By Kimberly Deas

For a business owner coming up with new marketing ideas to grow your business can be frustrating. So I wanted to share with you several marketing ideas that we use to help small businesses to increase the average sales per client.

Consider the difference between an average sales of 10% over the lifetime of the client this could mean thousands of dollars or potentially millions of dollars of additional revenue and profit. The obvious way to increase the average sales per client is to increase prices. And if this was a world where your clients had no choice that might work, Unfortunately, in a competitive marketplace, your product must be priced appropriately, else you risk losing customers.

So the question is how: how do you increase the average sales per client for your small business without losing clients. In fact many of the techniques I am going to recommend, may even increase the number of clients. Because customer buy value not items, when you increase the value the cost becomes less of an issue.

In order to provide this recommendation in an orderly fashion, I have broken them into different categories.

Adjusting your Point of Sales process:

* Recommend additional products / services. While talking with your client explore their real needs and discover any additional products that your clients may need that you can offer. Remember they want their problems solved. Help them solve their problems and they will gladly compensate you.
* Bundle Products. By putting together a “ready made” package to solve your clients most pressing issues, you can position yourself as s problem solver not just a product seller.
* Recommend value products over cheap price. When a prospect comes to you looking for a product, review their needs before recommending a product. Often they think the cheapest item will work for their solution. Help your clients understand the problem and difference in products. This alone can increase your sales drastically.
* Product Placement. Place product that are used together – in the same area. This could mean making a small display that highlights an event or occasion. Consumers by experiences more than products. Help them create an experience. By grouping like minded products together, you will inspire your clients and their spending.

SALES SKILLS

* Use Consultative selling to understand all their needs.Take the time to understand your client’s problems. They are coming to you to solve their problems. Ask questions. I like to think of myself as a doctor and before I prescribe any solution, I want to understand all their symptoms. This will help your clients feel heard and create more trust with you.
* Determine budget before quote. As you are asking questions and listening, find out if they have determined a budget. This will help you know what price points to be considering.

PROMOTIONS

* Promote seasonal products. Consider the different problems your clients experience at different times of the year. Create products specific for those problems and offer them during the appropriate seasons.
* Buy One – Get one. This can be used in so many ways. You can use a buy this and get that at 50% off, or free. Used with discretion, this can be a huge boost. Consider what your clients want and off the get one to increase sales.
* Increase Value offering. Instead of discounting a product, consider keeping the same price and adding more value to the product. For example, include 10% more product FREE instead of a 10% discount on your product.

Using these marketing ideas for your small business will help you to increase the average sales amount while increasing revenue and profit for your business.

Get tons of small business marketing ideas with complete instructions on how to implement for about $1/ day.

Kimberly Deas is a Marketing Consultant that offers customized marketing strategies, virtual marketing assistants and easy to use small business marketing tool that guides business owners through marketing.

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