When I started my own business over five years ago, it wasn't because I wanted to work more. Like most entrepreneurs, my goal was to create a business that allowed me to have more time while working less so I could do the things that I enjoyed!
 
But that didn't happen!
 
Initially I found myself working more hours and making significantly less than I had at my corporate job.  Can anyone relate?
 

Plus, my stress level was even higher which was hard for me to believe!  On top of that, I was working in isolation to get this business up and running with little support. 
 
And then I had the following thought, "There just HAS to be a better way."
 
So I started to study other successful people in my industry that I wanted to model.  That's when I discovered that there was definitely a better way to work less and sell more!  So, now I want to share these secrets with you. Whether you are a sales professional or an entrepreneur, my three favorite tips can help you too and I believe they cross industries..
 
Secret #1:  Find a Niche
Your Target Clients and Strategic Partners need to know what you do.  When you offer a myriad of products and services, prospects can become confused about that you are really selling. 

So, whether you work for a company or you are a sales professional, understand and be clear on your niche area.  Remember, every successful company is clear about that niche area that they serve and has a clear message to promote it.

For example, when I changed my company name from Potential Quest, Inc. to Sales Coach Now, people stopped asking me what I do because they knew immediately! 
 
Secret #2:  Get in Front of Your Target Audience
If you want to increase your sales but work less, you need to figure out how to get in front of more Target Clients. Some common ways you might be able to do that include speaking in front of live audiences (either in person or a tele-seminar), hosting live events, delving into Social Media and Online Marketing. 

 

I don't know of any business that can't use at least one of these to grow their sales by being in front of more qualified prospects.  Get creative by brainstorming with some trusted colleagues and I guarantee you will come up with a new way to attract your Target Clients to you!
 
Secret #3:  Increase Each Sale
Another thing you can do to work less and sell more is to create new packages and or raise your prices. First, when you think of creating new packages, you might want to consider ongoing packages that will keep clients involved with your product or service for more than just a one time purchase.  This could be a membership package or even a club of some kind. 

 

In terms of raising prices, you want to be very careful about this, but it might be time for you to consider that.  Often people will not raise their prices during a recession because they fear losing clients, but sometimes you will get even better clients who are glad to pay your fees and who pay on time. 
 
Action: Go through each secret above and take at least one action. See what happens!
 
Imagine that you are on vacation without your laptop, dreaming about how you are going to spend all of your money!  Take the steps and make it happen for yourself! 
 

© Potential Quest, Inc.
WANT TO USE THIS ARTICLE? You can use this article in your e-zine or web-site as long as you include the following complete statement: Ursula Mentjes, M.S., ACC is the founder of Potential Quest, Inc., Sales Coach Now, and the author of Selling with Intention. Ms. Mentjes has helped clients double and triple their sales revenue in as short as two months! If you want to do the same, then visit her web-site at www.potentialquest.com or www.salescoachnow.com and subscribe to her e-zine by sending an e-mail to contact@salescoachnow.com with "Subscribe" in the subject line.

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