Own business is the best solution for those who are tired of working for an “uncle” or “aunt”. However, this or that enterprise is not yet a guarantee of a comfortable old age and financial prosperity. It is important to conduct your business correctly and try to avoid the most common mistakes that can lead to not the most favorable consequences.

To promote a grocery store, it is not enough just a good location of the enterprise and low prices. Competitors play an important role potential buyers which must be taken into account first.

Considering the fact that the grocery store already exists in a certain area, the choice of the optimal location no longer has the right to exist. This means that it is necessary to build on already existing features enterprise, that is, to make sure that the location of the store plays into the hands of its owner.

Competitors

Grocery stores are a type of enterprise that is characterized by quite a lot of competition.

In order to be successful in this area of ​​business, it is necessary to take into account competitive enterprises and use strengths your business.

For example, arrange sales and lure buyers with low prices, spend advertising campaigns and report discounts.

Working hours

Working hours grocery store plays an important role. Is there a convenience store nearby? If not, why not extend the time of your own? This will increase the number of buyers and.

Of course, you will have to tinker with obtaining permission to trade at night, but the possibility of implementation alcoholic products will become key factor which will increase the profitability of the enterprise.

Suppliers

How it works? Let's take, for example, the real cost of 1 kg of oranges - 50 rubles. We lower the price and announce it to the buyers. We calculate the amount of the estimated loss and redistribute it to other goods.

The most correct and true policy, which is guided by experienced entrepreneurs who have achieved success in their business, is to sell a lot, not expensively. That is why novice businessmen need to learn how to increase profits with a large turnover of products, and not try to make capital by selling bread at the price of meat.

It is enough to go to the shops of competitors and set the price for a particular product at least one ruble lower than in similar stores. This will allow you to increase and acquire an expanded client base.

Service

This is a separate topic in the conversation about the correct conduct of business. No matter how good a grocery store is, no matter how low prices are in it - all this does not matter if an angry and untidy aunt sits behind the counter or cash desk, spitting seeds and being rude to customers.

It is the attitude of staff towards the client that plays a fundamental role in the successful development of any commercial enterprise. The buyer must receive an answer to any question posed regarding the operation of a particular grocery store. It is unlikely that the same old woman who asked about the composition of the sausage product and did not receive an answer would want to go to this store again. But a woman who came for a liver for a cat, seeing a pleasant attitude towards herself and due attention, will certainly want to return to this grocery store.

A courteous attitude towards customers is the key to a favorable impression of customers about the outlet.

The most common mistakes new entrepreneurs make

Surely, many have repeatedly tried to reproduce in reality all the indicated ones, but have not been able to achieve the desired result. In order to make sure that your actions are correct, you should pay attention to a few more points, the implementation of which is necessary for the successful development of a grocery store:

• A grocery store sign should be stylish, bright, creative and eye-catching, not a dusty reflection of the Soviet era.
• The cost of some products must be lower than those of competitors. This really works for the benefit of the grocery store.
• The assortment list leaves much to be desired. It's in Soviet times sausage was of the highest and first grade, that is, only two names. Now the buyer has the opportunity to choose the best for himself and his family. This is what you need to use, constantly expanding the assortment list of the store. There is no need to be afraid of experiments - you can try to sell exclusive varieties of coffee or alcoholic beverages, try to sell sausages of an uncommon type. By the way, not every grocery store has rabbit or beef meat products - why not take advantage of this absence and fill this gap?

• No exclusive product. You need to make sure that in the city only in your store you can buy this or that product. You can run an advertising campaign, arrange a weekend tasting of an exclusive sauce from a well-known manufacturer - subsequently, customers will know that this particular store offers a wide range of all kinds of dressings for dishes.
• Low prices and appropriate quality of food products. Sometimes you don't have to fall for clever tricks. unscrupulous suppliers and buy low-quality products from them at a low price. It is better to take quality, not quantity.
• Lazy and illiterate sellers, who, among other things, are also not clean at hand. Here the conclusion suggests itself - no one will go to the store again, where the sellers are rude or deceive.

The present times are characterized by a large number of retail chains, which place their trading facilities literally at every step. Oddly enough, but the average buyer still lacks an individual approach and communication with the seller. That is why we have every chance to win back our niche from large enterprises and win over the buyer.

Write your question in the form below

Use windows and doors to grab attention with food and drink posters and banners. Proper display of goods How to make the buyer buy several times more than he planned?

Timely "remind" him of related purchases or form a desire to buy something else. Hiring a professional merchandiser is expensive, but a specialist consultation will cost $200-300 and will significantly help improve sales.

How to increase profits in the grocery store

In order to improve something, you must first understand what errors and problems in trading should be eliminated.

And this can be done only by conducting a thorough analysis of your own outlet. Sell ​​at competitive prices

The price today is perhaps one of the most important factors in shaping the opinion of consumers about the outlet.

How to increase revenue in a rural store?

You can take note of all the examples that you see or hear anywhere, since each of them, with varying degrees of success, can bring you success.

But remember that the blind repetition of someone else's, even brilliant, successes can play a cruel joke - they will not work for you! And the money for the experiment has already been spent!

Try to observe, talk and reflect. Given that you work in a farm shop where heart-to-heart communication is not a problem, you can learn a lot. First, try asking people what else they would like to see in your store.

How to Increase Sales in a Retail Grocery Store

The layout of the trading floor should provoke the buyer to go through all the departments. In some, this is ensured by the closure of space. In other words, in order to exit or reach the checkout, the visitor must go through the entire store.

To increase sales of bread in stores, it is placed at the exit near the checkout. This technique acts as a subconscious reminder. The goods that need to be sold are located in different parts of the hall.

Grocery Store Profit Secrets

Range

A good alternative, if you do not have a small counter-type grocery store, but rather a large store, is the transition to self-service. Quite a profitable solution that can increase sales by several times.

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Grocery stores are a type of enterprise that is characterized by quite a lot of competition.

In order to work successfully in this area of ​​business, it is necessary to take into account the characteristics of competitive enterprises and use the strengths of your business. For example, arrange sales and lure customers with low prices, conduct advertising campaigns and announce discounts. Opening hours Grocery store opening hours play an important role.

It is worth starting from the presented range of food products: Competitive prices - the way to success Convenience as a way to attract customers Comfortable shopping should be at the highest level:

Signboard and facade or "meet by clothes ..."

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How does it happen that someone closes shoe shops, and someone, on the contrary, opens and creates his own network. What is the secret of a profitable business? Ways to avoid bankruptcy and how to increase profits? One important strategic direction of development is marketing planning, which is necessary for any business. Without it, shoemaking and repair services can no longer bring enough profit or even go bankrupt. Consider marketing opportunities to increase profits in shoe tailoring and repair services.

How to increase profit: method 1!

People appreciate professionals, but they are also not indifferent to the atmosphere in which they are immersed when they come to the shoe shop. Masters sometimes neglect the appearance and order in the workshop. Coming to such a client, you can see a dumped tool, dirty clothes of the master.
It is much more pleasant to enter a clean, bright room with order when you are greeted by a master in a uniform with the logo of the workshop, thus showing the seriousness of the company. There is more trust! And with a quality service, you want to return to such a master again and again! Create an interesting cozy atmosphere in the workshop to make it pleasant to be in it.

Create a customer-friendly service!

Start with the simplest and most accessible to everyone.
1. When handing over shoes to the client, wrap them in a bag with your logo or, if this is not available, then simply in a bag.
2. Upon completion of work on the shoes, you can inform the client by SMS notification that you can already pick up the shoes.
3. Offer delivery service to nearby areas. This is especially true for large cities, when time is valued and you don't want to waste it going to the workshop.4. Review workshop schedule. Make it convenient for customers.
Often workshops work until 18-19, and the working population does not always have time to fall into this schedule. You can rearrange the schedule for an earlier opening time at 7-8 in the morning, then it will be convenient to go to the workshop before work. Or shift the closing time to a later time in order to be in time after work.
5. Sale of related products! After all, it is convenient, having come for shoes, to buy sponges, creams, laces, insoles, spoons for shoes, flavors and all in one place.

How to create a stir for tailoring shoes and other services?

People love something new, it attracts attention, why not use it to keep the attention of visitors.

1. Run promotions from time to time. For example:
On Mondays, replacement of heels with a 30% discount;
On Tuesdays, replacement of arch supports with a 20% discount;
On Wednesdays sole prophylaxis with 15% discount;
Tailoring of winter boots in the summer with a 15% discount;
Tailoring shoes in winter with a 10% discount, etc.
2. Issue family discount cards for a repair order, for example, from 2000 rubles.
3. Give small necessary gifts for large orders. For example, a notebook, pens, key chains, sponges for shoes, which will be useful and not expensive.
4. Hold competitions, for example, children's drawings on a shoe theme, a certificate for free repairs can serve as a prize.

How and where to look for clients?

Thinking about how to increase profits, you should think about effective advertising:
- Pasted ads on the entrances;
- Advertise on the radio
-Via the Internet - creating your own website, groups in social networks., Boards free ads, placement in catalogs and guides of the city.

You can also study:
- to conduct master classes for designers in the clothing and footwear industry, thereby you can find potential customers for designer tailoring of shoes.
- to recruit students who want to learn shoemaking from scratch.

A wide range of services - more opportunity for profit!

Expand your services!

Organize shoe making. First as an individual, and then when purchasing equipment and mass.
- you can release your own exclusive line of shoes, for example, cowboy boots or woven sandals, which are popular in recent times. And if you advertise in groups of social networks with an audience that loves ethnic, boho, cowboy style, then the demand will be constant.
- open an online store selling your footwear products. And if there is sufficient production, offer bulk deliveries.
- sew shoes not only for ordinary ones, but also for creative and dance groups.
For example, costumes for animators can be sewn in any studio, but there are problems with finding suitable shoes, because there are not very many shoe-making workshops. And you have to order it through online stores from other regions. AT major city more likely to succeed in this area.

Custom-made shoes are most often used by people with non-standard foot sizes. And they will be able to become regular customers, because they will need shoes for every season.

Apply at least some of these tips, and the result will not be long in coming.

Most entrepreneurs who started their business from scratch, and experienced businessmen, are concerned about the question how to increase store sales?

This article will cover 9 effective ways that can increase profits.

A big plus: they do not require additional solid investments in implementation.

How to increase sales in the store: we determine the main factors

Before moving on to the main topic, how to increase sales, it is necessary to determine what their level depends on:

A huge role in the sale is played by the location of products on shelves, racks or hangers.

There is even a special "science" - merchandising.

What matters is how the product looks.

For example, it will be difficult to convince a client that this meat is worth buying if it looks like it has been in the window for a week.

Products must be whole, clean, look presentable.

1. Also, of course, the level of sales depends on the ratio of price and quality.

And now let's go directly to the study of the main tricks that will help increase sales.

9 effective ways to increase sales in the store

Rule number 1. The more expensive, the better

For each visitor in the store, the sales assistant should be closely monitored.

And not because the buyer can appropriate something for himself and not pay for it at the checkout, but in order to offer the product more expensive in time and thereby increase the number of sales.

Sounds absurd?

For example, a sales assistant noticed that a visitor was already ready to buy a hat.

At that moment, he approaches, and without any obtrusiveness and trembling in his voice offers a similar product, only 15–20% more expensive.

Of course, not just like that.

At the same time, he refers to the fact that the hat he proposed:

• several orders of magnitude better than the previous hat;
• produced by a well-known company;
• this brand will be popular next season;
• be in the status of exclusive accessories, etc.

No fashionista can resist such a list of advantages.

In addition, psychology works here: most people cannot pronounce the phrases “this is expensive for me”, “I want something cheaper”.

This move allows you to increase the number of products sold, despite the fact that "misfires" in this scheme, of course, happen quite often.

But even if 30–45% of all visitors fall for this trick, this method will increase conversion by 22%!

Rule number 2. The more the better

In order for a consumer to buy not one, but several products, he needs a good reason.

Let's go back, again, for example with a hat.

Only in this case, the seller should increase sales by offering to additionally buy another position at the outlet, and not a similar product.

For example, purchase suitable gloves or an elegant scarf for a new hat.

In no case should an employee force them to try on the offered product and be intrusive!

This will have the opposite effect.

The shopper may even continue to bypass the store on the 10th road to avoid this 'sticky character'.

The seller must demonstrate the second thing, describing its merits.

It is important to explain to the person why he would leave with two purchases at all.

For example, noticing that the proposed scarf is in harmony with the chosen hat, while creating a full-fledged fashionable look.

This is a good trick that allows you to increase sales in the store.

Rule #3

This rule is in some sense "consonant" with the previous one.

In every clothing store there are products that can additionally increase sales, but are usually not offered to customers when choosing a main item.

This is the so-called small things, which are usually put up in the checkout area or on small racks around the trading floor.

Such related products can be:

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

How it works?

For example, a man buys jeans.

At the checkout, he is offered to purchase an additional pair of men's socks.

This is argued by the fact that then the purchase amount will reach the required minimum in order to open a discount card.

Few buyers will refuse: socks will always come in handy, and participation in the funded system is an opportunity to save on purchases in the future.

The consumer seems to be profitable investment and he agrees.

Although the profit of the entrepreneur from one such sale is small, but if you sum up the results of the month, then the increase in sales using this method becomes obvious.

Therefore, store owners should not refuse to use such zones, and they should also motivate sellers and cashiers to mention the existence of such goods to customers.

Rule #4

Use methods that will allow you to find out the contact number of the buyer at the time of the sale of any product.

Most easy way is to ask to fill out a small questionnaire, for which the client can receive a discount card.

In this way, you can create a database of store visitors.

How will this help increase sales at the point of sale?

The collected contact numbers of consumers are used for calling.

Here's how consultants can argue a call to a buyer:

1. Informing about new deliveries to the store.
2. Messages about great deals.
   For example, “buy one razor as a gift for a man on February 14, get the second as a gift” or “we will pack it in beautiful gift paper for free.”
3. To find out why the customer has not visited the store for a long time, and whether he has any wishes regarding the service or product.

The ability to properly work with such a tool is a real art.

It is worth doing this only to those employees who have good diction and know how to work with objections.

They also give a good response rate, and will also increase sales in the store.

The effectiveness of this method is confirmed by statistics:

Rule number 5. Enter a discount card

To increase sales in the store in this way, you need to familiarize yourself with the two sides of the coin of this process.

The positive side of the coin

How to increase sales in the store?

Basically, an increase in the number of consumers. And the discount card allows you to "get" them.

Buyers will always be attracted by the opportunity to save.

For example, a girl wants to buy a handbag. This model is located in two adjacent standing stores. Only in one she has a discount card, and in the other she does not. Of course, she will go to buy goods where at least a small savings awaits her. Reasonable, isn't it?

With the help of discounts, we can increase sales by attracting more customers, rather than inflating prices.

Negative side

When issuing such cards regular customers, the store loses the lion's share of the profits.

Like it or not, but the amount “underpaid” by the buyer is the lost profit of the outlet.

Therefore, the expediency of using cards must be calculated in each case separately.

Each owner will decide whether to use this method of attracting visitors.

But its effectiveness cannot be denied. Moreover, the efficiency is gradually increasing.

Pay attention to the comparative statistics of whether the presence of a discount card affects attendance:

Rule #6

This is another move that aims to increase sales in the store.

Calculate medium enterprises and add about 25-35% to it.

This amount will be the benchmark for the bonus program.

For example, average check store amounted to about 2,000 rubles. Then, in order to receive bonuses, the buyer will need to cross the threshold of 2,500 rubles (2000 + 25% = 2500).

Come up with some gifts as an encouragement.

It can be both store products and any products of partner companies.

In this way, it will be possible to increase sales in the store.

In addition, teach your employees to pronounce words such as: “You made a purchase in the amount of 2,320 rubles.

If you purchase goods for another 180 rubles, we give you one of the gifts to choose from:

• plush toy;
• torch;
• trinket;
• handle;
• fridge magnet".

It can be anything! The main thing is to interest the buyer and make him pay even more.

Also, instead of gifts, under the terms of the bonus program, you can earn points that customers can spend on purchases in the future.

It kills two birds with one stone: it attracts people and makes them become regular customers.

The scheme is this:

Rule #7

This list 10 better ways how to increase sales in the store, would be incomplete if you consider promotions.

Promotions will always exist, because this is the easiest way to increase the volume of goods sold.

They allow you to motivate a person and incline to more spending than he originally planned.

The most effective scheme that will help increase sales is 2 + 1 or 3 + 1 (buy three items and get the fourth one for free).

This method not only allows you to increase sales in the store, but also helps when changing products to new collection or move to another season.

The store sells several things at once that could lie without being sold, instead of writing them off and sending them to stock centers.

In addition, this method will help increase the number of customers in the store.

It was noted that information about such actions is distributed with the help of "word of mouth" especially actively.

Rule number 8. "Book of complaints and suggestions"

According to the law, each entrepreneurial business must have such a book and issue it at the first request of the client.

But often the owners completely ignore their presence: the document is sent “to the table”, and is issued only upon urgent requests (“or you never know what nasty things they write to us”).

Meanwhile, this may be one of the reasons why it is not possible to increase sales in the store.

Surprised?

The fact is that, according to complaints and suggestions, self-respecting boutiques or outlets determine what exactly is missing buyers!

Of course, you should not offer every visitor to leave a record there.

Instead, short surveys can be introduced.

They can be carried out by cashiers when selling goods, and can also be placed in trading floor box for requests and wishes.

Buyers can be asked how they feel about:

• the price level in the store,
• variety of assortment
• service personnel,
• the atmosphere in the store (playing music, decor, product layout).

In addition, you can unobtrusively ask to leave a comment about the work of the outlet on the site.

This will not only give feedback, but also attract new people to visit you.

Answer sheets should be USE, improving the work of the outlet, and not sending it to a distant box.

Then you can increase sales by correcting possible problems.

The video contains practical advice to increase the level of sales from an experienced entrepreneur:

Rule #9

To increase sales in the store, you need to think not only about selling “here and now”.

Work for the future.

For example, a person bought an expensive tablet, phone, laptop in your store.

And suddenly, after a day or two, representatives of the store call the buyer and ask:

1. Is the consumer satisfied with the purchase?
2. How quickly did you manage to set up an expensive acquisition?
3. Do you need help with technology?
4. Do you have any suggestions to improve the store?

Agree, this gesture is very pleasant.

Each person will appreciate such care.

In addition, you will definitely want to tell your friends and acquaintances about this step of the store.

And word of mouth is an effective method of free advertising.

The above methods will help you decide how to increase store sales.

But we must not forget about the main thing behind the "tinsel": the key to the success of the outlet is customer care, high-quality goods and highly qualified sales consultants.

If everything is in order with this “base”, the methods described in the article will help increase sales in the store in short time.

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Any organization connected with trade, whether small shop or large enterprise, which not only sells, but also manufactures goods, have always been concerned about one issue: how to increase sales.

It was the activity of the sales department that was the main measure of the company's success: sales are growing - everything is fine, falling - so you need to look for sources to increase their volume.

And only when things were going really badly did the emphasis shift: the goal was not to increase sales, but to retain existing customers.

Of course, the main reason why it is so important to keep sales volumes high is profit. With a decrease in the number of customers or with a decrease in their purchasing power, the profit of everyone, from sellers to the owner of the enterprise, will fall.

Both large companies and small companies often make a common mistake: when sales fall, management starts blaming the departments responsible for them or the sellers themselves for everything. This is wrong, because no matter how qualified and pleasant the seller or manager is in communication, The buyer will not purchase the product if:

• the store has a meager assortment - he simply will not find what he needs;
• there are interruptions in deliveries - now there are enough stores, so you can buy the required product elsewhere, and not wait until it appears at your place;
• the trading floor is dirty or has an unpleasant smell;
• the product is not advertised, etc.

What are they based on modern ways increase sales volume? Sales can be increased if:

1. Increase the number of clients.
2. Increase the average check of each client.

"If you don't take care of your customer, someone else will take care of him"

Konstantin Kushner

Depending on the problems you have, start acting either in one or in several directions. If you use even at least some of the methods described below, this will already significantly affect the growth of your sales.

How to start working to increase sales in your business?

Start with what sags the most for you. Not enough clients? Work on the first indicator. Do they buy a little? Apply sales promotion techniques. Small purchase amount? Increase the average check, the number of purchases. Accordingly, in order to work on any indicator, it is necessary to know their initial values, i.e. measure.

When you understand what makes up sales, it becomes much easier to influence your revenue through various techniques for managing each of the components of the formula. Here are 15 ways to do so.

1. Potential clients

The easiest way that you can increase the number of potential customers is to increase the number of advertising messages and addresses that come from you.

• How many promotional emails do you send per week?
• How many contacts do you have in your mailing list?
• How flyers do you distribute?
• How many people are in your social group?
• How many customers do your sales managers say after a completed transaction: “Thank you so much for your purchase! To which of your friends would you recommend us?
• By the way, if you bring 2 clients to our company, you will receive a discount on your next purchase.” And yet, if you have sales via the Internet, for example, an online store - when sending your product to a client, you can invest there advertising material with an offer to purchase the next product / service and a discount promotion for a limited time.

2. Potential customers who left an application

To increase this indicator, you need to know the conversion rate of your ad.

• How many people visited the site and how many of them left an application / bought?
• How many flyers did you distribute and how many referrals/calls did you receive?

Conversion and site traffic (how many people visited the site and how many left the application) can be analyzed using the free Yandex. Metrics.

But in any case, you should have a rule that every client who called or came to your company should be asked: “How did he find out about you?”. This will give more accurate readings.

If you don't have sales pages yet, you need to make them. The selling page is your 24/7 sales manager. A selling page is a site made up of just one page, aimed at selling just one product / service. If the page is done well, then you can count on a conversion of 5% or more. In addition to conversion, you need to understand that advertising should be based only on surveys.

It is far from a fact that what customers in Rostov peck at will be relevant in Chelyabinsk.

An example from practice, in Cherepovets, in the title of an advertising article, focus on the city-forming enterprise - Severstal. "Why?" - you ask. We answer: Severstal is an enterprise that employs most of the city's population.

An example of such a headline: “The shocking truth about the management of Severstal! Yesterday we learned that the entire management of Severstal buys products only in the Scarlet Sails store. There has been a discount for a long time. consumer goods for all Severstal employees!

And we can guarantee that the response to such articles by the residents of Cherepovets will be very high, definitely higher than just the title "Come to Scarlet Sails - we have discounts." However, the same headline will no longer work in Chisinau.

3. Customers who agreed to buy

To increase this indicator, you need to work properly with the sales department. You can go in two ways - increase the quantity or increase the quality.

Quantity is how many calls your sales team makes to customers. Quality is how many of those calls lead to sales.

If you want to increase both, then implement scripts right now. Write scripts at least for the standard objections of customers: expensive, not interesting, I’ll think about it.

This will allow your managers to move from the question: “what to say to the client?” to the question “where else to get clients?” to whom it can be said. Also, the quantity can be increased by hiring additional sellers.

Yes, and if sales managers are on a salary, transfer them to salary + percentage%.

And, in any case, do not make the ceiling from above! Sometimes good sellers understand that they will not be able to become leaders in the company, because all the vacancies at the top are already filled. Then the only reason for them to sell a lot will be money.

4. Gross income

This indicator can also be separately increased in two ways: Increase the value and / or increase cross-sells (sales in the appendage). If the first is obvious, then the second needs to be worked on.

You need to find answers to two questions:

• What else can you sell right now to a client who has decided to buy from you?
• Why is it profitable for the client to buy, and for the manager it is profitable to sell it right now?

Example: One owner of a network of luxury footwear stores pays a percentage to the manager only if the client bought two or more pairs of shoes at once. At the same time, the client, buying the second pair at once, receives a good discount on it or a branded shoe care cream.

Another owner of a car dealership works in the same way. The manager who sold the car receives a good percentage only from the amount of additional equipment purchased by the client: floor mats, sound system, anti-theft alarm, etc.

Remarkably, the same owner also opened a car service and tire fitting.

Returning to points 1 and 2, this owner has arranged with insurance companies, and now their field representatives are located right in the showroom at separate tables and offer auto insurance policies to customers. In exchange for this, along with each policy that is issued at the head offices of these insurance companies, customers are given an advertisement for his car service and tire fitting.

5. Net profit

The last link in this chain is the increase in net profit.

Net income is gross income minus costs. See how you can reduce costs - "squeeze" suppliers for discounts, refuse

some unnecessary positions in the company, or vice versa, to have a full-time accountant with a salary of 20,000 rubles. instead of outsourcing for 50,000 rubles. Made? Excellent!

Now look at how and where you can increase the speed of particles in your company and reduce time costs. To the smallest detail:

• How long does it take for a customer who calls your company with a desire to buy to receive their product in their hands?
• Can this time be reduced by at least an hour?
• How long do your employees smoke?
• How long does it take for an item to be in stock after ordering?

If you plan income by months, then you must understand that every wasted minute of your employees works against YOU. It is you, not your salaried accountant, who is missing out on net income. The accountant will get his salary anyway.

6. Add value to the product

If your company is engaged in the production of any product, then one of the decisions that positively affects sales is to increase the value of the product. In many cases, to increase sales, you can change appearance product, such as its packaging. And, as a result, the value of the goods in the eyes of buyers will change.

For example, the company was engaged in the production of cheap clothes that were sold in the markets and in cheap shops. As a result of the analysis, it turned out that the main competitor of this company was China. The goods that the company produced were perceived by consumers as Chinese, and the price of the products was slightly higher.

It is clear that clothes made in Russia cannot compete with Chinese ones in price. Even the fact that the quality of the products was higher did not help in this situation, since the nondescript appearance of the goods, together with the relatively high price, reduced the interest of buyers.

An analysis of the product and its perception by customers was carried out. This led to a risky decision: they changed the packaging to a better and more modern one.

What was done:

• Changed the logo, fonts, design. Made it bright, stylish, attractive.
• We chose a different material. Instead of cheap plastic bags, high-quality cardboard packaging was used.
• The packaging contains as much information as possible about the product.

As a result, the goods in the perception of buyers "fell" out of their usual price category. Thanks to the packaging, it began to be perceived by customers as more expensive and of higher quality. At the same time, at first the price was not raised at all, and the real cost increased quite a bit.

Thus, the product "left" in the perception of buyers from the filled Chinese goods niches, and the real price did not increase much, since the cost of a carton package in terms of a unit of goods turned out to be very small. Of course, we had to tinker with the introduction of new packaging; in production, any changes are associated with certain difficulties. But this is a different story. But thanks to the new packaging, the goods moved from one value category to another in the perception of buyers, which became a real "springboard" to increase sales.

7. Quality work with the order

For some reason, many companies still neglect to work with the buyer's order. Of course, certain actions are being taken. The manager accepts the order, processes it, issues an invoice, then the shipment is made, etc. At the same time, most of the small and medium-sized businesses, and I remind you that I work with these segments, do not work on order.

The sales departments of companies are somewhat reminiscent of stalls: what is available is what they sell. And if the requested product is not on the balance, the manager does not even offer to issue the desired item “on order”. Most often this happens because the system does not have necessary tools, and the manager simply does not know how to place such an order.

It would seem that the solution lies on the surface. Do not refuse buyers! Offer not only analogues, but also design desired product"under the order". Those. your customer orders whatever he needs. And the manager accepts the order and notifies the buyer about the delivery time, taking into account the time of receipt of the missing items on the balances. All companies that have implemented this system have received a noticeable increase in sales.

AT this case we are not talking about online stores that operate without a warehouse at all, i.e. only on order, regardless of whether they inform their customers about this fact or not. And we are talking about companies that have their own warehouse, but at the same time they can order goods from a supplier. What is the problem with implementing such a scheme of work? It lies in the fact that companies do not know how to technically implement it. An example of how such a scheme was implemented in a person involved in wholesale ceramic tiles.

All products are divided into two groups:

• The first is the goods in our own warehouse, i.e. those goods that you yourself ordered from your main supplier.
• The second one is “foreign” goods, i.e. those that can be quickly ordered from another supplier or competitor. This attribute “Alien” was filled in the product card to designate goods ordered from competitors. Also, the supplier (competitor) from whom this product is purchased was indicated in the product card.

In this company, which trades in imported goods with a long delivery time (from the moment of ordering to receipt at the warehouse takes about two months or more), a special system was developed when, when receiving a buyer’s order, if there is no goods in the warehouse, and before the next delivery another month, the manager can find out if a competitor has this product and order it. The manager includes this product (Foreign product) in the customer's order with the designation Under the order (To supply), and when the customer's order is posted in the system, the order/orders to the supplier/suppliers are automatically created (data on suppliers are taken from the product card). As a result, the client receives all the assortment he needs and continues to actively work with your company. He will not go to a competitor in search of the position he needs, because you have everything he needs.

This approach significantly increases the volume of sales, while in many cases the profit increases slightly, because you buy goods in small quantities, perhaps even from competitors, and therefore sell some items at almost no markup. What is the point? You get customer loyalty. Your customer does not leave, fills out an application from you, buys other goods along with an unprofitable “foreign” position. And you will notice an increase in profits from such a scheme of work at the end of the month, quarter or any other reporting period. By increasing customer loyalty, sales and profits will increase markedly.

8. Sale of related (additional) services

Many companies sell only goods without any additional services. But often it is the service that contributes to the fact that buyers make a choice in your favor.

For example, among my clients was a company specializing in the sale of cable products. At some point in time, they decided to introduce an additional service - cable laying. Those. in addition to the delivery available to all, they began to offer cutting the cable on the spot, as well as its installation at the customer. As a result, not only profit increased due to payment additional service, but also the volume of sales of goods.

What is the reason for this increase in sales? Some customers of such products consider it a big plus to be able to order everything in one place: both goods and services. They do not want to waste time looking for performers and cannot install (lay) the cable they need on their own. Those. in this case, customers argue as private buyers: “if I bought a sofa, then I need to assemble it right away, albeit for an additional fee.”

For some reason, many companies neglect this opportunity to increase customer loyalty, the attractiveness of products for new customers, as well as profit margins. In fact, selling services is a great way to increase sales. Don't forget about him.

9. Soften the terms of cooperation

Many companies work with their clients on very strict terms. Especially often those who have been working on the market for a long time, often since the 90s, work with imported goods, with products that have no analogues on the market, and so on. For example, I had a client who was selling imported professional cosmetics for beauty salons. Given that one bank of funds can cost from 17 euros and more, at the same time, in order for the dealer to receive a 5% discount, it was necessary to complete the volume of purchases of 2,500 euros, and in order to receive a 20% discount - 7,500 euros. In addition, dealers took on the obligation to buy and distribute magazines that no one wanted. There were other requirements, often uncomfortable and unfriendly to customers.

10. Sell more expensive product

Usually the buyer chooses from several different cost units of the product. At the same time, the price will not always be the decisive argument for making a decision. Let's say a person will not always buy the cheapest jeans out of three options.

At the moment when the buyer has almost chosen, offer him a similar product, but from a more expensive segment. Perhaps the buyer did not notice it on the shelf. Explain why your option is better (higher quality, better fit, fashion brand etc.). If you have shown a benefit from the purchase, 30-50% of customers will agree with you.

11. Sell kits

Create kits using the principle "together with this thing they often buy." This works both in offline trading and in online stores. The buyer is trying on trousers - offer him a suitable shirt, jacket, sweater. Don't say "take something else" but offer a specific model, a specific product. Together with the second purchase discount, this works even better.

12. Run promotions

Promotions like "4 things for the price of 3" are a powerful motivator to increase the purchase amount, even if you personally are skeptical about them. Of course, such promotions make sense only when you are primarily interested in selling goods and clearing shelves. If your product can lie down, will not deteriorate and will not go out of fashion - you do not have to arrange a total liquidation.

13. Increase customer time in store

Time is one of the important factors influencing the purchase. You can increase it, say, by influencing the companions of your customers. In the shop women's clothing make a recreation area for your husband and a play area for children - and you will immediately notice how the average check has increased.

If you rent a room, for example, in a luxury mall, then the allocation and equipment of a recreation area for you may not be low-budget at all, always consider the costs.

14. Use "cardboard sellers" and "talking" price tags

Cardboard sellers are signs on which you place important features of the product. It can be a mini-selling text, specifications, an indication of the audience or purpose of the product. In a clothing store, you can write, for example, what type of figure is suitable for a particular outfit. In the shop household appliances- for which house, what intensity of work, and so on. “Talking” price tags are a variant of the “cardboard seller” on the scale of one price tag.

It is especially important to use this technique when working with a male audience. Women are more willing to communicate with sales assistants, while it is more convenient for men to read information.

When placing large "cardboard sellers", remember that people will be reading them on the go, so choose your location, text and image scale thoughtfully. In the online store, the function of the “cardboard seller” is performed by product descriptions, remember their importance!

15. Let's test and try your product

Often people do not buy something that is unfamiliar to them, because of doubts: is the quality good, and will I like it, and will it fit, and will I be able to use it. For some products, there is a statutory right of the buyer to return. But you can go further: give an extended money back guarantee.

Some products cannot be returned, but you can let visitors try them out. For example, recently I had a consultation with the owner of a needlework store. She did not sell well tools for making jewelry. She set up a table in the store where anyone could try them in action - and she increased sales not only of the tools themselves, but also of consumables.

It has become the norm for online stores to have many payment methods in their arsenal, including electronic money. But offline there are still outlets where only cash is accepted. Add payment on credit, payment in installments to different payment methods - there will be more purchases.

Of course, these are not all ways to increase the average check in retail store. Each business and each occasion may have its own recipes.