Direct selling is a form of person-to-person selling where sales representatives market products outside of a fixed location. Direct sales representatives provide products and services directly to the consumer. Some representatives have sales support from product suppliers, while others must implement their own initiatives to increase sales. The latter must develop strategic plans and techniques to increase sales.
Direct sales representatives can increase sales by improving customer service efforts. Satisfied clients are more inclined to tell friends and family about the positive aspects of particular product or service. The opposite is also true. Poor service leads to product cancellations, refund requests and an overall bad reputation. Direct sales representatives can keep clients satisfied by implementing good customer service practices. Keep client interests at the forefront of each interaction. Understanding client’s needs, immediately resolving customer issues, and following up with clients to ensure they are thoroughly satisfied are other ways you can improve customer service.
Direct sales representatives can increase sales by broadening marketing and advertising initiatives. Traditional advertising methods such as print media are effective to an extent but may fail to target the growing population of consumers who use electronic and social media for information about products and services. Social-media marketing is a cost-effective advertising tool that allows sellers and consumers to interact with one another through electronic technology such as social websites, smart phones and interactive hand-held media devices. Sellers can target a wider customer base by using new advances in technology.
Training and Development
As the business climate evolves, old sales techniques that involved cold calls and hard closes are not as effective as they once were. Direct sales representatives can increase sales by improving their sales ability through training and development programs. Training programs help you improve sales skills by focusing on the value proposition of the products and services sold. Training administrators base programs on the needs and experience levels of individual sales representatives.
Direct sales representatives can improve sales by implementing cross-selling practices. Cross-selling involves offering clients additional products or services that complement original product offerings. Clients may be unfamiliar with the entire product line. By cross-selling, you introduce new products to clients and increase the average amount of the sale at the same time.