How Can I Sell More, Profitably?

Only one third of all marketing activities planned by SME’s are ever completed.

I have eight different areas which can help you sell more without even more expensive adverts.

  • Find Many More Prospects Cheaply

  • Encourage More New Customers To Buy

  • Tempt Customers To Spend More

  • Excite Customers To Visit More Often

  • Keep More Existing Customers Loyal

  • Win Back More Lost Customers

  • Boost Your Sales Team Performance

  • Maximise Your Product Range Profitability

This is probably your largest area of opportunity to boost your business.

There are lots and lots of ways of “Selling more stuff to more people, more often, for more money, more efficiently” as Sergio Zyman, Marketing Director at Coca-Cola said.

Find Many More Prospects Cheaply

Marketing is basically a method of buying customers. You have to pay through advertising, website development, offers and promotions and so on to attract customers. That can add up to a lot!

So if you can reduce the cost per customer, your marketing budget is used much more efficiently.

Stop Paying So Much To Buy Your Customers:

You would benefit greatly from ways to improve your promotions and offers (or reduce their cost), tuning your adverts, leaflets and website to be more attractive, improving your networking skills and systematically seeking referrals. For example, online 89% of shoppers said appealing product photos can sway their purchasing decision and 77% say video can do it too.

How? I have 44 safe suggestions that could help you with that.

Encourage More New Customers to Buy

A recent major survey found 64% of customers leaving a store due to poor customer service. And the 'conversion ratio' is a vital statistic for any business (however it interacts with potential customers). The higher the ratio is, the more cost-efficient your system is... up to a certain point where the quality of transaction becomes important to you. This is because some potential customers are not suitable and you should not go further with them – for your sake and theirs.

Find Ways To Increase The Proportion Of Visitors Who Buy:

You would be better off if you could Encourage More New Customers to Buy. This focus is about your interactions with potential customers (prospects) as a specific group of people at this stage of actively considering you and your products and /or services. Whether you are selling online, in 'bricks & mortar' or through providing quotes etc, it can help to draw out your ideal customer journey to check it works well. There are loads of ways to encourage people from the moment they first learn about you through to the moment they decide to buy (or not).

How? I've written papers explaining 82 ways so far – and I'm still learning!

Tempt More Customers To Spend More

Once a person (or company) has bought from you, they have decided they like you. They trust you enough to make the first purchase, which is usually the most cautious move. After that, you can encourage them to continue to buy from you instead of your competitors. Your existing customers are already 4.5 times more likely to buy from you that those who have yet to buy.

Boost your sales to customers who do like you:

By developing ways to up-sell, cross-sell (and even down-sell), or invite impulse buy extras at the till, you will sell more. And you will gain if you tell them how you have reduced or reversed the risks of their purchase before they decide.

How? I have collected 31 great ideas that are inexpensive and easy to use.

Excite Customers To Visit More Often

The biggest tragedy in selling is when a customer goes to one of your competitors to buy something you provide because they didn't realise you did so. So your job is finding effective ways to remind them to come back to you – preferably before looking anywhere else.

Speed up your customer's return for repeat sales:

This is all about giving them an invitation, rather than an announcement. And the more personal you can make it, the more likely customers will feel interested to re-explore your offerings.

How? Using any of these 10 economical strategies, you can make a big difference cheaply.

Keep More Existing Customers Loyal

Your marketing budget is a critical section of your overall costs – and it is the most important. While other costs may seem urgent, if you stop attracting customers, then more/most/all your costs will not be covered by sales income.

Reduce your marketing budget (or use it better):

Research shows that spending more than your competitors tends to get you ahead – especially in a recession when the temptation is to cut that budget. But it should not all go on advertising for new customers: keeping existing customers loyal is far cheaper and brings a much better return too! 

How? With 21 safe-to-use options on offer, I can help you to spend less and gain more.

Win Back More Lost Customers

The higher your pricing, the more relevant this becomes as selling can be time-consuming. But with higher prices, every single individual sale becomes important. So finding ways to convince customers who have either just stopped buying those product or services, or have gone to competitors, to return to buying from you is easier than finding new customers.

How? Would you like 10 win-back strategies to work on this possibility?

Boost Your Sales Team Performance

The approaches above tend to look at your customers, whereas here we are looking at your staff and your choice of products and services. 

Tweak Your Internal Skills And Systems To Boost Things:

Training your sales staff is another vital cost that should easily cover itself and then generate more revenue. A quick analysis of each member of sales staff's sales numbers, worth and resulting profit will tell you who to praise and who to train. Tackling this can seem personal, but as a result-driven leader you know that the whole organisation depends on these people's performance. 

How? I can plant 20 ideas of working to boost performance into your head.

Maximise Your Product Range Profitability

Within a range of products or services, there will be various costs and recommended prices. By calculating the margin (which is different to the mark-up), you can decide which ones suit your overall profit margin targets.

Examine your products and services' performance:

Some items may have been bought in error, or services may have been constructed in unpopular ways. And sometimes, things just go out of fashion. Occasionally, you might find that competitive items have stolen the top spot in customers' minds, or that your marketing is no longer hitting the spot.

HOW? Choose from 7 ways to keep products and services working as well as they can.


A Client Says:


“Our sales increased ten times in the first two months since we attended your course ‘Successful Selling – the Essential Skills’.

What changed was our attitude, our determination to tell people how good our is and it has made such a difference - we've surprised ourselves! Once we got into the suing of it these new methods have just got easier and easier.

The result is that things have got even better since that first two months -- we are incredibly busy and me quality of our service has not changed at all, it’s just that we feel good about convincing people we are the best.

I’m pleased to say we are expanding - new trucks adding to the fleet.”

Sid West, Manager at Biffa

Free Trial Offer:

Sales is probably your largest area of opportunity – there are so many ways to work on this.
And – before you object – many strategies work without extra (large) marketing costs.

But beware! only one third of all marketing activities planned by SME’s are ever completed.


You can also work on two other options to maximise your profits: 
1. raise your prices (but not upset customers)
2. cut your costs (without scaring staff or suppliers)