Traffic is Only ONE Performance Indicator

This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:

1. See More People

Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proactive in creating opportunities rather than waiting for them to happen.

2. Sell More People

Close more of the opportunities you see. Look at your selling skills to identify areas for improvement. These skills can always be enhanced:

• Asking Discovery Questions: Understand your customer’s needs and priorities.
• Powerful Solution Presentations: Show and talk less, focusing on key benefits.
• Handling Objections: Get better at addressing concerns with confidence.
• Being Tenacious: Ask for the sale and follow up until you get it.
• Scheduling Appointments: Make it an active part of your strategy to secure future sales.

3. Sell People More

Increase your average sale by adding on (selling multiple items/products/services) or selling up (better quality, higher-priced products). By enhancing the value of each transaction, you maximize each customer interaction.

Focus on What You Can Control

Get better at closing the opportunities you DO get rather than being concerned with the number of customers who walk through the door. Focus on close ratio and average sale and the actions needed to improve those metrics. These are selling skills that are within your control, unlike external marketing efforts that drive new traffic.

Now, go close more sales!

oxo
Jody

PS: Want to master the art of closing sales with confidence? Check out our Sell It or Schedule It program! It’s designed to help you maximize every customer interaction, whether you're closing the deal today or setting up the next opportunity. Learn more here and take your sales game to the next level!