SALES GROWTH TIPS FOR YOUR BUSINESS
If you’re ready to grow your business, generate more referrals, and create momentum in your market, these twelve sales growth tips will help you stand out, stay motivated, and bring in more of your ideal clients. Whether you’re a seasoned business owner, consultant, or professional, these proven strategies will sharpen your sales approach and deliver results.
1. Find Your Ideal Niches – Be an Expert or Specialist
People want to deal with specialists who deeply understand their needs. Focus on:
- The types of clients you love working with
- The problems you’re best at solving
- The industries or demographics where you get the best results
Once you’ve identified your sweet spots, tailor your messaging, marketing, and offers around them. Being a known expert earns trust faster and generates more referrals.
2. Match Their Pace and Style
Successful selling is about building rapport. Match your client’s:
- Pace – Fast-paced or slow and thoughtful?
- Style – Direct and results-driven or chatty and relationship-focused?
Use mirroring techniques to build connection. When people feel understood, they’re more likely to say yes.
3. Use Positive Questioning – Appreciative Enquiry
Shift your questions to make your clients feel great about engaging with you. That means:
- Starting with compliments and curiosity: “Wow, that’s impressive – tell me more.”
- Avoiding negative framing like “don’t”, “can’t”, or “won’t”
- Using affirmative listening cues: “I see,” “That makes sense,” “Interesting…”
- Following up with deeper questions based on their responses
Make every conversation a confidence booster for your client.
4. Be Persistent – Ask Again in a Different Way
Persistence pays off. Most people don’t say “yes” the first time.
- Don’t give up after one try – follow up with value
- Use different angles or rephrase the offer
- Think: “No” often means “Not yet”
Keep asking, politely and positively. Consistent follow-up is a top sales superpower.
5. Hand Out Three Business Cards at a Time
Referrals are easier when you make it easy for others.
- Give out your cards in threes: “One for you and two for your friends.”
- Make sure your card explains what you do and who you help
- Have different card designs if you serve different markets
A small card or flyer can spark a big opportunity. Always thank any referral – what gets rewarded gets repeated.
6. Send Cards to Your Clients Throughout the Year
Show appreciation and stay top-of-mind with regular personal touches:
- Mail out cards at Easter, mid-year, Spring, and Christmas/New Year
- Include 2–3 business cards and a one-page update or “Annual Report”
- Share helpful tips, family/business news, and a thank-you message
Old-school mail stands out in today’s digital world.
7. Create an Awesome LinkedIn Profile
LinkedIn is your personal Google page. Make sure it’s sharp:
- Use a professional photo
- Write a keyword-rich headline and summary
- Fill in all the key sections
- Join industry groups and actively connect with others
When someone Googles your name, your LinkedIn profile will be one of the top results. Make it count.
8. Build Easy Alliances – Use the “Professional Satisfaction” Question
Want to grow your referral network? Ask:
- “On a scale of 1 to 10, how happy are you with your current accountant ?” (or other professional)
- If 8 or above: “Could you introduce me?”
- If 6 or below: “Would you like a better one?”
This opens the door to alliance-building and makes referrals easy and natural.
9. Join (or Start) Your Local BNI Group
BNI (Business Network International) is a powerhouse for structured referrals.
- Weekly meetings with local professionals
- A strong culture of giving referrals
- Get 50–100 referrals annually if you participate actively
At around $3,000 per year, it’s one of the most leveraged networking investments you can make.
10. Build a Team of Referral Partners
Create a network of trusted allies in related industries. Ideal partners include:
- Real estate agents, mortgage brokers, financial planners
- Conveyancers, accountants, buyers’ agents, developers
- Coaches, consultants, and family law professionals
Attend local business groups, chambers, or networking events to meet your ideal allies.
11. Thank Referrers Often – What Gets Rewarded Gets Repeated
Never take a referral for granted. Reinforce and reward the behaviour you want more of.
- Say thank you – quickly and genuinely
- Send a handwritten note, a small gift, or even a tasty treat
- Give feedback on what happened with the lead
Let them know who your ideal client is and how much their help means to you.
12. Diversify Your Income Stream – Recommend Extra Services
If you’re not offering complementary products or services, you’re missing out.
- Identify what else your clients need – finance, insurance, vehicle help
- Partner with trusted providers and share recommendations
- Use phrases like:
- “Have you considered…?”
- “You should really look at…”
- “I strongly recommend…”
Done with integrity, this increases your value and your income.
Want to Grow Your Sales Faster?
Dave and Brooklyn Staughton help professionals and business owners grow their revenue through smarter strategies, better systems, and powerful presentations.
Call us or contact us to book a sales growth session or explore more business-boosting ideas.
