“Success seems to be connected with action. Successful people keep moving. They make mistakes but they don’t quit.” – Conrad Hilton, American hotelier and founder of the Hilton Hotels chain.
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell, sales expert.
Every successful business person has to be part salesman. Sales are an essential part of every organization. Here are some tips (or reminders for most), to help keep your sales on track:
- Have a customer profile or Avatar. Ask yourself, who is your prime candidate to be a client? Who can your product or service help the most?
- Always prospect for new clients. Based on your customer profile, you prospect to the most likely customers.
- Sales are more a probabilities game than numbers game when you understand your more likely prospects.
- Be a good listener, and develop the habit to ask good questions. Sales is 80 / 20, with listening being the 80%.
- Understand the Buyer’s Journey, as in how long it takes your potential clients to make a purchase. You can structure your sales process and follow up to the timeline of the sale.
- Typically it takes 7 touches of a prospect (7 contacts) before a sale happens.
- Cold Calling has a very low (%) chance of success to contact person you need to reacH to make a sale, but still can be very effective to people willing to do the work.
- There are methods to increase the contact odds for a cold call. Call first thing in the morning, as you are more likely to reach the decision maker. Do research before you call, to have more info on the prospect and make the conversation
- LinkedIn, Google, and company website are all good sources of information on potential prospects. You can also research their name and company for articles they may have been in.
- Email marketing still has more similarities these days to cold calling, due the massive amount of emails most people receive in a day. You need to script your email with offers that break thru the noise.
- Anybody you cold call should also get an email (or even regular mail) as a support follow up. Again, more touches, more possibilities of response – without being harassing of course.
- Have an unsubscribe feature on your email marketing to respect wishes of people who do not want to be contacted again.
- Everyone does research on the internet, so it is likely prospects responding to you will visit your website or LinkedIn profile. Both should have your company info, bio and contact information. Tell potential customers what you do, and how you can help solve their issues.
- People usually do like surprises, so make them feel comfortable. When pitching potential clients, use a timeline to show prospects how the process with you works.
- It is good to always be learning more as new techniques come out. Some famous sales authors to study and read: Zig Ziglar, David Sandler, Tom Hopkins, Dave Kurlan
- If you need more help or reference, there are plenty of sales trainings, and consulting books / services. Sandler Sales Training, and Dale Carnegie Training are common ones.