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With four months left in 2018, our sales training clients in Vancouver, Edmonton, Calgary and Toronto are refocusing on what they can do to drive more sales into this year. Keeping things simple is always a great idea. Let’s give you a clear direction going forward.
It doesn’t matter what industry you’re in. When it comes to generating revenue, there are only 2 ways to make more sales. Your ability to focus on each of them will determine your success in exceeding your 2018 sales targets.
There’s a reason that your existing client base is listed as the first priority. You have an established buying relationship with your current customers. They already see value in purchasing your products and services and a phone call or email to them will most likely be returned. Yet this tends to be the most overlooked category to drive more sales.
Perhaps that’s because many Professional Salespeople consider that one of the highest levels of success occurs when a decision maker turns into a buyer. The prospect now becomes a customer. For that to occur, your client had to buy you first and your product second. Nothing is more rewarding than the feeling of being trusted as your hard work turns into a sale.
So why stop there? Why elect to put your client relationship on cruise control while they continue to buy other products and services that you carry from other suppliers? Ask yourself these questions:
Strategies and tactics are an important part of sales success. That process is called Management by Objectives – a Sales MBO. It all starts with a specific goal.
Goal: Increase sales to my existing client base in the last 4 months of 2018. Feel free to quantify the increase for added impact – 5%, 10% or 15%
Strategies: How will I accomplish this goal?
Tactics: What actionable steps do I need to take with deadlines to support my strategies?
Here are a few examples of strategies that have worked very well with our clients.
By doing these actions, you are practising great account management. While we all love lucky breaks, we cannot rely on mistakes made by a competitor or other reactive happenings. Your sales success will come from proper planning, preparation and implementation.
While growing your existing client volume is the primary way of driving more sales, prospecting for new clients is a strong second. While it’s much easier to have conversations with existing relationships, prospecting is a regular practise for top-producing Salespeople. Sales attrition and account loss is inevitable and too many Salespeople panic prospect when losing clients. This is one of the 10 Most Common Mistakes Made by Salespeople in our book SHUT UP! Stop Talking and Start Making Money.
Smart Salespeople follow these guidelines:
Here’s why this is important. Prospecting is a task that many Salespeople subconsciously look for reasons to postpone. Servicing an existing client seems like a great one. After all, you must take care of current clients, right? Your prospecting appointment has a goal of scheduling many appointments with new customers. Find a way to do both without automatically sidelining your efforts to establish more buying relationships.
Research every page of the company website in detail to find VBR nuggets. Do a Google Search on the company and the buyer (if possible) to gain insight. Read the first 3 pages of organic search to discover announcements, press releases and other valuable information. A LinkedIn Company page with a listing of all employees with Profiles attached is yours for free by simply putting the company page into the LinkedIn search engine.
For example, if you’re selling software solutions to accounting firms in Vancouver, a simple Google search of those keywords will reveal the cities most prominent firms. However, what if your product is designed to give smaller firms an edge over competitors? Check out the bottom of the first page of my Google Search.
Searches related to accounting firms in Vancouver:
Google and LinkedIn are incredible free sales tools that can fast track your prospecting efforts by allowing you to proactively engage with the right clients eager to hear more of what you have to offer.
The most successful Salespeople work with a top-down and bottom-up strategy. Here’s our definition of both:
Sales success occurs when the two meet in the middle. What do you think? Please let us know in the comments section below. If you liked this article, feel free to share it on your favorite social media platform.
The sales techniques we write about are the basis of our training. Check out our book SHUT UP! Stop Talking and Start Making Money available on Kindle and paperback on Amazon. We’re having a September sale on Kindle for $4.99 Canadian!
Our online sales training program The Sales Skills Incubator is on sale this week for $50 off at $149 Canadian including taxes! It’s a comprehensive 8-hour course with a downloadable workbook for practical implementation in your specific sales role. Take the free trial on Chapter 1 – The Stigma of Sales.
Dave Warawa – PROSALESGUY