April 5, 2023 • 8 mins
There are lots of ways to increase your sales but today I’m going to tell you what I believe to be the number one thing you should be doing to see your orders increase.
What I have to say is going to be controversial because it goes against natural inclinations. It will feel like you’re wasting time on something small that will barely move the needle. Except you’ll think differently when you see the results.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:04):
Hi there,
it's Sue and thanks for joining me for Tips and Talk
Day. These are bite-sized topics that I pull from community questions
and things that I'm observing in the world of handmade small
business. If you'd like to submit a topic,
DM e over on Instagram at Gift Biz Unwrapped.
Before we get started,
(00:25):
I'm gonna share a secret with you.
One of my superpowers is the ability to get an enormous
number of tasks and projects done each and every week.
I easily meet deadlines,
rarely forget to do something,
and know at the start of each day what needs priority,
attention and action type A personality.
(00:48):
Yes, and a follow through on the Kobe assessment,
which should have given me the clue,
but it wasn't until people started commenting to me that I
realized not everyone naturally knows how to do this.
It's the biggest single contributor to the growth I always see
in my businesses without spending hours and hours working either.
(01:12):
It's about focus and doing the right things efficiently.
Prompted by all the questions on how I do this,
I went about finding a way to help you perform at
a higher level too.
I analyzed my methods and formalized my process,
which is one many of my coaching clients.
Now also follow.
(01:33):
You can use it too.
It's all part of a tool called the Inspired Daily Planner
made specifically for gifters,
bakers, crafters,
and makers.
Make no mistake,
this is not your ordinary planner.
First off,
it comes with a video explaining my productivity strategy and the
(01:54):
physical planner isn't dated,
so you can start using it the second it arrives at
your doorstep,
and that's not all included for each day is a motivational
or business building tip and plenty of space to capture and
book in time for to-dos scheduled appointments and all those ideas
that are now getting lost.
(02:16):
You can watch the video for free and then get your
inspired daily planner@giftbizunwrapped.com
slash inspired.
It's the all time without fail.
Number one question I get.
It comes in various forms and word combinations,
(02:38):
and it's from beginners and well established business owners alike.
It's the never ending question that won't go away for any
of us.
How do I make more sales?
Because we always want more.
There are lots of ways to increase your sales,
of course,
but today I'm gonna tell you what I believe to be
(03:01):
the best way.
The number one thing you should be doing to see your
orders increase,
and I've come to this from experience with my other business,
a product based business and a sponsor of the podcast,
the Ribbon Print Company.
What I have to say is going to be controversial because
it goes against natural inclinations.
(03:22):
It will feel like you're wasting time on something small that
will barely move the needle,
except you'll think differently when you see the results.
Just like I have,
I'm talking about focusing on individual customers versus going for the
big play,
establishing a real connection and building a relationship with first time
(03:45):
customers to convert them into repeat purchasers and true fans of
your brand.
Note the true question here.
How do I get more sales?
In most cases,
the mine goes to revising and answering a different question,
how do I get more customers?
Here's why.
(04:05):
Getting more sales seems so hard.
We focus the most on getting new customers,
not new orders.
As you know,
emotion drives every sales decision.
Having your individual customers feel seen and appreciated creates that emotional
connection, and existing customers are easier and less expensive to move
(04:29):
into another sale too.
So why do we always focus on the new getting more
followers on social who may buy when the truth is only
a very small percentage ever will casting a wide net in
all kinds of ways to gather in huge numbers without knowing
if they're a true match for what we sell.
(04:50):
It's time to switch this up,
particularly in light of the tougher sales environment we find ourselves
in. Customers are tighter and more deliberate with their dollars now
more than ever.
By getting more business from those who have purchased before,
you can continually build on past business and actually grow.
Otherwise, you spin your wheels constantly having to find new customers
(05:13):
with nearly a hundred percent churn.
It's a hard way to make progress.
A quick Google search shows an average of 15% of customers
return. Again,
I know you can make that number higher by paying attention
to them,
and if that's not enough to convince you,
there's this returning customers spend on average 67% more than first
(05:37):
time customers these times call for nurturing those who have already
pressed your buy button.
You can do this in the following ways.
Sending emails to existing customers,
treating them as an exclusive group with special offers,
creating a loyalty program that's a no-brainer for their participation in
(05:58):
use because it offers them exactly what they need based on
your product.
Add in subscription boxes or auto restock programs,
and my favorite because of its strong emotional impact,
reach out personally one-on-one to a set number of customers each
week with a personal message.
(06:19):
Use their name and maybe even reference the last product they
purchased so they know it's real and not a scripted message
to the masses.
I love using voice messaging for this.
It's fast and impressive.
When someone hears you talking directly to them.
What do you say?
Lots of options here.
Simply thank them for their business.
(06:40):
Invite them to visit you at a local event.
You'll be at this upcoming weekend.
Tell them about a special that's only available for existing customers
and why you thought of them specifically for this offer.
Ask for input on new flavors or sense you're considering or
thank them for leaving a product review.
This will leave an impression and set you apart from pretty
(07:03):
much everybody else.
Yes, of course you'll want to continually find new customers too,
but that's probably 95% of where you focus your efforts today.
Why not adjust this percentage and focus at least 40% on
your current customer base?
Pay more attention to those who have already shown that they'll
(07:24):
support you personally.
Connecting with them is where it's at to increase your sales.
That's how you grow.
It's like rolling a snowball.
It gets bigger and bigger over time.
That's a wrap.
I'm a get to the point kind of girl,
and this is what you can expect from these quick midweek
(07:45):
sessions. Now it's your turn.
Go out and fulfill that dream of yours.
Share your handmade products with us.
We want them and they bring us both.
So much happiness.
Hi there,
it's Sue and thanks for joining me for Tips and Talk
Day. These are bite-sized topics that I pull from community questions
and things that I'm observing in the world of handmade small
business. If you'd like to submit a topic,
DM e over on Instagram at Gift Biz Unwrapped.
Before we get started,
(00:25):
I'm gonna share a secret with you.
One of my superpowers is the ability to get an enormous
number of tasks and projects done each and every week.
I easily meet deadlines,
rarely forget to do something,
and know at the start of each day what needs priority,
attention and action type A personality.
(00:48):
Yes, and a follow through on the Kobe assessment,
which should have given me the clue,
but it wasn't until people started commenting to me that I
realized not everyone naturally knows how to do this.
It's the biggest single contributor to the growth I always see
in my businesses without spending hours and hours working either.
(01:12):
It's about focus and doing the right things efficiently.
Prompted by all the questions on how I do this,
I went about finding a way to help you perform at
a higher level too.
I analyzed my methods and formalized my process,
which is one many of my coaching clients.
Now also follow.
(01:33):
You can use it too.
It's all part of a tool called the Inspired Daily Planner
made specifically for gifters,
bakers, crafters,
and makers.
Make no mistake,
this is not your ordinary planner.
First off,
it comes with a video explaining my productivity strategy and the
(01:54):
physical planner isn't dated,
so you can start using it the second it arrives at
your doorstep,
and that's not all included for each day is a motivational
or business building tip and plenty of space to capture and
book in time for to-dos scheduled appointments and all those ideas
that are now getting lost.
(02:16):
You can watch the video for free and then get your
inspired daily planner@giftbizunwrapped.com
slash inspired.
It's the all time without fail.
Number one question I get.
It comes in various forms and word combinations,
(02:38):
and it's from beginners and well established business owners alike.
It's the never ending question that won't go away for any
of us.
How do I make more sales?
Because we always want more.
There are lots of ways to increase your sales,
of course,
but today I'm gonna tell you what I believe to be
(03:01):
the best way.
The number one thing you should be doing to see your
orders increase,
and I've come to this from experience with my other business,
a product based business and a sponsor of the podcast,
the Ribbon Print Company.
What I have to say is going to be controversial because
it goes against natural inclinations.
(03:22):
It will feel like you're wasting time on something small that
will barely move the needle,
except you'll think differently when you see the results.
Just like I have,
I'm talking about focusing on individual customers versus going for the
big play,
establishing a real connection and building a relationship with first time
(03:45):
customers to convert them into repeat purchasers and true fans of
your brand.
Note the true question here.
How do I get more sales?
In most cases,
the mine goes to revising and answering a different question,
how do I get more customers?
Here's why.
(04:05):
Getting more sales seems so hard.
We focus the most on getting new customers,
not new orders.
As you know,
emotion drives every sales decision.
Having your individual customers feel seen and appreciated creates that emotional
connection, and existing customers are easier and less expensive to move
(04:29):
into another sale too.
So why do we always focus on the new getting more
followers on social who may buy when the truth is only
a very small percentage ever will casting a wide net in
all kinds of ways to gather in huge numbers without knowing
if they're a true match for what we sell.
(04:50):
It's time to switch this up,
particularly in light of the tougher sales environment we find ourselves
in. Customers are tighter and more deliberate with their dollars now
more than ever.
By getting more business from those who have purchased before,
you can continually build on past business and actually grow.
Otherwise, you spin your wheels constantly having to find new customers
(05:13):
with nearly a hundred percent churn.
It's a hard way to make progress.
A quick Google search shows an average of 15% of customers
return. Again,
I know you can make that number higher by paying attention
to them,
and if that's not enough to convince you,
there's this returning customers spend on average 67% more than first
(05:37):
time customers these times call for nurturing those who have already
pressed your buy button.
You can do this in the following ways.
Sending emails to existing customers,
treating them as an exclusive group with special offers,
creating a loyalty program that's a no-brainer for their participation in
(05:58):
use because it offers them exactly what they need based on
your product.
Add in subscription boxes or auto restock programs,
and my favorite because of its strong emotional impact,
reach out personally one-on-one to a set number of customers each
week with a personal message.
(06:19):
Use their name and maybe even reference the last product they
purchased so they know it's real and not a scripted message
to the masses.
I love using voice messaging for this.
It's fast and impressive.
When someone hears you talking directly to them.
What do you say?
Lots of options here.
Simply thank them for their business.
(06:40):
Invite them to visit you at a local event.
You'll be at this upcoming weekend.
Tell them about a special that's only available for existing customers
and why you thought of them specifically for this offer.
Ask for input on new flavors or sense you're considering or
thank them for leaving a product review.
This will leave an impression and set you apart from pretty
(07:03):
much everybody else.
Yes, of course you'll want to continually find new customers too,
but that's probably 95% of where you focus your efforts today.
Why not adjust this percentage and focus at least 40% on
your current customer base?
Pay more attention to those who have already shown that they'll
(07:24):
support you personally.
Connecting with them is where it's at to increase your sales.
That's how you grow.
It's like rolling a snowball.
It gets bigger and bigger over time.
That's a wrap.
I'm a get to the point kind of girl,
and this is what you can expect from these quick midweek
(07:45):
sessions. Now it's your turn.
Go out and fulfill that dream of yours.
Share your handmade products with us.
We want them and they bring us both.
So much happiness.
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