Imagine increasing your business sales simply by reading an article. It may sound unbelievable, but by the end of this piece, you’ll discover seven key laws that every business or individual should follow to drive sales growth.
Before diving into these laws, let me share where they come from. Over the past decade, I’ve developed a deep passion for sales. Through books, seminars, audiobooks, and guidance from top-tier mentors, I’ve honed my skills. This knowledge has allowed me to improve my sales techniques and assist numerous companies in Bolivia as a consultant.
The seven sales-boosting laws you’ll explore here are designed to enhance consumer motivation and create a stronger desire to buy.
7 laws to boost the sales
Law of Need: Without Need, There Are No Sales
Consumers aren’t fooled. They buy products or services because they genuinely need them, or because a need has been created for them.
In many cases, advertising, sales tactics, packaging, or the information provided can help shape or trigger that need.
To boost sales, the focus should be on identifying an existing need or using the right resources to create one.
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Law of Value: Consumers Seek Benefits
While a product may meet a need, customers will always choose the one that offers the most benefits.
For instance, if a customer needs a detergent and finds one that works for both whites and colors, they’re likely to choose that option.
When selling or crafting sales strategies, it’s essential to clearly communicate the benefits your product offers to the customer.
Law of Perception: Customers Pay Based on Perceived Value, Not Actual Worth
I’ve witnessed customers paying large sums for items that aren’t necessarily valuable, and the reverse as well. People assign value to products or services based on how they perceive them, not their true worth.
For example, someone unfamiliar with social media may undervalue the service of a social media agency and demand a steep discount.
To drive sales, focus on shaping the consumer’s perception. Enter their reality, adjust their viewpoint, and then influence their decision.
Law of Confidence: Customers Choose What They Trust
It’s simple: people prefer products and services they trust. Our role is to build that trust with potential customers.
Several factors contribute to this trust, including the company’s reputation, its experience, communication style, packaging, and the professionalism of its sales team.
To boost sales, it’s crucial to focus on establishing and maintaining customer trust.
Law of Functionality: Every Product or Service Serves a Purpose
I once learned from a collector’s item seller that for collectors, luxury items serve a specific function: they elevate status, boost ego, and demonstrate one’s identity as a collector.
Similarly, every product or service has a core function beyond its features and benefits. If you can clearly explain how this function enhances a customer’s life, you’ll see a significant boost in sales.
Law of Knowledge: The Better You Know Your Customer, the More You Can Sell
The more you understand your customer, the easier it is to boost sales. By utilizing loyalty strategies and targeted marketing, you can encourage repeat purchases.
Tracking customers (e.g., using a CRM), analyzing their buying habits, and understanding their preferences are crucial for sales success.
This principle applies to potential customers as well. Before attempting to sell, take the time to study and understand them thoroughly.
Law of Approach: Sell at the Right Time
To boost sales, it’s essential to approach customers at the right moment. This doesn’t just refer to timing but also to understanding their mindset and personality.
Selling to a customer when they’re not receptive or don’t see the value in your offer is often a waste of effort. Timing your approach with their needs and mental state is key to success.
You have to arrive at the right time, in the right way and with the right perception.
These laws impact various aspects of the sales and business process. Some are tied to marketing and advertising, while others focus on sales techniques or overall company strategy.
One thing is certain: by consistently applying these laws to your offerings, you significantly increase your chances of boosting sales.
Frequently Asked Questions
How can I identify a customer’s need?
Look for gaps in their current situation, or listen to feedback and complaints. Additionally, research market trends and consumer behavior to uncover potential needs.
What role does customer perception play in sales?
Perception is everything. A product may have great features, but if customers don’t see its value or benefits, they won’t buy. Work to shape and influence their perception through effective marketing, branding, and communication.
How do I build trust with customers?
Provide consistent value, be transparent in your business practices, deliver quality customer service, and maintain a positive brand reputation. Trust is built over time with integrity and reliability.
Why is knowing my customer important for sales?
Understanding your customer’s habits, preferences, and pain points allows you to personalize your marketing efforts and improve product offerings, increasing the likelihood of sales.
How do I apply these laws to my business?
Start by identifying which laws apply to your specific sales strategy, then focus on them. For example, work on building trust, understanding customer needs, and ensuring your marketing efforts align with the value you offer.
Can these laws be applied to all businesses?
Yes, whether you run a small business or a large corporation, these laws are universally applicable across different industries and sectors.
Do I need to use all seven laws to succeed?
While applying all seven laws will likely lead to the best results, focusing on the ones that align most closely with your current challenges can still provide significant improvements in sales.
How long does it take to see results from applying these laws?
Results vary depending on your industry, the effectiveness of your strategy, and how quickly you implement the changes. It can take anywhere from a few weeks to several months to see significant changes in sales.
Conclusion
Applying these seven laws to your sales strategy can significantly enhance your ability to drive business growth. By understanding and addressing customer needs, building trust, shaping perceptions, and timing your approach, you set a solid foundation for sustained sales success.
Whether you’re fine-tuning your marketing efforts or refining your sales tactics, these laws offer a powerful framework to maximize your potential. Consistently focusing on these principles will give your business a competitive edge and increase your chances of long-term success.