Proactive Sales Tactics to Implement Now
Proactive selling is a game changer for distributor sales reps looking to elevate their business. Instead of sitting back and waiting for customers to come to you, being proactive empowers you to call the plays and create your own opportunities to close deals.
And shifting to a proactive model doesn’t mean completely changing gears, there’s a lot of opportunity in what you already do every day. Every time you interact with a customer you have a chance to upsell, cross-sell, and rake in more profits—no matter your role on the sales team.
Here are 5 hacks to bring to your routine interactions that will shift you from defense to offense and make you a team leader.
Hack 1: Start Each Day with a Customer Check-In
The Importance of Regular Communication
Regular check-ins are more than just a friendly gesture; they’re a strategic move to deepen relationships and create upselling opportunities. By reaching out proactively, you keep your branch top-of-mind and show customers that you care about their needs.
Types of Check-Ins:
- Abandoned Orders: Follow up on products customers showed interest in but didn’t purchase. Send a personalized message offering an incentive to finalize the order.
- Value-Added Offers: After a sale, check in to gauge satisfaction. Ask, “How did that product work out for you? I think this new model could be an even better fit for your next project.” This positions you as a trusted advisor and opens doors for new sales.
- Reminders to Reorder: Leverage order history to remind customers about products they frequently purchase. A simple nudge can lead to increased order value and repeat business.
Hack 2: Create Cross-Selling Opportunities
What Is Cross-Selling?
Cross-selling involves suggesting related products to enhance a customer’s purchase. In doing this you’re both driving revenue and strengthening your relationships — you’re not just taking orders at face value, you’re actively helping customers find better solutions.
Ways to Cross-Sell:
- Cross-Sell with Order Pickup Notifications: When notifying customers their orders are ready, ask if they need any additional items. For example, if they ordered a tool, inquire if they need any accessories or supplies to go with it.
- Cross-Sell in Sales Transactions: During sales, suggest complementary products that would help finish their projects. This could be anything from offering screws with a piece of furniture to suggesting paint with a canvas.
- Offer Product Bundles: Create attractive bundles that offer discounts for bulk purchases or complementary items. This not only incentivizes larger orders but also adds value for the customer.
Hack 3: Upsell with Every Order
What Is Upselling?
Upselling is the art of encouraging customers to purchase higher-end items. Unlike cross-selling, which focuses on related products, upselling is about enhancing the existing purchase. This is key to boosting revenue and wallet share without actually acquiring new customers.
Opportunities to Upsell:
- Suggesting Upgrades: Based on customer needs, recommend a higher-value option or related product that enhances their purchase. For instance, if a customer is buying a standard tool, suggest a premium version that offers additional features.
- Highlight Incentive Programs: Share ongoing promotions or loyalty discounts to encourage repeat visits and provoke them to invest in higher-value products. Letting customers know they can save through incentives increases their likelihood of spending more.
- Upgrade Follow-Up: After the sale, set reminders to check in and ask how their purchase is working for them. This is a great opportunity to suggest higher-end items for future purchases.
Hack 4: Alert Customers of Time-Sensitive Promotions
The Power of Urgency
Communicating time-sensitive promotions is a powerful way to remind customers of your offerings and encourage immediate action. Creating a sense of urgency can significantly boost sales
Ways to Make Alerts a Success:
- Create Urgency: Promote limited-time deals, such as “This week only, 20% off…”. Clear deadlines prompt customers to act quickly, leading to quick sales.
- Create FOMO: Engage customers through SMS marketing with exclusive deals. This not only keeps them in the loop but also makes them feel valued.
- Follow-Ups: After sending promotions, track responses and follow up with those who haven’t acted. A simple reminder can lead to conversions you might have otherwise missed.
Hack 5: Upsell During Order Fulfillment
Maximizing Routine Interactions
Order fulfillment shouldn’t just be a transactional touchpoint; it’s a prime opportunity for upselling. Turning these moments into sales opportunities can have drastic effects on your revenue.
Ways to Upsell During Order Fulfillment:
- Include Opt-In Invites with Orders: Attach promotional materials or QR codes inviting customers to join loyalty programs or SMS marketing. This creates avenues for future sales and keeps them engaged.
- Suggest Additional Purchases: While coordinating pickups recommend complementary items based on their order. For instance, if a customer is picking up plumbing supplies, suggest relevant tools they might need.
- Follow-Up After Fulfillment: Check-in post-delivery to ensure satisfaction. This can also be an excellent chance to offer future deals or ask about their next projects, keeping the conversation going.
How Prokeep Helps turn Sales Teams from Reactive to Proactive
Prokeep is a 2-way communication tool that makes contacting customers and selling easier by connecting text, email, and fax into one centralized workspace designed for active selling and distributor wins.
Prokeep will make you a winning salesperson by:
- Empowering Customer Check-ins: Prokeep’s centralized inbox allows you to easily follow up with just the press of a button. You can quickly text, email, or fax personalized check-ins about abandoned orders or post-sale satisfaction, and more, enabling you to be proactive and efficient in your strategy.
- Driving Cross-Selling Opportunities: With Prokeep’s available templates and easy-to-use workspace, you can offer additional products with ease during every customer conversation.
- Easy Upselling with Every Order: Prokeep keeps record of all customer interactions, empowering you to better understand customer needs and tailor suggestions to every individual. And with Prokeep’s centralized solutions, sending follow-ups only takes a few seconds.
- Mass Alerts of Time-Sensitive Promotions: Prokeep’s Broadcast Text Messaging feature is perfect for alerting customers about limited-time promotions. Through targeted SMS marketing messages, you can send out exclusive deals, track responses, and start conversations in a just split second.
- Driving Sales during Order Fulfillment: Prokeep allows you to automate order pickup notifications - the perfect place to include upsells and promotions where a customer is guaranteed to see them.
Prokeep’s 2-way communication hub is built for distributors and designed for easy wins. With all of these proactive selling hacks right at your fingertips, Prokeep will transform you into your team’s Sales MVP.
Eager to Show Your Strategic Side? Help Your Manager Elevate the Game
Is your manager ready to take the team to the next level? Our Sales Playbook is packed with proactive selling strategies that show you how to create your own opportunities to drive sales and make every rep a star player.
From turning daily interactions into opportunities for upselling, to cutting-edge tactics for proactive selling, you can download the playbook today and position yourself as a key player in your team’s success! Help your leaders elevate team performance and demonstrate your commitment to driving results today.