Who suffers more?
As is well known, this is a global problem that affects every sector of the market regardless of their geographical location. The effects of the crisis, obviously not only suffering but also at consumer level and also suffer in all areas or departments of any company. But perhaps the areas of marketing and sales are those that suffer most from economies rescission.
And I wonder … Why?
First, they are often the first to suffer from the personnel adjustments and economic resources. Secondly, because it rests largely on the enormous responsibility that entails selling when things do not work. In these circumstances, there is no magic or unique sales strategies. The answer lies in the ability of adaptation and creativity of each employer.
Who can cope with the crisis?
According to several experts, independent entrepreneurs and small businesses are those that can best address difficult periods, which can better exploit and survive in times of recession, including relaunching and strengthening the business for when the time of austerity. This is possible thanks to the flexibility of adaptation of these entrepreneurs. Although the budget is not as high as that of big business, flexibility, dynamism and adaptability to different situations make a difficult situation that is being privileged.
If small businesses make the most of this situation and accept that the crisis can be an opportunity to generate other services, diversify and take supplements to help strengthen the core business enterprises will be the most favored in the short, medium and long term.
How do we get?
Following 7 simple and effective strategies:
1. Assess your market. It is very important to analyze how the crisis affects your market, so you’ll have the opportunity to identify alternatives to your product / service or even if there is another niche market or to sell at that time.
2. Differentiate the offer depending on the pocket. As demand is very fragmented, the fragment must be bid. There are different ways of approaching clients of different profiles: the voice marketing, telemarketing, marketing, social networks, email, SMS, etc.
3. Be prepared to sell. The vast majority of employers in mind only has to sell, buy and sell without doing so, thinking that your sales force should draw chestnuts from the fire because it is. You sound familiar? The solution is not to sell but to sell. To have to reckon with a toolkit such as having effective website and invest in the human factor, that is to devote time and resources to motivate the salespeople, train them and listen. This helps to raise labor productivity significantly.
4. Create services. It is as simple as creating a very attractive short-term to invite the customer to take the opportunity, but some of the benefits over the lifetime of the service.
5. Making alliances with suppliers and with other employers to achieve cheaper, and with new sales channels.
6. Do not miss a single customer. It is easier to retain and sell to customers who already have to attract and sell to new ones.
7. Knowing your customer portfolio. Only if we know who our customers are the best in terms of solvency and profitability, we can focus our efforts on them loyalty and streamline the budget we have provided for this purpose.
In hard times the best bet to increase sales is to make a trade adjustment, which has nothing to do with layoffs, but rather to make a thorough analysis of your market and your sales force to identify new or complementary services market niches and overcome weaknesses in your sales and enhance their knowledge and skills with proper training and coaching to enhance the sales process.