By SteveJensen
HOW TO
INCREASE SALES
- FAST
I
n a competitive
marketplace we’re
always looking for that
golden bullet – the one
thing that will increase
sales. Is it more marketing?
Improved advertising?
Getting better positioning
in the marketplace? Or is
it achieved by diving into
technology and creating a
better website, sales funnels
and auto responders?
The basics of business include knowing
your unique selling point, having a
marketing plan, and maybe even having
some great ideas.
Business operators should also have a
general idea of the marketing process,
including a strong call to action (e.g. a
price offer). These are the fundamentals
for operators.
What I will share with you is one proven
strategy that WILL increase your sales
when implemented correctly.
The Hawthorn Principle
I’ve tested this strategy all over the world,
and with different types and sizes of
health clubs and businesses, and I can
assure you it works. Best of all, its simple
and easy to implement.
The Hawthorn Principle stipulates that
you know and understand your KPIs
and benchmarks thoroughly, measure
them on a daily/weekly/monthly/
quarterly basis (depending on the KPIs
themselves), share them amongst all
team members, and have leadership
strategies in place to coach people if
KPIs are not being met. There’s a simple
saying I often use: “inspect what you
expect, or don’t’ expect it!”
Most business operators claim to know
this information, but the truth is they
don’t! And even when data is measured,
unfortunately most often the sales team
doesn’t actually understand what it
means.
This is why, measuring KPIs and your
numbers on a daily/weekly/monthly/
quarterly basis must be combined with
leadership.
to coach your team well, so they
understand them too, and can do a
better job if they are falling short.
By implementing this system, I assure you,
your sales WILL increase.
SO WHAT DO YOU NEED TO
MEASURE?
Here is a breakdown of the numbers and
percentages you should measure: -
1. Number of leads
The total number of leads you receive via
web, phone, SMS, Facebook etc. Break
them up into categories such as offline
(e.g. telephone queries or walk-ins)
and online (e.g. messenger, Facebook,
website, SMS).
2. Lead-to-sale percentage
Once you know the number of leads
you can calculate your lead-to-sale
percentage by looking at how many
leads you received versus how many
sales you made.
In other words, know what the numbers
are telling you, and then be able
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