First, focus on your pipeline. We’ve talked about how you clean out your pipeline constantly over the past year so that you can get real on what is there, what isn’t there, and what your gap is so that you know how much work needs to be done. The next thing we need to do is get clear on how you’re going to communicate with all those leads. I want you to keep this one stat in mind: 92% of executives will not take a cold call.
[bctt tweet=”How are you going to communicate with executives if they’re not answering cold calls? ” username=”EngageColleen”]
You will need to use multiple types of media to reach them. The third step in having the best start to your year is to become efficient. If we have to take all of these different kinds of media and manage our day by using not just the phone, but email, texting, and social media, you got to create efficiencies.
Here’s what I suggest you do based on some real-life customer examples:
Use video conferencing. The Abobe Connect system that many of my clients use is one of the best ways to have virtual meetings with your clients. It creates efficiency because you don’t have to travel to meet with your clients in person. Other sales reps will be in the air while you’re closing deals below.
Use your CRM. This year, commit to putting everything into your CRM so that you have one place to look for all of your documents because that’s going to save you time. Adobe Scan can help you with this because if you’re scanning every document, you will have one repository and one place to find your documents. It will create hours of efficiency because you’re not looking for anything.
Automate as much as you can. A CEO that I follow on Twitter said that this is the year that he’s going to be running his entire business through his phone. How can he do that? One of the things that he can do is use software like Adobe Sign to put his electronic signature on all his future documents. If you can get your clients to electronically sign documents, proposals, or contracts, you can close deals more quickly and you can store them much more easily.
These are the three things you need to do to really get this year focused and moving quickly.
P.S. Are you a speaker, trainer, consultant or small business owner? Don’t miss my upcoming limited-attendance event on creating never-ending value client relationships, presented along with Alan Weiss in Miami Beach! Learn more at: www.EngageSelling.com/gro
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