Increasing Sales

By: Phil and Doris Davidoff

There are only three ways to increase sales:
1. Get more clients.
2. Get each client to buy more frequently.
3. Get each client to buy more each time.

These three objectives should be the focal point of your marketing and sales programs. Your advertising, promotion and sales solicitation programs must focus on attracting new clients. Seeking referrals from satisfied clients will help as well.

You must maintain regular communications with your clients if you want them to buy more frequently. Marketing experts recommend a minimum of 12 contacts (at least one a month) per year to remind clients that we can meet their needs. The best way to do this is by email.

Selling the complete travel product can increase the amount a client buys each time. We cannot let our clients go home and book hotels, car rentals and other services because we forgot to ask.

While the three objectives are simple, designing and implementing strategies and tactics to achieve them is a complex task - one that provides constant challenges which can only be met with continuous, consistent efforts.