What tasks will increase the volume of passive sales?

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In this section, we will present a general algorithm that changes in accordance with the characteristics of consumer behavior and the specifics of the market in which the company operates.

There are three main stages in the implementation cycle:

Attracting consumers.

Working with an interested client.

Processing of an existing a complete list of unit mobile phone numbers database customer (who has already purchased the product).

Stages of retail store sales:

the consumer visited the store;

the customer made a purchase;

processing the buyer (who has already purchased the product).

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In the latter case, to increase sales volumes, three tasks must be completed:

increase the number of requests/visits/consumer appeals;

increase conversion (the number of purchases from the number of requests/visits/customer requests);

work with clients included in the formed database.

When analyzing different ways to increase sales volume, consider these tasks separately, because they will require the use of different methods and tools to complete them.

Typical challenges that arise when trying to increase passive sales volume:

Managers do not fully process clients who have already made a purchase.

There is no comprehensive program to attract new customers.

Work with customer requests/appeals is carried out ineffectively.

Tools designed to increase visits/requests/consumer requests are being used incorrectly.

Identification of customer visits/requests/appeals is ineffective.

There is no comprehensive analysis of the effectiveness of the methods and tools used by the company to attract new clients.

Working with the store's offer or its assortment is not carried out effectively.

Once these issues are resolved, the volume of passive sales will certainly increase.

How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:

I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.

And I know that such leaps are always the result of painstaking work in five areas:

Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.

To get this growth, download our step-by-step template for increasing sales from the site:
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How to Make Passive Telephone Sales More Effective
If a consumer calls a company, it means that he is already interested in purchasing a product. And the correct behavior of the manager during a telephone conversation increases the cost of the order by about 20%.

Most of the responses that a company receives as a result of direct marketing come by fax or phone. This is the trend observed in the USA and European countries. Based on this, we can conclude that the phone is one of the most effective tools of modern direct marketing. This mechanism also refers to passive sales, since the initiative here is not shown by the seller, but by the buyer himself.

You can get all the benefits of passive telephone sales when it is done by highly qualified specialists. Companies often hire hundreds of managers to receive and process incoming calls every day for many hours. And at the same time, cross-selling and up-selling methods increase their turnover by 10-20% compared to the buyer's initial plans.

Up-sell (increasing the cost of the order) – the manager motivates the client to spend a larger sum of money in a specific store. The buyer is offered to purchase additional services and goods or a more expensive model of the product he has chosen.

Cross-sell (cross-sales) – a company employee motivates the buyer to spend more money on product categories other than the product he has chosen. Sellers offer related products and components.

Passive sales — an example of a real situation in one of the private clinics. Call center operators received incoming calls and passively processed them. Conversion (the ratio of those contacting the patients to those making appointments) was quite low — only 0.24. The head of the clinic decided to fix this and set a task for his subordinates — to double the conversion. He brought in specialists from a training company to write effective call scripts. The conversion rate increased to 0.32, but it was not possible to reach the required 0.48. Therefore, the head of the clinic decided to introduce “cold calls” and the operators began to independently call patients listed in the database, actively offering services. At this point, sales went from passive to active.

As a result, the employees showed resistance. They came up with various excuses: "this lowers the status of the clinic", "we need more training" (although almost all of them were good, experienced specialists in the field of handling telephone requests), "clients don't like it" (the information was not confirmed during the patient survey), etc. Only 1/3 of all operators were able to reorganize and effectively carry out "cold sales". But even this was enough to increase the conversion to the required 0.48 within three months.