1. I ONLY Spend My Time on Sales-Related Activities – I don’t call factories (other than for price negotiations). I don’t collect past due accounts and I don’t deal with proofs/tracking/etc. I meet with clients and prospects. I network, volunteer, and socialize in circles that can connect me to business and sales opportunities for Swag Coach and On Sale Promos.
2. I am Organized – I use Drop Box to keep my client files organized. I know what they have ordered in the past, what I have proposed or priced before and where things are. Being organized helps me to quickly and easily make sales. It also allows me to efficiently track my progress.
3. I Use a Weekly Sales Scheduler & Track Goals – I created a weekly calendar which breaks down what I am doing every day into hourly chunks. It ties directly into my goals. It helps me focus and get back on track when I lose focus. It also tells me what I should be doing from a sales activity standpoint and who my targets are. I set goals and review them constantly. Some of these goals include sales, gross profits, # of meetings with decision makers and proposal pipelines. Keeping track of my progress helps me stay focused and motivated.
4. I Sell Strategically – I choose a target market (or 2), learn the buzz words for that industry and then sell myself as an expert in that area. I am not offering everything to each client. I am a professional and present myself as a marketing partner who can help my clients do their job better, faster and more effectively, because I KNOW their market.
5. I Leverage Social Media – I connect with my top clients and contacts on LinkedIn. I then ask them for referrals to their networks. I share what’s going on with my business and life so it is about more than just asking for business. I share my goals online so my network can help me achieve them. Check out my LinkedIn page and you will see what I am talking about.
6. I Hook People Up – in a business way! When I see or read about a topic that might interest a client or prospect, I forward it to them. If I meet someone who could be a good contact for my clients, I make the introductions. I give referrals and help others with their own businesses and careers. I mentor and coach. I pay it forward. It’s all about the give and take. I convey good karma and energy … while staying top of mind with my network.
7. I am Incredibly Responsive – When I meet with a client or prospect, I thank them and include a summary of the meeting, within 2 hrs of the meeting or at least the same day. At tradeshows I recap my leads the minute the show is over and send follow ups. Often times while the show is still going on for my client. Do you know how many times someone who is buying from me will thank me for being so quick to respond? I deliver on the same type of service I would expect and my standards are very high.
8. I Use eCommerce and Technology to Grow My Sales Pipeline – At the click of a button, any one of my clients or prospects can order a free sample from my website. Within 3 minutes, I can place an order for my client online and close the sale. I automate the thank you and follow up process (where appropriate) by using technologies such as Hubspot. Buyers are getting younger and younger and have grown up on the internet. What are YOU doing, from a technology standpoint, to make it easy on your clients and prospects to buy from you online?
9. I Build Long-Term, Meaningful Relationships – I have clients who have worked with me for 15+ years. Not a few of them, hundreds of them. I am focused on building relationships because with the relationship comes the sale. I don’t even ask for the sale. For example, I take my clients to lunch and it’s a tradition that they choose the restaurant. I tell them to pick someplace nice that would be a treat for them. Some place they typically wouldn’t go. It’s something they can look forward to. It’s also a chance to connect and learn about one another. What are you doing to build long-term, meaningful relationships?
10. I Focus on Scalable Sale Opportunities – Think about growing clients that you can eventually offer a company store to or orders you know will come back over and over because you are in the supply chain. The more the client grows, the more your sales grow. But only if you manage the relationship correctly.
Did you notice one thing I DON’T DO? I will give you a hint … it has to do with the price of the product.
Thanks for taking the time to read this! If you would like to schedule a call to discuss this approach with me in more detail, I am always available at email@example.com