Anti-crisis Management: Real Ways to Increase Sales

During the crisis, sales in retail stores are inevitably falling, and especially now when the self-isolation mode has been introduced in most countries of the world. Are there free or low-cost ways to increase sales during the crisis? How can you motivate employees to sell more? In our article, we will tell you about the main anti-crisis actions.

Crisis: a time of new opportunities 

It’s easy to recognize the signs of a crisis. Profits are steadily declining, demand for goods in the store is falling, and the entrepreneur admits a disappointing fact: the crisis has caught up with his business. 

So far, no one understands how long the restrictions for business in the coronavirus will be, but one thing is clear – the situation will definitely affect all areas of entrepreneurship. 

But do not despair, today there are many effective ways to “stay afloat” and not only to survive the period of stagnation but also to benefit from the crisis for business development. 

And there are several undeniable “advantages” of the crisis: 

  • A large number of small enterprises and private entrepreneurs that have exhausted their potential immediately leave the market, which means that competition is becoming less and less; 
  • Business gets a “test of strength”, during which it will be clear which of its elements cannot stand the test and need to be replaced, and which of its elements remain, are strengthened and “sharpened”; 
  • Crisis is the best time to give business new impulses in development, its renewal, acceptance of new vectors in work. “Only strong and promising companies can survive the crisis, and only the best managers will be able to prove their competence and competence; 
  • In crisis conditions when each shop tries to sell more, to improve service level, assortment and to do everything that buyers returned, businessmen have an incentive also “to be better” competitors, to search for new ways of sale of the goods, to apply new decisions (online sale), to introduce new marketing strategies; 
  • Shop, which managed to “survive” the crisis, in the future work will not be afraid of any such phenomena. Based on the invaluable experience gained, after a period of financial instability, such a business certainly expects to take off and succeed.

In other words, all the crisis phenomena, sales reduction must be taken as a challenge of time and try with honor to get out of such a fight. 

In order to “survive” a period of financial instability, a company must think through and strictly adhere to its “anti-crisis plan”. 

There are different types of such programs, for example, it is possible to reduce costs:  

  • Reduce costs, staff salaries, reduce the number of purchased goods, reduce shop staff, etc; 
  • The second option is to increase the price of goods in the store. By increasing the markup, simplifying the packaging of goods, providing fewer related services, or buying goods for sale below quality, but at lower prices, you can also get some savings. 

Moreover, there are various ways to increase sales in a falling market: 

First of all, it is necessary to “let” the basic expenses to promote the store, advertising; 

Improve the quality of work of sellers and try to reduce unnecessary costs and expenses. 

Motivate the staff 

Many retailers during the crisis not only do not become active in order to sell more goods and bring more revenue but on the contrary, “reduce the turnover” in the work, motivating everything by the fact that “the crisis, people do not buy anything. 

If your store has not cut salaries, then sellers should not “complain” and justify their unwillingness to work. 

Try to make sure that only professionals are left to work in your store. Teach the seller to communicate with visitors, tricks and various moves so that no one leaves the store without buying.

Train salesmen. 

At a time of crisis, when businessmen note a drop in sales, it is really important to motivate staff to achieve high results. Experts advise not to save on personnel costs even in a crisis period. 

According to statistics, the vast majority of sellers can not tell you anything new and interesting about the benefits of the goods sold, the benefits that the customer will receive by buying products in your store.

Organize an assortment

It is not uncommon for entrepreneurs to pay little attention to changing and improving the range of the store, getting used to working “in the old fashioned way” with familiar products and suppliers. 

During the crisis period, it is necessary to change such state of affairs in root and try to reorganize the assortment of the goods of the shop as much as possible, excluding illiquid, nonseasonal, non-waste goods which are laid up for months in warehouses. 

Shopify analytics solution is striking: out of a hundred positions in the store, more than half of the entrepreneurs can refuse without affecting their business. 

Removal of non-waste goods from the assortment leads to a reduction of expenses, and the marginality of the company increases.

Invest in advertising and marketing. 

During the crisis, many businessmen try to pay more attention to logistics, document management, accounting, procurement of goods, but forget about advertising and marketing. 

This is categorically impossible to allow. It is partisan and viral marketing will help to attract the attention of a wide range of new customers to your retail store. 

Do not be afraid to surprise, empathize, entertain potential customers, develop original activities to attract customers. Arrange promotions, prize drawings, lotteries, give customers gifts.

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