Stop Waiting, Start Doing!

October 10, 2017


When salespeople are stuck or in a slump, many of them tend to…wait.

That’s right, far too many sellers just wait for things to get better.

Sales rarely get better by just waiting around.

Whether you’re a business owner or part of a company’s sales team, it’s important to keep your finger on the pulse of the number one activity that keeps your organization thriving…client prospecting.

New business and repeat sales both put money in the till but this won’t happen if you don’t have anyone to sell to. However, prospecting is more than just broadening your social network. It’s about finding who can and will buy what you’re selling. And, that’s a skill that you can refine and learn to use as an integral part of your work.

Let’s look a bit closer at those daily prospecting habits. There are four simple things you can do each day to refine those skills.

1. Pick Up The Phone

One of your most powerful selling tools is sitting right on your desk or is in your pocket as you read this. Pick up the phone and make a new call to a new potential lead. Successful people who are in the top ten percent of any organization will tell you that this habit is vital for finding new leads and turning them into customers. Not every call is going to result in a new sale. And, sales are not the only reason why you need to pick up the phone every day.

Talking to people builds your confidence and teaches you to fine-tune your listening skills. Click To Tweet

2. Send an Email

Another thing you can do to hone your daily prospecting efforts is to send an email to a prospective customer to follow-up on an earlier discussion. It costs you nothing but a few minutes of your time and the mere act of reaching out to someone helps to cement the relationship. Don’t fall victim to the “out of sight, out of mind” principle. Stay on your prospect’s radar. Remember that for every 30 days your prospects goes without hearing from you, they lose 10% of their potential value to you.

3. Rekindle

It’s easy for people to fall out of touch. Talk to a client you haven’t heard from in a while. A quick note or phone call is often all it takes to rekindle that business relationship you once had with a client. Doing so can result in some new and exciting leads. Reviving lost customers can be a profitable way to generate business now.

4. Call a Satisfied Customer

Call a customer that you know who is happy with your services. You can call just to say hello, you can share with them a business related tip, a link to a great news article, or you can even take the opportunity to ask for a referral or a testimonial. Satisfied customers—especially those that you have recently started to work with—have already seen the benefits of the product you sell or the service you provide. Staying in touch and maintaining your relationships is vital to your success.

When the going gets tough, the tough don’t just wait around! Your slump will not magically end by waiting for things to get better, they often will get worse! Take time each day to focus on prospecting activities that will bring you more success!

Let me know in the comments below, how do you encourage a struggling rep to get going and create more sales?

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/grow

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