 20% of the customers.
• 20% of labor brings 80% of profit

This means that the main profit you bring is not significant labor costs. And most of the time and effort is spent on minor activities that do not bring you the expected income. The main thing is to understand what is included in these 20% of efforts, clients, time and work on improving the processes associated with these costs. Since the remaining 80% do not give a significant result. Here are some real life examples:

Example #1

In a household appliance store, each salesperson, in addition to sales, is responsible for putting things in order in the department. Sellers from best results, spend less time on putting things in order, do it faster and in the morning, when there are few buyers, while they are customer-oriented and immediately go to him when a buyer appears. In addition, more successful sellers try to take days off on weekdays, since there are fewer customers on these days, to dine in the morning, not to have smoke breaks in the evening. Salespeople with poorer results get immersed in the process, take longer to clean up, and lose sales as a result. That is, more successful sellers understand that you need to concentrate on customers who bring money, and everything else can wait.

Example #2

Agents active sales sell the services of an Internet provider by door-to-door approach. Bypass is carried out in the evening. Most successful managers the greatest efforts are made from 19.00 to 22.00, because at this time there are more people at home and they are more disposed to communicate. Whereas less successful agents at this time can spend a lot of time on smoke breaks or communicating with the client, and who are not going to buy today.

These examples show that it is important to focus your efforts on those things that bring you the maximum profit. This is exactly what successful sales people do.

Analyze your sales

Sellers have a very bad habit: to justify their poor results by blaming the buyer, seasonality, competitors, etc. The vast majority of people feel sorry for themselves and do not want to change something in themselves, looking for problems in others. It is important to decide what you want: to remove responsibility from yourself or to earn money. If the latter, then when faced with difficulties, you need to look for a solution, and not blame the injustice of the world. There is a good story among sellers about this:

One shoe company sent their salesman to Africa, a week later the salesman sent a telegram: get me out of here, there is nothing to do here, all people go barefoot.

After a while, another merchant was sent there, after a while he reported: “This is a great success! - the second wrote enthusiastically, - Send everything you have, the market is practically unlimited! Here everyone walks barefoot!

There is another good proverb - the weak is looking for a reason, the strong is looking for opportunities. It is much easier to justify your failures than to analyze the situation and look for ways to sell more.

A good seller always analyzes his work and looks for areas of growth. Any seller always has something to improve, but not everyone can see what exactly. In order to understand, you need to start daily and if something goes wrong, look for ways to do it differently.

Do you want to increase sales of your products or services?

There are two news: good and bad.

The good news is that after reading this article, you will learn 3 fundamental secrets to increase sales.

The bad news is 90% of people will not take advantage these secrets. Not because they are unusable, or difficult to implement. No. Just people in the eternal search for magic buttons, magic pills and universal life hacks.

• 100 tips for a sales manager
• 100 objections. Business and sales
• 111 ways to increase sales without increasing costs
• Work with objections. 200 sales tricks for cold calls and face-to-face meetings.

I don't mind these kinds of books. Most of them may even be useful. BUT! They can only be useful as a supplement.

The very same sales system should be built on unshakable foundations. Like a house on a solid foundation.

In this article, you will learn about how to increase sales by building a system that works:

• In any market
• In any conditions
• For any product (product, service, education, software).

For simplicity, I will use the word “product” in the examples. By it, I mean services, software, and educational products.

Secret number 1. Low entry ticket

We can look at the relationship between the seller and the buyer through the prism relationships of ordinary people. For example, men and women.

Imagine that a certain young man approaches a girl who is completely unfamiliar to him and says: "Will you marry me?".

IN best case laugh at him. Why should a girl marry the first man she meets?

But most companies build sales that way. They immediately offer a person to go to very serious step. make a large purchase.

Someone might object:

"But the potential customer knows they have a need. And they also know that our product can meet that need."

Let's return to the example of human relations. Imagine that a young man approaches a girl and this time operates on the following:

“You don’t have a wedding ring on your hand. So you are unmarried. You look like you are 20-25 years old. At this age, 90% of girls want to get married. So, maybe you don't mind if we get married?

The fact that a guy knows about the desire of a girl does not mean that she wants to marry him. And even if he wants to, then definitely not at the first meeting.

Having a product does not mean that a potential customer will want to buy it from you. And if he wants to, it is unlikely at the first meeting.

But what about normal human relationships?

Usually a guy invites a girl for a cup of coffee. A cup of coffee is small commitment which is easy to agree to (unlike marriage).

If everything goes smoothly at the first meeting, then the guy can invite the girl to lunch, dinner, and so on.

The easiest way to increase sales for your company will be if in the first step you offer a small micro-commitment. Having made this micro-commitment, the potential client will be satisfied and will look forward to the next, more serious proposals from you.

The entrance ticket can be both paid and free.

As a free entrance ticket, any leadmagnet - a piece of very useful information. For example, for an online cosmetics store, a PDF brochure “5 Rules for Oily Skin Care” would be a good lead magnet.

After reading this brochure, a potential client:

• Will receive value from you in the form of useful information
• He will begin to trust you, because after reading the information from the lead magnet, he will be convinced of your competence
• Find out what care products he needs and where it is more profitable to buy them (from you).

A paid entry ticket can be a product sold at cost or even free (with delivery charges). For example:

With the entrance ticket, we get two very important advantages.

First, we convert as many people as possible from just “passers-by” to customers. Why is it important? Because it's much easier to sell to an existing client than to someone who sees us for the first time.

Second, with a little micro-commitment, we evoke two of the most important feelings in the prospect: trust and gratitude.

Many companies know the importance of trust. That is why they love to show testimonials and case studies.

But many forget about gratitude. But this is a very powerful weapon ...

Robert Cialdini

The first rule of influence is gratitude.

In simple words, people feel indebted to those who give them something. gave first.

If a friend invites you over, you will feel compelled to invite them back.

If a colleague does you a favor, you feel like you owe him a favor in return.

In the context social relations people are more likely to say yes to those they owe something to.

The operation of the "Law of Gratitude" can be clearly seen in a series of experiments spent in restaurants.

On your last visit to a restaurant, the waiter might have given you a small gift of chewing gum, mints, or fortune cookies. Usually, this is done when the bill is brought.

So, does giving a mint affect how much you tip? Most will say no. But in fact, such small gift, like mint candy can change everything.

According to research, giving one mint to a guest at the end of a meal increases the average tips at 3%.

Interestingly, if you increase the size of the gift, and give two instead of one mint, then the tip does not double. They quadruple- up to 14%.

But perhaps the most interesting thing is that if the waiter gives only one candy, turns around and starts to walk away, then pauses, comes back and says:

"But for you wonderful people, here's an extra candy," then tips just skyrocket.

Average, tips increase by 23% not due to the number of gifts, but due to the fact that how they were delivered.

Thus, in order to use the Law of Gratitude effectively, you must to be first, who gives...and make sure the gift is personalized and unexpected.

As I said, using the Law of Gratitude can be a powerful weapon. For example, the big drug dealer Pablo Escobar used the "Law of Gratitude" for his own purposes.

He built houses and provided food for the poor people. In response, they undertook to protect him, carry out his instructions and were literally ready to die for him.

Request!

If you are selling something illegal, harmful, immoral or useless, please do not read further. I don't want good marketing to be used for bad purposes. Also, no amount of marketing will help if you have a bad product.

Simply implementing a cool entry ticket can double your sales. And you no longer need to look for 100,500 ways to increase sales.

What kind of entry ticket can you use to increase sales of your business?

If you sell goods, it could be:

• Leadmagnet (piece of valuable information: PDF report, price list, e-book)
• Small free gift
• Coupon
• Discount
• Probe

Here is an example of the discount that Godaddy provides for buying a domain (1st year):

We see that in the beginning Godaddy gives away the domain 8 times cheaper (payment for the second year):

A huge discount is the entrance ticket of this domain registrar.

TOak increase sales of services? Use the following entrance tickets:

• Leadmagnet
• Service at a very low price
• Consultation

For example, on the kwork.ru website, almost all services cost 500 rubles (a good entrance ticket):

If you sell software the entrance ticket can be:

• Trial period
• Demo version
• Video product demonstration
• Consultation

For example, one of the most expensive email messaging services, ExpertSender, offers a live demo of the program as an entry ticket:

On the site, they don’t even show tariffs, but use a price list in the form of a lead magnet:

If you sell educational products, your entry ticket could be:

I want to note that the introduction of an entrance ticket increases the sales of your company, but does not necessarily increase its income. Because revenue and sales are often not correlated.

But how by increasing the firm's sales increase its profitability? Secret number 2 will help with this ...

Secret number 2. Expand your product line

Since you won't get rich by selling admission tickets, you need to offer other products to your customers as well. For example, when buying a domain, you will also be offered the option of protecting contact data:

professional mail:

and similar domains:

When buying a service on Kwork, you will also be offered additional options (urgent execution, additional edits):

Big companies like Apple, McDonalds, Amazon do the same…

Did you know that selling a burger for $2.90 McDonald's makes money only 18 cents? All because every client costs this company V 1 dollar 91 cents:

$2.09 - $1.91 = $0.18

But how does McDonald's make money then?

On Coca-Cola and French fries. Together they bring $1.14 (profit growth by 6.3 times). As you can see, a competent product line can increase profits at times.

On the iHerb website, additional products are sold using the "Most bought with this product" widget:

Wanna know how increase product salesas quickly as possible? Just offer related products to the customer when placing an order. You will realize that increasing product sales has never been easier.

Companies spend most of their money on customer acquisition. Therefore, each additional sale to existing customers, each additional option or product increases profits incredibly.

Speaking of methods increase sales and profits- a large product line without competition. And it's not that hard to develop.

In your business, you can:

• Come up with a new product.
• Make a premium version of an existing product.
• Combine several products and make a set.
• Create a subscription.

Easiest to implement premium version existing product and set of products.

For premium version you can add additional functions, extended support and so on.

Sets products are good because it is more profitable for the client to buy it than each product separately. For example, you have three $500 products. You create a set and sell for $1000 (instead of $1500).

Subscription is one of the best monetization options as the client pays you on a regular basis. For example, if you have a car wash, you can launch a subscription: an unlimited number of car washes for 1,000 rubles per month.

There are companies that combine subscription and product bundles. For example, the streaming company DAZN has revolutionized the world of sports broadcasting.

If earlier boxing fans had to pay a TV channel $65 to watch one interesting boxing evening (PPV), now they can pay the streaming service $10 per month and watch all sporting events for 30 days.

The total value of products from the last box is 8428 rubles. But you get it all for only 1400 rubles.

Why is the company taking this step? Beyond what is now they have a guarantee what you will pay each month. You can also buy other products from them that are not included in the kits (Law of Gratitude).

If you are looking for creative ideas to increase your sales, consider expanding your product line. Sets, subscriptions, subscriptions, premium packages - there are more than enough options.

Secret number 3. Return track

The reality is that not all potential customers will sign up for your admission ticket. Not everyone will buy the core and related products. Therefore, it is very important to have a return path.

Increasing a company's sales through a return track is one of the most underestimated opportunities.

The return path is clearly defined scenarios for the return of potential customers to buying your products. If they have already bought, we use the return track to incentivize repeat purchases.

To implement a return path, we can use:

People often ask if promotions can be used to increase sales. Stocks are another tool return tracks. Use them wisely and you can significantly increase sales.

Better yet, stop looking for different chips to increase sales. If you want long term growth, use the basics which you now know.

How to implement all this in your business? I prepared especially for you premium video "One-page sales system". After watching it, you will get a clear plan to increase sales in your business.

When it comes to the need to increase conversions, the method to increase the number of customers is to understand the mechanism of their thinking. This is where social research by psychologists in the field of neuromarketing comes to the aid of web marketers.

Yes, we are all different, but in many cases our brain reacts to certain situations in the same way. Understanding these intricacies of the human mind can help you reach your customers and get them to take the desired action, saving you a lot of money in your advertising budget.

Below are ways to offer services, descriptions of customer behavior patterns, tips for increasing conversions, and some of the most striking examples from life that will tell you what your customers think about most often and how to use all these psychological phenomena to achieve their goals.

1. Overcome the "entry barrier"

There are situations when a person needs an extra stimulus. To do this, many companies give the opportunity to a potential buyer to test the offer in practice for free for a certain time. During this time, the user gradually gets used to the product or service, which gives rise to a high probability that after the allotted time he will not be able to refuse and wish to extend the offer, but for money.

Here, the correct wording of the offer is of great importance. To do this, most companies often use this phrase on : "Sign up for a 30-day free trial." But agree that the phrase: "First month free" sounds much softer and more attractive. The goals are the same, but potentially a different result. You should also use a subtitle to strengthen CTA element , such as "Unsubscribe at any time." Feel free to experiment, create several options and choose the most effective one with .

2. The magical power of persuasion

In behavioral psychology research, one curious feature was established: as soon as randomly selected volunteers were announced that, according to the researchers, they belonged to a group of people who “have an active citizenship”, these same volunteers, who received a subconscious setting to increase involvement, increased their voting activity by 15%.

Recall that the volunteers were chosen absolutely randomly, but their behavior was strongly influenced by the conviction that they belonged to a certain group. This psychological phenomenon can be used in marketing campaigns: find a way to convince users that they are the unique and chosen target audience for your product.

3. Types of buyers

Experts in the field of neuroeconomics have identified three types of buyers:

• economical;
• spenders;
• moderate type.

In order to force buyers of the first type (and such 24% of total number) fork out, there are various methods of influence.

Here are some examples of how this can be done:

• Change in the offer price - when the price remains the same, but is broken down into more easily perceived amounts (for example, 150 rubles / month versus 1800 rubles / year).
• Internet company AOL has replaced its hourly Internet service charge with a monthly charge. This is the opposite of the first example, the essence of which is to ensure that users do not track their expenses on a daily basis.
• All inclusive resorts give a sense of security, as the client knows that all services have already been paid for, and there will be no unexpected expenses during the holiday.
• Netflix uses a monthly payment system for unlimited movie access instead of paying per movie.

4. Get stronger by admitting flaws

How to increase sales due to your mistakes? There are many examples of catastrophes that have occurred throughout recent years(e.g. oil spills). The reason for this was the reluctance of companies to notice shortcomings in their work until the moment came when it was too late to change anything. For example, Japanese energy company Only a year and a half later, TEPCO admitted its mistakes, which resulted in a nuclear crisis on the coast of Japan.

You have probably received emails with company apologies if something went wrong. Thus, the company makes it clear that such cases are not left without attention, and in the future everything possible will be done to avoid their recurrence.

Explore the Admitting Failure Project (admittingfailure.org) at your leisure. Here you can find stories of companies in which they openly admit and analyze their mistakes so that their bitter experience serves as a lesson to everyone else.

5. Tell us how to proceed

In the course of research, the American psychologist Howard Leventhal came to the conclusion that people tend to neglect relevant information if it does not contain certain clear instructions. Consumers tend to think that possible problems they are not affected in any way and there is nothing to worry about. But when information is followed by instructions, the effect is amazing.

So, in one experiment, the number of people who got vaccinated against influenza increased by 25% after specific advice on how to avoid this disease.

By the way, this is one of the most effective ways attracting new insurance clients. It serves the same purpose - it indicates the further path to your user.

6. Nobody likes to wait

Consumers tend to fear delivery and verification issues when buying online (especially around the holidays), which has a huge impact on the conversion process. Therefore, in order for the client to trust you, use phrases that are encouraging, for example: “We will quickly deliver any of your orders throughout Russia”, “If the product does not fit, you can immediately return it to the courier”, etc.

7. Find a competitor

If you create for yourself - let it be virtual! - a competitor, and you will be able to make the advantages of your offer look more vivid than your rival, people will become more loyal to you, especially if you pit companies against each other in a fun way.

Remember, for example, a funny video about confrontation computer systems MAC OS and PC, which at times increased the number of Apple customers. Or a classic example of a PR battle between Coca Cola and Pepsi, in which a huge advantage of Pepsi is the unclassified composition of the drink, which inspires the confidence of many consumers.

8. Increase Sales Using Your Phone

This is an art - increasing sales using the phone. Purchased databases of numbers, which are often used by representatives of unscrupulous companies, should be forgotten: obsession can only ruin your reputation.

Offer your services to those who are already interested in them. You need to have information not only about your product, but also about the person you are calling: where he works, what he does and is interested in, what problems he has - and how your product can help solve them.

A great way to legitimately collect this kind of information is to create a special landing page, or capture page, and place a lead form on it with the necessary fields. Ready-made landing pages are already presented in many areas - select your niche, add a page to the editor and customize it for yourself in a couple of clicks.

In addition to a tempting offer, do not forget to offer the user something in return: a free book, participation in a webinar, or a demo version of the product.

9. Attract like-minded clients

Tell your potential buyers about the global goal of your company (for example, charity), then you will have a chance to attract like-minded people with similar intentions. For example, in one study, 64% of respondents said that this factor prompted them to make a purchase decision.

A striking example of this approach is a charity campaign to raise sales, held by TOMS Shoes. Its meaning was as follows: when selling a pair of shoes from this company, the company sent another pair to needy children. Thanks to this action, millions of pairs of shoes were sold worldwide, and, accordingly, millions of children received new shoes for free.

A great way to sell and increase conversions with the help of good and useful deeds!

10. Social Proof

Studies show that people are more willing to make purchases when they have no doubts about the reliability of your company and the security of transactions.

One of the ways to gain trust is an official document (certificate of quality, for example), the results of certain studies and, of course, testimonials from satisfied customers.

Treat them with surprises and you will win loyal attitude to your brand and get a huge amount of valuable positive feedback. Online shoe store Zappos is a classic example of this tactic.

Believing the promise to receive the order within 5 days, you receive it in two days. Or they give you the opportunity to return the shoes within a year! With the help of such pleasant surprises, the company managed to accumulate a huge number of customer reviews on its website, which is a powerful marketing tool for influencing the buyer.