What have you done to ensure your sales success? Everyone always wants the silver bullet to sales success but what I know after 30 plus years is that there is NO single action that you can do, but there are many small actions that lead to better results.
It seems logical that if you take a high-performer and promote them to manager, the sales unit will perform better. We have all seen this scenario play out. The young gun hits the ground running and transforms the sales expectations for the group. His performance is noticed by management and he is tapped to now lead the other salespeople to meet and exceed his own benchmark.
1. Ask your existing clients questions
The 80/20 rule is true. 80% of your sales probably come from 20% of your clients. How can you be of more service to your other 80% of clients? Let them know that you are available and ready to help them continue to provide solutions. Existing clients are usually your best source of sales growth.
2. Be positive
Everyone likes to start a conversation with “How are you doing?” It is a great question but no one like to hear how you wish it was better. I do not imply that exaggerating is any better, but what about using words like “Improving”, “Seeing an uptick”, or even “The market is picking up.” Instill confidence. Buyers want to buy from successful people.
3. Analyze last year
Take a look at last years sales numbers on a per client basis.
- Do you have a list of all of the individuals at the company that were part of the decision making process?
- Was there any solutions that they avoided that might be able to be addressed this year?
- What was the seasonality of your sales per month?
- Can you be better prepared by backwards planning?
4. Send an email
When is the last time you had any correspondence with your clients or prospects? Do you have a set schedule when you check in or follow up? Think strategically about how you engage your customers and watch your “tone” in the emails. Makes sure you are coming across in a genuine and helpful manner.
5. Call them on the phone
We all know that phone calls take more time. However some clients prefer to talk. Email can be very tedious and stressful for “talkers.” (Expressives) They are more prone to leave out the details. Understand the way your clients prefer to communicate. Make sure every conversation has a specific purpose.
6. Remind them of your relationship, connection or success working together
Engage your successful relationships with useful information in order to about continuing the momentum. Budgets and timing can be a critical factor in the decision making process, so stay ahead of opportunities by ‘reminiscing’ a little and how you can continue to be a resources that is focused on their success.
7. Lunch anyone?
Everyone eats. But conversations over lunch can become more relationship focused. Avoid business talk and share a little bit about yourself and make a connection deeper than the product and service. People like to do business with people with whom they feel they have a lot in common.
8. Share interesting reports or information
Keep notes on challenges that your clients face that you can not help with. This leads to opportunities to re-engage a conversation with information that is for their success only. You continue to gain their trust and become a valuable resource for their success.
9. Connect and endorse them on LinkedIn
LinkedIn continues to evolve into a valuable resource. We all get the reminder emails from LinkedIn so why not use them? The key is to be genuine in the interaction and only endorse from first hand information. As your professional relationship grows, you can offer to use your network to help them and vice versa. We live in a connected world, so embrace it.
10. "Thank you."
A simple handwritten note, email or phone call expressing your sincere “Thank you” goes a long way to build your character and commitment to the professional relationship. People are people and not numbers to your bottom line. Your commitment to them will be reciprocated through additional opportunities but also referrals to other potential clients.
At the end of the day, some sales may come down to the numbers but relationships add value beyond the bottom line, so be more than a number to your clients.
Move your sales to being about the people in 2015 and you will grow professionally, financially and personally!
