Tips to a Successful Sales Strategy
To be successful in sales calls for deliberate, thoughtful activities and is the result of a well-developed and well-executed sales strategies. You can’t sell here and there. You can’t pick up the phone when you have a minute. Sales requires a strategy, a process, a way to proceed that you can measure and monitor. Sales is something you have to commit to on an ongoing basis. It takes persistence, energy and focus.
Think of the sales process in terms of bike riding. When you ride a bike you have to gain momentum. When you first start to pedal, it takes extra energy to get the bike to move. Once you’ve been riding you develop a flow; you can even glide at times. As you ride you build up steam. And when you hit a hill it is easier to climb it because you already have that momentum going.
That’s what an effective sales process is like. Starting out takes extra energy. You have to put the plan in place and start the ride. Once you get that energy going, it becomes easier to maintain. You still have to pay attention to what you are doing, but sticking with it and realizing results becomes easier the more you pedal. However, if you start and stop, and start and stop, you’ll be exhausted … and have nothing to show for it.
The following guidelines can help you create your successful sales strategy:
1. Identify your target market and focus your marketing campaign on reaching this group. Make sure your market is large enough to get your business rolling and generate sales. Develop lists of potential individuals to follow up on and convert into regular clientele.
2. Determine which outreach methods you will use to promote your business. Outreach methods may include cold calling, emailing, introductory letter or postcard, social media such as LinkedIn and reaching out to your networks. The goal is to create an opportunity to meet with the prospect.
3. Come up with questions that will help you learn more about prospective clients’ business practices, interests and needs. It is not the time for you to talk endlessly about your product or service. If they look like a qualified prospect, provide them with a quote. If they don’t, walk away.
4. Deliver on the services or products you promise to prospective customers and build a solid business relationship. The sales process does not end with the sale.
5. Monitor your progress and take note of how well your strategy is working. Identify what worked and what did not work. If you are not where you want to be, adjust your strategy with new plan to help you achieve your goal.
Implementing a sales strategy will help keep you focused and on-track with your goals. It makes the entire sales process manageable and momentum is built with each step.