Alternative Sales-Generating Methods: When Direct Sales Tactics Just Aren't Enough

So you're looking to bring in more revenue for your company, and need it quickly. Those in the marketing field will suggest coming up with an irresistible offer...which nearly always translates into the word "sale". The one major issue with that is the fact that many sales, although good for the company and its bottom line, aren't always beneficial to the customer.

A sale normally begins with a business-related situation you need your client to help you solve. You need more revenue, and you possess extra inventory. Or maybe you simply need to make your quota, or you need to move merchandise and make space for new items. By conducting your sale, you want the customer to take care of your situation. Of course, this isn't necessarily a bad thing; many good business relationships are formed on this need, as there are clients who need something from you as well. In this circumstance, it's a win/win situation.

But when you build your offer around something other than the bottom line to include something they truly value, the client will approach your offer differently. It becomes far greater than just another transaction. It's the beginning of a relationship that can generate more sales both now and down the road. The client's main concern is invariably how the merchandise or service will make their life easier.

If your clients are purchasing your knowledge, by emphasizing that expertise you give them more motivation to purchase your service. For example, if you're work lies in the ad copy field, you can tell your current and prospective clients you've just closed an ad copy deal that earned X amount of dollars for a certain company. This way, clients see that doing business with you will bring them similar success...and you didn't have to offer a single discount.

It's human nature to want to be accepted or part of a group. They want to be accepted. By reshaping your offer to mention how popular your product or service is amongst your target niche, you are in essence providing customers another reason for wanting to purchase from your company.

A lack of supply for something greatly in demand is another motivation for prospective clients. You can express it in limited quantities, a limited time, or even a limited edition. Or you may want to consider a program for preferred customers, where only they have access to the product. No one likes to feel as though they're losing out, which can evoke a very strong motivation.

These are only a few options to consider aside from the direct sale route. If you're seeking a motivating offer, begin with what drives your clients to purchase from you, then highlight these factors. You may find these alternatives even more effective than a direct sale.