Revenue a little slow? Sales nowhere you’d like them? Wondering what you need to do to get budget? Why not pick the low hanging fruit? What’s that you say? Easy and quick sales that are close to your front door and cheaper and faster to realise than new prospects turned into new clients.
Here are 7 places to look:
1. EXISTING CLIENTS
Yes clients you are already doing business with. A no brainer you say? Then why don’t you look here to boost your topline? 10% the cost of new converts and four times faster. We are leaving money on the table, when we could be serving them better, up selling add-ons (chips with that?) and finding our way to other departments and offices we never knew existed.
2. FORMER CLIENTS
Notice that some customers have gone missing over the years? Do we know why they are former clients? Well do something you should have done when you first noticed. Give them a call. Whatever it was, if there was something, is probably forgotten and you might even jag a new purchase order or job with the call.
3. ORPHANS
Left behind by a long gone sales rep and clogging up the 3-drawer file cabinet that no one visits these days. Like buried doubloons of a long gone Jack Sparrow. Go on. Make contact. I dare you?
4. REACH YOUR CLIENTS AT LEAST EVERY 90 DAYS
Make contact with your clients at least once every 90 days by email, phone, call or drop in. Research has shown if you don’t make contact least once in 90 days, they will forget you were ever a client and ever lived on the planet.
5. GIVE ‘EM FREE STUFF
Everyone loves free stuff. No not the crap you pick up in the markets in Bali, but quality branded promotional merchandise product that many distributors make available. Don’t leave them in the cupboard, get them out working as silent salespeople for your brand and product. Your clients are likely to feel honoured, love the stuff and reciprocate with a new sale.
6. FOLLOW UP, FOLLOW UP, FOLLOW UP
Amazingly 45% of initial contact with prospects aren’t followed up. Quotes are prepared and emailed and then left to wither without a whimper. Statistics show that very few sales are made till after the fifth and sixth contact.
7. DON’T SEND A QUOTE OR PROPOSAL BY EMAIL
Get up and drop off your hours invested proposal to your prospect. Use any excuse to hand it face to face (was just passing or I just want to explain/clarify a point with you). I know plenty will not agree, but the 20% who write 80% of the sales will!
For More Information
Post by Keith Millar, Gazelles International Coach & LIMA Australia Member.
Reach Keith on 0412 513 882 or at keith@millarinc.com.au
