It is obvious that there is no magic formula to help us generate sales in our establishments in these times of global crisis, but nevertheless, there are tools and guidelines that, if followed, will help us advance a good part of the work.
Below I leave you a series of simple guidelines that will help you generate more visibility in the market and, consequently, more sales:
Offline Actions:
Analyze your intermediary account and use the “Pareto Principle” (20% of your client account generates 80% of your overall income statement).
Establish a scale of net prices and commissions based on the total accumulated production per agent or operator. “Commitment” is a value that is being lost; agents who commit to a production line signed in a contract must be rewarded.
Establish a scale of “added values” depending on how far in advance reservations are made at your establishment. If you sell everything, there will come a time when you will have nothing else to offer.
Add a production “rebate” or refund clause in intermediary contracts. It will increase the motivation to sell your product and reduce the drop in the average price.
Build loyalty with clients who generate stable production. It is more important to maintain revenue streams than to saturate your account with new prospects.
Agree on linear and advanced production policies. Many contractual negotiations tend to focus on “price.” Using sales guarantees we can secure the best rate, having the total amount of the agreement in advance.
Online Actions:
Open your business to the online market. There are numerous TPWs (Third Party Websites) portals that help distribute your product in these sales channels. Our customers’ trend is to buy through these portals.
Position yourself in search engines: SEO (Search Engine Optimization), organic optimization strategy, or SEM (Search Engine Marketing), paid optimization strategy. Most of your customers will look for you on the web.
Control the stock of products for sale online. We have to establish a sensible and price-sensitive sales policy for our products. Our products are perishable.
Manage comments on specialized websites. The final purchasing decision can be based 60% on the comments our product receives from online customers.
Use social networks as a communication element. It is undoubtedly the best promotional channel for your establishment, as it is direct, simple, and immediate advertising. Depending on the engagement percentage we have, we will increase the tendency to buy our product or service.
Adapt your communication campaigns to mobile portals. The future revolves around these types of devices. If we focus 10% of our current online actions on mobile terminals, we will position ourselves with an advantage over our competition.
Every complex, company, service, and product requires specific analysis and detailed market research; however, these lines of action will help you differentiate yourself from the competition and establish the action protocol for the next generation of digital natives.
