Designing Sales promotion strategies

Principled implementation of sales promotion programs in the short term will have many benefits. The most important results of sales promotion are presented as follow:

  • Advertising strategies for sales offer a series of programs based on offering a free product or selling with a discount. This strategy can attract many customers.
  • Advertising and sales promotion strategies to introduce a new product are very effective. Some new customers of a company’s products need an incentive to buy that product. These same customers can become regular customers in the long run. Offering discount programs for more sales will have positive results.
  • One of the sales promotion strategies is to reward the current customers. Certainly, sales success does not appear in the first purchase. Businesses need to implement various strategies overtime to keep their customers loyal. Discount coupons, for example, are an example of such a program.
  • Sales advertising programs are very diverse. On the other hand, these programs can be designed separately for each business. What is vital in developing sales promotion strategies is implementing the best practices and techniques that will ensure the success of your advertising.
  • To get positive results in sales strategies, it is better to attract the audience; Inform them about the product; Consider a reward for your purchases, and then run the sales phase of your product or service. To find out which strategies are best for your business, you should seek the help of a sales expert.

For a sales promotion strategy to be successful there needs to be a plan in place. When you design a sales promotion strategy, you need to make sure that the company is getting the best return on investment and good marketing exposure in exchange for the promotional part of the strategy. If a company is using a buy one, get one free promotional strategy, then there needs to be sufficient return for the item that will be given for free to make sales promotion a success.

Reaching Sales Representatives

  1. Determine if you want the sales promotion to be a short-term or long-term promotion. For a product just being introduced, you will want to use a long-term promotion to help establish the product in the sales representatives’ minds. A product that is at the end of life would be a short-term promotion as you are trying to get old product off shelves.
  2. Create a spiff-based promotion for your product that will entice sales representatives to want to push your product. The spiff can be done on a per-unit basis where every unit sold gets a bonus, or you can create a spiff based on volume where the bonus is not paid until a certain volume of sales is reached.
  3. Develop a registration system that will require sales representatives to sign up to be part of the sales promotion. The registration will not only track sales volume for each representative, it can also be used as a contact database for future sales promotions involving sales representatives.
  4. Create marketing material that outlines the complete program to sales representatives, gives registration information and offers sales pitch information that representatives can use when trying to sell your product.
  5. Stay in touch with registered sales representatives with weekly sales pitch information updates, and updates on how each representative is performing in the promotion. This will help to stoke the competitive fires among the sales representatives and drive revenue.

Promoting to Retail Customers

  1. Focus your promotion on one product, or one family of products. If you make the promotion too broad, then retail customers may get confused and not participate. If the promotion works for one product, then you can replicate it for other products as well.
  2. Determine which kind of retail sales promotion strategy you want to use. Some of the popular retail promotions are buy one, get one free as well as free sample, buy a product and get a free accessory or a mail-in rebate.
  3. Create a comprehensive set of rules for the promotion and include those rules on all of the promotional material. Work with your company’s legal department to ensure that the rules of your promotion are complete and effective.
  4. Develop a website where customers can register to receive promotional rewards and find out more information about the product and company. Ask customers to give their email address for future promotions. Designate a toll-free phone number where customers can call and ask for more information on the promotion.
  5. Create a retail display that gives all of the details of the promotion to be placed in all of your retail outlets.


Step 1: Discovering Your Purpose

To design a good sales promotion campaign, you need to define the goals of your small and large business clearly. Do you plan to increase sales of a particular product, or want to have a larger audience? In your plan, you need to think about how to attract customers? And how to evaluate the data obtained from them.

Step 2: Get to know your audience

The second step in designing the best sales promotion campaign is identifying your audience. Think about how your audience is behaving. What do they care about when buying products? How do your customers spend their time?

If you can get to know your target audience better, you will have more control over their consumption behaviors, and you will design your sales page campaign accordingly.

At this point, it is important to know what attracts the audience to your product; You have to offer a unique feature that makes customers choose your product to buy.

Step 3: Determine your financial budget

Your goal in designing a sales promotion campaign and strategies is to make a profit from cost-effective methods. To do this, review your previous campaigns and see how much or how much you have allocated to them.

To better design, an advertising strategy and campaign, first determine your budget. Consider a specific fee so that you can run your programs accordingly.

A good campaign is cost-effective and can cover all sales and marketing programs. You can modify or expand your advertising programs over time.

Step 4: Use good media

Now you know who your audience is and what message you want to convey, so you need to choose effective and promising media for your advertising.

Investing in advertising media should be cost-effective. Implement sales promotion strategies from the suitable media at the right time, so you make sure your message reaches the audience.

Do not forget to evaluate your advertising campaign to make sure that it progresses in each period. Understand the challenges of designing an advertising and promotion strategy and seek professional help to solve them.

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