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Building Relationships for Increased Sales

In the world of business, success depends on one critical factor—making more sales. Whether you're an experienced entrepreneur or a startup, the challenge remains the same: how to boost your sales and revenue. To address this, we've gathered a comprehensive list of strategies to help your business thrive and generate more sales.



Sales Is About Relationships and Value


The sales industry often emphasises that it's not just about closing deals but also about building relationships and providing value to your customers. As Jim Rohn aptly put it, "Either you run the day, or the day runs you." Understanding your customers is the first step towards a successful sales strategy.



Understanding Your Customers



"If you are not taking care of your customer, your competitor will." - Bob Hooey, sales success coach

Begin by researching your target market, analysing customer behaviour, and tailoring your offerings to meet their specific needs. Encourage customers to provide feedback through surveys, reviews, or social media. Putting yourself in your customers' shoes can help you identify pain points and areas for improvement in your sales strategy.


Amazon, the world's largest online marketplace, is a prime example of understanding customers. They utilize customer data and personalized recommendations to offer a wide selection of products, competitive prices, and a convenient shopping experience, all leading to increased sales.


Suspicious Antwerp, a clothing brand, is another excellent example of a business that places great emphasis on customer feedback. They actively engage with their customer base to understand their preferences and needs.


By carefully listening to customer feedback, they refine their products and services, ensuring they stay in tune with what their customers desire. In practice, this means that with each new collection they release, customers will notice that the aspects they disliked in previous collections have been addressed. This not only leads to product improvements but also fosters a sense of trust and loyalty among customers. They genuinely feel that their voices are heard, and this responsive approach results in higher sales and a loyal customer base.



The Sales Funnel Model (AIDA)


"Make a customer, not a sale," advises Katherine Barchetti. To understand how customers progress from unawareness to purchase, businesses use the sales funnel model, which includes the following stages:


  • Top of the Funnel (TOFU): The awareness stage when people first learn about a product or service (ATTENTION).

  • Middle of the Funnel (MOFU): Interest arises as people seek more information (INTEREST).

  • Bottom of the Funnel (BOFU): The decision and action stage, where customers are ready to make a purchase (DESIRE & ACTION).

Crazy Egg, a website optimization tool, effectively utilizes the sales funnel model by providing valuable content like blog posts, case studies, and webinars to attract potential customers, creating interest and desire.


If we would use this model for a clothing brand, offering an introductory discount on first purchases can move customers from the top of the funnel to the bottom, increasing sales.



Interact Online with Your Customers


"Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.” - Brian Tracy, expert in Sales

Interacting with customers on social media and various online platforms can help businesses build relationships and trust. This can lead to increased sales and customer loyalty. By posting valuable content and addressing their concerns, you can create trust and loyalty.


Starbucks is a prime example of innovative marketing strategies, where they use technology and personalized approaches to engage their audience. The cornerstone of their strategy is their mobile app, which not only streamlines the ordering and payment process but also adds a layer of convenience that keeps customers returning.


In their marketing efforts, Starbucks has identified their three best-selling drinks: the Caramel Frappuccino, Vanilla Latte, and Iced Brown Sugar Oat Milk Shaken Espresso. Each of these beverages is marketed with a unique and tailored approach:


  1. Caramel Frappuccino: Starbucks presents the Caramel Frappuccino by emphasizing its sweet and indulgent flavor. Through visually appealing images and videos shared on various social media platforms, they create an enticing portrayal of this beloved beverage. To further engage their audience, Starbucks employs popular hashtags like #CaramelFrappuccino and #FrappuccinoFriday. Moreover, they provide customization options, such as adding whipped cream or extra caramel drizzle, allowing customers to personalize their experience to cater to individual preferences.

  2. Vanilla Latte: The Vanilla Latte is marketed through a multi-faceted approach. Starbucks offers the Starbucks Blonde Vanilla Latte recipe on their website, enabling enthusiasts to replicate the drink at home. They provide comprehensive nutrition information on their website, including ingredient lists and allergen details, promoting transparency and catering to customers with specific dietary requirements. To stimulate social engagement and create a sense of community, Starbucks employs hashtags like #VanillaLatte and #LatteLove. They also offer customization options, such as adding extra shots of espresso or selecting non-dairy milk alternatives, ensuring that every customer's unique taste preferences are accommodated.

  3. Iced Brown Sugar Oat Milk Shaken Espresso: Starbucks promotes the Iced Brown Sugar Oat Milk Shaken Espresso through a combination of in-store exhibits and distinctive signage, highlighting its rich and creamy flavor. Additionally, Starbucks uses their website and social media channels to visually captivate customers with images and videos that vividly explain the drink's flavor profile and customization options. To encourage social sharing and amplify their brand's reach, Starbucks effectively employs hashtags like #IcedBrownSugarOatmilkShakenEspresso and #ShakenNotStirred.


To Conclude


Remember, sales is about more than just closing deals; it's about building relationships and providing value to your customers. Incorporate these strategies to unlock your business's full sales potential and ensure long-term success.


If you're looking to grow your revenue by making more sales, reach out to our consultants at Momentum Consulting.


This article was written by Dan Kipoy (Researcher for Momentum Consulting)


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