Sales - 2013 Archive

All through October we have explored Sales; we have looked at steps you can take to make an immediate impact on your sales, asked the question, "What is the attitude of you and your sales team when interacting with prospects," delved into the importance of developing a hot list and working the plan, and then laid out a call to action challenge.  Now, let's touch on the necessary energy and attitude that projects how you feel about what you are offering.

Last week you read about the Hot List and planning to fail. What did you do with those concepts?  

• Have you formulated a Hot List?
• Are you still planning to fail by failing to plan?
• Have you planned how to contact the list but just haven't had the time?

Whatever your response may have been, it won't change the fact that now is the time to take action. Make one call from your Hot List. Just one. We dare you.

Do you have a plan in place for reaching out to your potential or most likely customers or clients? If not, according to Harvey MacKay, "If you fail to plan, then you plan to fail." When you desire to grow your business, becoming clear on who you intend to reach and how you intend to reach them is of the utmost importance. There is one item that is essential as you plan to grow your sales - a Hot List.

What is your attitude with prospects?  Your sales team's attitude with prospects?  

In an effort to avoid being pushy and to avoid a “NO,” most business owners skip two vital elements of the sales process.  Below are the elements PLUS simple, effective ways you can make a difference in your sales process TODAY.

... We saw this sign while driving and just had to send a kudos to this business for working a pun and the start of asking for referrals into their name!  It's very catchy and sure to be remembered.

This month we have focused on developing a referral strategy by zeroing in on the art of proactively asking for a referral. Asking for referrals is known, as it should be, as a required element of a successful business. Yet, what we see time and time again is that most businesses do not have a proactive referral strategy in place. Referrals may come to them, but they've yet to develop the combination of habit and experience that is needed to have a true referral strategy in place. The result of not having a referral strategy in place? A loss of opportunity and at what cost?!

 

Take a moment and imagine if your business could double the number of referrals that come through your doors. How would your closing ratio be impacted? How much would your revenue increase? How would your sales process be impacted?

Referral gathering is as easy as asking for them. Here is a strategy that will help your business to "ask for" and then "gather" referrals. Do you currently use an agenda when meeting with your clients or potential clients? If not, start by considering using the one that will be...

A sample agenda designed to help business owners ask for referrals.

Last week we focused on creating a referral strategy and discussed the importance of proactively asking for referrals. Another important element of creating a referral strategy is making sure your business creates a quality experience that your customers are excited for their family and friends to experience.  This week we challenge you to think about these quotes and their corresponding questions that focus on both elements of a successful referral strategy: the habit of asking and creating the experience.