NetWorthJax

In a booming economy there was a time where all you had to do is wait for your phone to ring to close a sale. In today’s economic times your phone might not be ringing as much as it has been or as much as you’d like so what do you do? Spending more money on advertising can put a major dent in your cash flow especially if sales are already low.

One thing we have all forgotten is what it took to build your business in the beginning. Remember those 16 hour days, the 100 phone calls a day, the one on ones you use to do with other referral sources, the thank you notes and the “over the top” customer service? Where has all that gone? We’ve all gotten spoiled to passive and reactive sales but where is the “proactive” approach we use to implement when we first launched our business?

It’s time to go “Back to the Future”. Now is the time to start doing those timeless things that worked in the past in order to secure your future once again. Since 90% of success is showing up, here are a few ideas that will put your future back in your control.

1. Get face to face with your prospect. Set a meeting in their office, over lunch or coffee so that they get to experience your passion and sincerity in person.
2. Don’t rely on emails to do all of your prospecting for you. The delete button is way too easy for your prospect to use. Plus, they are not that reliable. There are some emails I never received but the sender insisted it was sent.
3. Schedule a one on one with those that may be a good “referral source” for you. These are called Power Players. Power Players are those individuals and companies where referring business to each other is reciprocal. For example, a Realtor and Mortgage person often refer business to each other.
4. Prospecting may require you to leave the comfort of your desk. Ask yourself, where are my potential clients? Do I need to cold call? Do they attend networking groups? Can you meet them at socials or parties? Are their professional organizations I need to join? What industry would refer me the most and how can I get involved? Who do I know that can introduce me to someone in a specific target industry? Have you prospected your neighbors, family and friends? Does everyone you know, KNOW what you do and KNOW how to help you?
5. Ask for the sale. YOU may think people know what you do and people may THINK they know what you do but have you specifically asked for the sale or asked for a referral?
6. Answer your phone. I am always surprised at how long it takes someone to call me back. It makes me feel like they don’t care and they have all the business they need. In a day of overly used voicemail, your next BIG client is looking for a friendly voice not a pre-recorded message. If you don’t answer your phone, your competition will.
7. Don’t be afraid of competition. Weak sales associates run from networking groups where their competition is attending. People buy from people they know, like and trust. So, don’t be afraid to show them why they should know, like and trust you more!

Way before email, television, telephone and videos, the only way a product was sold is through a sales call or word of mouth. I’m not saying to ignore the futuristic professional tools we have now but what I AM saying is to use them to accentuate what you do and NOT to replace the basics you should be doing.

Your NetWorth has now been increased! Leave us a comment on your thoughts.

Filed under: Self Improvement by Terrell