It’s the end of the first quarter for many, and sales may be down. How can we rev up for not just more, but better sales opportunities?
It may take some creative focus – here are some ideas to help get you out of neutral and into drive:
1. Review your existing pipeline of sales opportunities – what do you have to work with? Go through each one and review with someone who can ask you questions about the opportunities to help you qualify them. Why is there a stall, or why do you have missing information? Track down anything that you don’t have an answer for.
2. Look at existing clients for additional revenue opportunities – this is a quicker solution than any other, since existing customers already know you and trust you (and hopefully like the value that you are bringing to them). If they need any additional services, help them out and that will help your sales numbers.
3. Ask for referrals. It may seem tough at first, but really, if you believe in what you are doing, and are passionate about the value it offers your clients, then ask for referrals from only those clients whom you really like working with. This way, you can honestly say to them, “I really enjoy doing business with you – and wish more of my customers were like you, because you are (rattle off those things that you like about them). Do you have colleagues or business partners like you who would also be great to work with? I’m always looking to expand my portfolio with great clients.”
If they say “gee, no… can’t think of anyone” – at least you have just given them an authentic compliment – and if nothing else, they will probably keep their eyes open for another referral opportunity. At most, they could actually name off one or two companies they know who could use your services. You have NOTHING to lose by doing this – and a lot to gain.