Be sure to join in on the sales inspiration no-charge/no obligation telecall for anyone wanting to increase revenues and get some moral support and attitude protection. This is not one of those calls that introduces an expensive program for you to buy – I’ve been offering these calls for over a year and invited clients, prospects, and blog readers to it simply to offer ideas and inspiration and make selling easier, more fun, and more effective.
Selling can be a tough job, or the easiest job you’ve done. Attitude and knowledge are the key. Stop making things as difficult and make plans to try some new things in 2007 to help you shorten your sales cycles, improve revenues, and prospect smarter.
On Monday we will talk about 3 ideas for gaining new prospective customers, or what I call, “net-new” opportunities. In other words, not farming your existing customers, but uncovering opportunities where you didn’t look before, or if you did look, you missed some key signs. In a conference call classroom, we’ll talk about:
1. Launch a campaign with existing good customers – as you follow up and work with existing clients, ask them about potential referral opportunities and then act on these.
2. Begin a drip marketing program with your alliance or referral partners. Identify 10-25 of your best referrers, or those who you would like to refer you, and plan a 3-letter-then-phone-call campaign. Let them know what it is that you really do for your customers, with stories and proof – then commit to learn what it is that they do – and try to find referral business for THEM. Yes, if you focus on them first, you will gain new referrals – not necessarily from them, but from others. It just works that way.
3. Identify three other ways to increase your prospect base. You might buy a very targeted list, join in on an on-line network, or plan weekly coffees or lunches with those who are well networked and interesting.