A sales strategy It is used in every business regardless of its magnitude, because whether it is a small, medium or large company or a traditional or online business, it is always used to achieve success in its operations.
The sales strategy in the marketing plan
Every marketing plan applies a sales strategySince in order to attract customers to sell a product, without this tactic it would be impossible despite having the best in the market.
Create the strategy
- Creating an effective strategy needs to analyze the sales of the company with a long-term vision.
- Plan the objectives with the sales managers so that the entrepreneur can have a broad overview of the intervals that occur in sales, the changes in sales during the different times of the year and, based on this, motivate the sales teams.
- Once the strategy with a long-term objective has been created, the sales managers will create the weekly and monthly strategy according to the long-term plan, since in this way it is possible to have an idea about the results that the sales managers will obtain. short term.
Types of sales strategies
Apply the different types of sales strategies It is important to be applied to each type of product:
Product portfolio
In a company or business there are products that are more profitable than others and therefore have greater or lesser sales potential and it is for this reason that decision-making must be based on the product portfolio, prioritizing the investment of resources according to the marketing goals set.
In turn, in order to make a correct decision, it is necessary to clearly establish whether each product will be worked strategically individually or by product line with a division for each business unit in the case of a broad portfolio of products.
Competitiveness
It is necessary to establish what the capacity of the product is based on the competition in order to offer the market other options and if it is possible to present the product in a strong way to win in the market.
Strategy without segmentation
The strategy can be indifferent to the segmentation choosing to direct the sale to the different needs of the market in order to achieve the largest number of customers.
Segmented strategy
In this case, the strategy is aimed at previously investigated and identified segments, offering each of the segments differently.
Although it is a strategy that allows satisfying certain specific potential clients, the cost is higher.
One offer strategy
With a single offer, it is a strategy that focuses on segments that need a specific offer, then resources and efforts are saved by expanding the offer to segments without demand.
Positioning strategy
The positioning strategy aims to place the product brand in the mind of the demanding segment and place it above the competition.
To do this, it is necessary to take into account the value of the product, how it is currently positioned, how the competitor’s product is positioned in the market, and how viable the aspiring positioning is.
The brand is positioned considering the benefits of the product and its quality, for which it is important to decide on a single attribute of the product to highlight it.
It is also possible to apply the strategy to position the brand through the use of the product in order to seek its leadership in its category.
Service sales strategies
Create a database
- First of all, it is important to create a quality database of potential clients, for which contact tactics or looking for contacts of contacts are applied.
- Make public relations communicating a clear message of the company through social programs, press conferences, publication in mass media and other tools such as online channels.
- Deciding on a good means of communication allows you to advertise for free and is obviously the best way to position your brand.
Networking
Regardless of the type of service you offer, networking is important for managing an effective network of contacts, since through networking you learn to relate and increase the possibility of being hired.
Advertising
Do not waste time and effort on online or offline advertising methods that attract a large audience without having established your target audience, since it is who you should reach, therefore choose the advertising medium that will allow you to reach your Target audience regardless of whether it is a magazine, newspaper, television or radio.
Create a website
Regardless of the service you offer, you should create a website especially if your competition has not thought about it yet, because if your service is not on the internet it does not exist.
Email marketing
Your website must generate leads, it is the email that your visitors will leave on your website either because you offer them a course explaining your services, an ebook or a video.
From this you will create a database to be able to generate sales campaigns with a segmentation according to your leads, since you will not send unnecessary information, but you will study your database and based on this you will know the needs of the visitors and you will address exclusively to that demand.
How to increase the sales of a product?
- Increasing the sales of a product is the basic aspiration of any business. Some sales increase strategies They need important resources and others of the creativity that you may have or display.
- Create the identity of the business with an image that impacts, with a logo, the commercial name that is unique and that stands out from your competition.
- You must propose goals about the sales of every day, with a weekly and monthly vision and once you meet them, go for goals of greater aspiration.
- Record the sales, since otherwise you cannot know exactly if you are increasing sales or if you are applying the correct strategies.
- If you realize that sales are not increasing, it is time for you to make changes not only in the product itself but also in its packaging, in the commercial premises, in the furniture and also think about merchandising to attract more customers and obviously you will increase sales.