How to Increase Sales for Small Business


Steve Thompson

Feb 6, 2022


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Every entrepreneur should understand how to increase sales for small businesses before the startup's launch. Your initial business plan should include a sales and marketing section that outlines your strategies. These ideas can evolve after learning from customer feedback. Here are essential points to know to increase small business sales.

1. Learn From Listening

Employees listening to their customer

Be aware of what motivates customers to support your brand. In time you'll learn how to increase sales for small businesses by collecting market feedback from existing customers and prospects. It's imperative to understand your customer and provide excellent customer service, which involves listening to them carefully. Once you're familiar with how your target market likes to spend their money, you can develop endless marketing strategies tailored for their needs.

2. Stand Out From Competitors

One of the essential steps to boost sales for your product or service is identifying your target audience and giving them something no one else can. Study the market and become aware of the holes that may create new opportunities your competitors have overlooked. You can grow your business by distributing marketing materials in geolocations where they matter. The key to increasing your customer base is to be persistent and resilient at defining your niche and how your particular solution improves people’s lives.

3. Let People Know Your Story

Good storytelling mixes information with personality at the heart of every successful blog. If you have expertise in your field, share it in blogs and social media. It will help you build authority with Google, rewarding in-depth original content and punishing sites with thin, useless, or duplicated content.

Run a periodic content audit on your sales and marketing campaigns, business profile details, and what you post on social media platforms. Make sure each landing page on your website has a call to action for visitors to learn more information, make a purchase, or contact you to ask questions. Many times customers are ready to purchase once they get answers.

4. Develop a Growing Email List

Successful digital marketing in the 21st century has been built on growing an email list. First, you'll need permission from each potential customer to send them promotional materials regularly. The Federal Trade Commission requires such consent to reduce email spam, as those who don't comply can face several thousand dollars in fines.

Growing your email list can be achieved by creating social media profiles and interacting with followers on Facebook, Twitter, and LinkedIn. Once people make your email list, you might divide your market into sectors based on your priorities. Many companies prioritize sending emails to their most loyal and responsive followers.

5. Create Rebuttals To Customer Objections

The first time, just because a prospect rejects your product or service doesn't necessarily mean they have zero interest in it. Remember that "no" doesn't mean "never." It merely means the prospect is not ready to buy, perhaps because the offering is completely outside their experience or they haven't heard enough convincing information yet. They might also be holding out for a better price.

For each of these rejections, you should create a response that addresses their hesitation and how the product or service still might serve their needs. If the price is too high, find out what price is just right for them and put it in your notes for further analysis. If they simply show no interest, find out what their interests are. Refer them to a partner who might someday return the favor to you.

Some marketing companies go overboard with rebuttals and annoy prospects, especially on the phone. Remember not to be too aggressive and to maintain a friendly voice. Don't be the 20th-century used-car salesman acting like all that matters is closing deals. Learn what each prospect wants and try to fit them into your ecosystem of business relationships.

6. Deliver More Than You Promise

Whatever you promise in your email marketing adds surprises to your package. That way, the prospect might feel more special and develop a closer bond with your brand right away. In the old world of one-size-fits-all marketing, the game used whatever sales techniques existed to gain customers. Integrity might have been part of the sales puzzle then, but now it's more important than ever.

These days consumers are looking to develop relationships with brands they trust. To build that trust, you must get their attention regularly with offerings that go beyond their expectations. Perhaps the best way to approach this issue is to simply develop a fantastic package and promote just a few of its benefits. Let the customer discover some of the benefits on their own.

7. Offer Promotions That Draw Attention

Lightbulb with a discount % symbol

Package deals and free trials often attract mobile users in the digital age. That's important because mobile users are the readiest to buy, particularly from a local establishment. Sometimes all it takes for a local establishment to win new customers is to offer discounts through digital coupons. You might go one step further and create a campaign that encourages prospects to promote your brand to others, such as giving away T-shirts and hats that display your logo.

Setting up a rewards program for your most loyal followers has proven to work for big airlines and small companies such as independently-owned restaurants. Consumers embrace exclusive memberships that give them access to exciting things that are difficult to find elsewhere.

The more creativity you put into your promotions, the better chance you'll attract new leads. Even small business managers can learn from modern marketing pioneers like Steve Jobs how to talk about your products and services in a way that captures people's imagination. If all your competitors run dull, generic campaigns, you have a fantastic opportunity to disrupt the market with innovative ideas from brainstorming with your sales and marketing team. By exploring small break room ideas that bring your sales team closer, you can craft endless meaningful promotions and rewards programs.

8. Use Multiple Channels For Brand Promotion

Instead of debating which form of communication works best to get the word out about your brand, plan a multi-channel approach that includes:

  1. Word-of-mouth promotion
  2. Email marketing
  3. Social media advertising and engagement
  4. Web presence with a blog series
  5. Cross-promotion with other bloggers
  6. Online advertising such as pay-per-click (PPC)
  7. Search engine optimization (SEO)
  8. Traditional media advertising (radio, TV, print)

9. Explore Unique PR Campaigns


Other avenues to explore for exposure include presenting your brand at a trade show or through a webinar. Journalists often attend these events to discover new ideas and inventions to write about. The more positive press you can get, the better because many local news organizations still have enormous audiences. Consider associating your product or service with a community event, which can generate valuable media coverage.


Understanding how to increase sales for small businesses will give you an edge over competitors who try to run a firm without a clear sales and marketing plan. Stay focused on how people use your products or services rather than just the products or services themselves. Be ready to adjust your sales strategies based on collecting real-time data on your existing customers. Learn how to sync local listings as an effective sales strategy for your business today!

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