Know your 3. What I mean is know the 3 big businesses you want to land, the elephants. These will be high impact-to-your-sales-goal type businesses. Of these three you may only get 1 or even none, but if you don’t have targets you don’t know how to aim. So pick 3 businesses you really want to get into and know why you want them. Set a plan on how you will try and contact the owner. The objective in the beginning is to get an appointment with a decision maker. Who do you know that might know the right person? Have you checked reference USA or Linked-in to see if you have any useful information there? Do any of your current clients or networking contacts have a contact to help you? Would anyone mind writing you a business letter of reference to help you establish why they should do business with you? Track your plan and adjust it as necessary. You can land that big client; you just have to make sure it’s not by chance.
You cannot spend all your time elephant hunting, but the 3 you pick should be worth it to you. They can be year long or longer projects. Just getting to the right person is time consuming enough. I know I am making this seem like a huge process but its not. Just identify the target and do a little research. Be prepared for a long journey, but also be just as prepared if someone asks you a closing lead-in question. Is does have to take long, but it probably will.
Great Sellers can sell to top clients, medium clients, and entry level clients.
Showing posts with label tip of the week. Show all posts
Showing posts with label tip of the week. Show all posts
Saturday
Great Sellers Tip of the Week - Contact Sport
I am sure we have all heard this before, “In sales, you must contact as many people as possible to be successful.” This is certainly important, but part of that mantra is contacting the right people, the other part is knowing what you are going to say. Are you a person who is looking to cold call and sell something or are you the kind that is going to concentrate on deepening a relationship? Both have their places.
Developing the relationship.
If you are developing a relationship, make sure you call or email and mention nothing about sales most of the time. You will want the impact of you having an idea or desire to sell something not to be the expectation when you call. Your relationship will not blossom if they cringe at the site of your number on their caller ID.
I’m calling to sell you something
Make sure you have a connection of some sort to the person you are calling. try and get a referral. If you are calling dead cold, you need to make an impact in the first 2 sentences or your call is over. You will have to assume what the benefit is for the prospect before the cal, so some industry knowledge or research will be important.
It’s not just the phone
You cannot win at the contact sport of sales with just the phone and email. You will need to use your network, both physical network and your virtual one. In person meetings work as well, but don’t forget to embrace the preferences of those you are targeting and adjust accordingly.
How much is enough? You have to develop your own sales ratio, but if you want a place to start, in his book, “Never Eat Alone”, Keith Ferrazzi says you will not be successful in sales unless you talk to 50 people per day.
Developing the relationship.
If you are developing a relationship, make sure you call or email and mention nothing about sales most of the time. You will want the impact of you having an idea or desire to sell something not to be the expectation when you call. Your relationship will not blossom if they cringe at the site of your number on their caller ID.
I’m calling to sell you something
Make sure you have a connection of some sort to the person you are calling. try and get a referral. If you are calling dead cold, you need to make an impact in the first 2 sentences or your call is over. You will have to assume what the benefit is for the prospect before the cal, so some industry knowledge or research will be important.
It’s not just the phone
You cannot win at the contact sport of sales with just the phone and email. You will need to use your network, both physical network and your virtual one. In person meetings work as well, but don’t forget to embrace the preferences of those you are targeting and adjust accordingly.
How much is enough? You have to develop your own sales ratio, but if you want a place to start, in his book, “Never Eat Alone”, Keith Ferrazzi says you will not be successful in sales unless you talk to 50 people per day.
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