13 tips for increasing sales

If you think increasing sales is all about working harder, think again. The smartest small business owners work smarter. Sales aren’t just about generating revenue — they fuel your entire business cycle. Strong sales enable you to reinvest in your operations, expand your offerings and build lasting relationships with your customers.

Understanding the sales funnel is key to working smarter. The sales funnel is the process of guiding potential customers from initial awareness of your business to making a final purchase. By targeting each of the first three stages — awareness, interest, decision — you can engage potential customers more effectively and ultimately drive them to the final stage: action.

You don’t need to overhaul your business strategy to increase your sales. Small actionable changes can make a big difference. Here are 13 strategies, sorted by the sales funnel stages, to help you work smarter and achieve growth.

Awareness stage

The awareness stage is where customers first learn about your business. Your goal here is to capture attention and make a strong first impression.

1. Maximize local SEO

If your business relies on in-person customers, focus on promoting your business locally by optimizing your website for local search results. Claim your Google Business Profile and include accurate business details, photos and customer reviews. Use location-based keywords like “best café in Portland” to improve visibility for nearby searches.

2. Create engaging video content

Videos are a dynamic way to introduce your business and products to new audiences. Share tutorials, behind-the-scenes content or product demonstrations. For example, a food truck might post a short video showing how their popular dish is made, attracting new customers online.

3. Host webinars or workshops

Educational events, whether virtual or in-person, position you as an authority in your field. For example, a personal financial advisor could offer a free workshop on household budgeting, showcasing their expertise and inspiring attendees to become customers.

4. Partner with influencers

Collaborate with influencers who align with your brand values and have followers in your target audience. A home décor store, for example, might work with an interior design influencer to feature their products in styled photo shoots.

Interest stage

In this stage, customers are deciding which options pique their interest. Your goal is to build credibility, provide valuable information and highlight your business’s unique advantages.

5. Personalize your customer interactions

Use customer insights to create personalized experiences that are unique to each individual. For instance, send tailored emails with product recommendations based on past purchases or browsing behavior. Customers are more likely to engage when they feel understood.

6. Feature user-generated content

Social proof builds trust. Share customer photos, reviews or testimonials on your website and social media. A gym might highlight before-and-after photos shared by clients, inspiring potential customers with real-life results.

7. Offer flexible payment options

Make it easier for customers to pay by providing options like installment plans or digital wallets. This can make your products or services accessible to a wider audience and encourage conversions.

8. Use chatbots for customer support

AI-driven chatbots can handle common inquiries quickly and effectively, helping potential customers get the answers they need without delay. For example, a chatbot could assist with finding product details or providing real-time recommendations.

Decision stage

At this stage, your customers are ready to purchase. Your goal is to make the process seamless and compelling.

9. Launch a customer loyalty program

Encourage repeat purchases by rewarding loyalty. For example, a coffee shop could offer a free drink after 10 purchases or a tiered reward system that unlocks greater perks over time.

10. Upsell and cross-sell thoughtfully

Increase the value of a single transaction by suggesting relevant upgrades or complementary products. Thoughtful recommendations can help customers build trust in your business while increasing retail sales. For instance, a tech retailer might recommend a protective case or warranty plan with a laptop purchase, adding value without being pushy.

11. Improve your mobile shopping experience

With many customers shopping on their phones, a smooth and secure mobile experience is critical. Ensure your website is mobile-friendly, with easy navigation, fast load times and one-click checkout options.

12. Stay aware of the competition

Identify what sets your business apart by studying competitors and conducting a SWOT analysis, which helps to determine your business’s strengths, weaknesses, opportunities and threats. In your pitch or messaging, highlight areas where your business excels compared to your competitors, such as superior customer service or a broad selection of eco-friendly products.

13. Keep your sales skills sharp

Your sales knowledge can make or break a deal. Regular training in negotiation, product knowledge and customer service ensures you’re equipped to close sales confidently and effectively.

Ready to boost your sales?

Increasing sales is about more than boosting revenue — it’s about building stronger connections with your customers and driving sustainable growth. By understanding your customers’ needs, refining your strategies and leveraging tips like the ones in this article, you can create a sales process that works for your business.

For more personalized support about how to improve sales, connect with a Chase business banker to explore tailored solutions. Additionally, visit the Chase for Business Knowledge Center for more resources.