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what are trade actions? Examples

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When designing a marketing plan it is essential to dedicate the necessary time to define the different types of sales strategies that we are going to use. After all, the ultimate goal of any company is to sell more.

But in order to sell more, it is not enough to have a nice shop window or a good website. We have to define a series of strategies that will allow us to achieve our commercial objectives.

Therefore, in this article you will be able to understand what commercial actions are, their importance and some examples that you should take into account when presenting your sales strategy.

what are commercial actions?

A sales strategy is a strategic process that is designed with the aim of achieving commercial objectives. You should know that a company's sales strategies will be aimed at:

  • Being known.
  • That they buy from us.
  • That our competitors' customers buy from us.

  • That our current customers buy more from us.

It is also important to understand that our action plan is not limited to following a single strategy, but can and should combine different actions and sales strategies.

We must be aware that this document must always be alive, so the strategy must be reviewed on a recurring basis in order to adapt it to the constant changes in which we live.

When you are creating your strategy, don't forget to focus your commercial actions on your buyer persona, i.e. your ideal customer, taking into account their habits and behaviours.

How to create a good and successful sales strategy

If you are wondering how to make a sales strategy, you should know that there is no single answer to this question. In fact, the action plan that will define your sales strategy should be adjusted to the characteristics of your business and products.

However, there are a number of specific principles, actions and tools that can help you build a successful sales strategy.

  • Believe in what you sell

Ninety percent of sales is conviction and 10 percent is persuasion. In fact, the first thing you need to sell successfully is a strong conviction in the product you are selling. Such conviction implies not only enthusiasm for the product but also a strong knowledge of the product. Without such conviction, it is impossible for your sales strategy to work.

  • Use a variety of sales strategies in your action plan

Talking about a sales strategy does not mean that all your sales actions will be cut with the same scissors. In fact, it is essential that your business plan includes several sales strategies that allow you to respond to each of the moments in a relationship between the customer and your company.

  • Synchronise your sales tactics with your marketing initiatives

Strangely enough, many companies do not put their sales and marketing strategies on the same footing. While it is true that there are differences between sales and marketing in terms of the tasks that each area performs, the ultimate goal of both is the same: to convince consumers to buy your products.

For this reason, it is very important that your sales strategies are synchronised with your marketing strategies.

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  • Build a sales message that generates needs in your customers

Many companies build sales strategies around a message that is limited to a simple presentation of the features and benefits their products offer. However, such an approach is incomplete and does not help you differentiate yourself from your competitors.

Instead, the message of your sales strategy should tell a story that is able to connect your products with the needs, tastes and emotions of your potential customers. This message needs to be consistent and should be used in all communication channels.

  • Focus your sales strategy on expanding your business

Much of your marketing and sales efforts are directed towards acquiring new customers, but this is not the best sales strategy, especially when the customers you already have are the ones that have the greatest impact on your profitability.

For this reason, we suggest that you focus your sales strategy on expanding the activities of your existing customers through a message that helps them understand why they should continue to use your products, why they should pay more for some of them, and why they should continue to evolve with your brand.

  • Focus on selling an experience

We live in a world where the concept of "experience" has become so prevalent in sales that it is important that your sales process delivers experiences that enrich the customer with new ideas or information that was unknown to the customer before they came in contact with you. This should be the foundation of your sales strategy.

  • Show the product in a real context

Showing the product in a real context is one of the most commonly used sales strategies in e-commerce. In fact, this is one of the most popular sales strategies for clothing in recent years.

  • Use a blog to support your sales

A blog is one of the best tools you can use to boost your sales as it helps you improve your organic positioning, highlights the features of your products and forges a more intimate relationship with your customers that will help you, among other things, to improve the branding of your business.

  • Invest in your social media

Whether you like it or not, social media has become a fundamental marketing and sales tool, which is why investing time and resources in your social media accounts is one of the best sales strategies you can use today.

If you know how to use social networks you will realise the power they have as a communication channel with your customers, as a showcase for your products and promotions and as a means to improve the reputation of your brand.

Taking all these actions into account and the tools that are nowadays at your fingertips, you will be able to create, plan and carry out a very good commercial action that will translate into an increase in your business.

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