Sales are slow, money isn’t flowing, and yet I’ll bet you have potential sales sitting in your business RIGHT now, only you can’t see them yet. They are hidden – you just need to ask the right questions to unlock them and get the sales flowing.
So let’s get started and although the first thing seems really obvious, most people don’t do it.
1. What Could I Sell Right Now?
The first question I want you to ask yourself is ‘what could I sell right now? What have you got that’s made, nearly made, almost there, sitting there, not being used, old stock, old equipment, what could you sell right now?
In my business, I create products, I’ve got lots of products that are maybe a couple of years old and I haven’t sold for a while and I can turn them into self-study programs, so I can sell those right now. I could sell coaching sessions right now. I could sell strategy sessions right now. I could sell mastermind places right now. So there are things that I could sell right now.
What could you sell right now if you put your mind to it and thought about what you have, already done, that maybe just needs a tweak or a repackage or could just be sold as it is. What could be turned into money, in your business, TODAY?
2. What Could I Sell To My Existing Customers?
Have all of your customers bought everything they could from you? I’m guessing the answer is no.
If you’re sitting there thinking “I need to get some money in”, you’ve probably got potential sales right there on the table, you just need to make them happen. When was the last time you let your customers know what else you sell? How many did you follow up with lately, to check they have everything they need? And how many have probably gone out and bought stuff over the last few months that YOU could have sold them, except you didn’t tell them, so they didn’t know? Hmmm
I suspect you have people in your database who have already bought from you who just need a little nudge, an email or phone call, to say ‘did you know that we do this, I think you would really like it’. Or ‘did you know that we do this and would like a sample or a try?’ I am sure you could drum up some very quick business that way, you just have to be proactive. Even if they say no, you have still shown you are thinking of them, which is GREAT for relationship building and will keep you top of mind for next time.
3. What Can I Create, Quickly?
What are your customers and potential customers waiting for, that you don’t sell YET? You’re so busy DOING that you haven’t had time to tap into some really obvious opportunities. If you know you have people waiting for a product or service that they would buy right away, make time to create it. It doesn’t have to be a huge project – you might be able to spend a day putting a small, easy-to-create product or service together that would sell like hot cakes. You wouldn’t believe how often I’ve suggested this for my clients and when they actually get on and DO it, people BUY from them. Can you create a little add-on to a current product or service? How about a little workshop? A mentoring option? A bundle? A subscription? Don’t sweat about it – go for a quick and easy pilot project and refine it if, and when it sells.
4. What Could I Sell To New Customers?
We have looked at existing customers, but if you know there are people within your network or crowd that haven’t bought from you, it’s because you haven’t put the right thing out there, YET. Think about the people in your network, think about the people on your database, the people who’ve been quiet, the people on social media who haven’t yet bought anything from you. And the key word here is yet. What are they waiting for, that you could create quickly and sell to new customers? How could you create a ‘dip your toe in the water’ product or service? A taster? A sample? A little non-scary, small-commitment-type of thing that will let them quickly see if you are right for them? Do it!
5. What Problems Can I Solve?
What problems are there out there that your products or services solve? Have a brain dump, get a big notebook and pen and just think about what people say about what you do, what people love about your products and services, what people feedback about them, what they ask for, what questions that they ask, the reason is that they give you for buying. And then think about what you could put out there that will solve problems for your crowd.
6. What Time-Sensitive Packages Could I Put Together?
If you are trying to create money quickly is there anything you can put together quickly that has got a limited lifespan? Here’s another example, I knew that there was a need for a book for ladies who were trying to run their business with their children in the school holidays, so I very quickly wrote, edited, put together, typeset THAT BOOK, and got it on Amazon and Kindle within nine days – a book for women and it’s called SOS A Business Mums Survival Guide for the School Holidays.
That was done very quickly because it was for a window of opportunity that was the UK school holidays. It needed to be written super-fast and I just sat down and did it, because I knew if I didn’t do it I would lose that window of opportunity. So think about what you can create which is time sensitive, which is specific to something going on now and seize the moment, make the most of it.
7. What Are My Super Customers Searching For?
Your Super Customers are the people who are most likely to buy from you, those people who are a great fit for your business. Thinking about your Super Customers, what are they looking for on Google right now? What are they struggling with? What do they need this time of you? What’s going on in their life right now that they need your help with? And what can you put together for them? Whatever it is, how can you tap into it? Go!
Any time you get stuck or sales dry up, ask yourself these questions – there is always a way to get sales flowing. Asking yourself these questions will spark something in that big brain of of yours and get you fired up – it only takes one good idea to turn a business around and you are more capable of doing it. Just keep asking yourself the right questions and the sales will come!
Claire Mitchell is a best-selling author of the Awesome Marketing Planner and founder of The Girls Mean Business, a mum and business owner. She has been featured in Marie-Claire, The Guardian, Closer Magazine, Essentials, The Huffington Post and on the BBC.