M&M’s are usually a color coated, sweet shelled, melt in your mouth not in your hands candy… but today they are the start of a 10 step series I have put together over the past 15 years while in various sales, manager and owner positions throughout my career.
M&M’s = Master More Sales | 10 Steps to help your business sale in lean times
Step #1 – “Know thy customer”
As we all know in the sales world we almost never make the sale in the first, nor in the second attempt (of course depending on the business such as: retail stores) but for the most part it has become essential to create, keep and maintain an open line of communication. In the old days it was 21 day files, follow-up sheets, cold calls and thank you letters. Today it is the High Speed Informational Highway of Facebook, twitter, google+, LinkedIn and the thousand others we could mention. If you aren’t connected socially with your clients… it’s your own darn fault, the tools are there, you just have to implement them and quit procrastinating the fact.
With so much information at your fingertips one should know the in’s and outs of their clients… if you don’t know how, partner up with an office veteran that does, watch a youtube video tutorial but do something. Understand what you’re selling. Does a car salesman not know what engine, features or safety facts each car on the lot has? Of course they do as it builds confidence and trust that you are looking out for the clients best interest in all aspects and not just their pocketbooks. Play through different scenario’s or watch how other sales people in the office handle their situations… you can only utilize experience if it’s actual gained knowledge no matter how it’s acquired. Don’t be afraid to roundtable and meet daily as a whole, group ideas through discussion can generate more possible marketing strategies in one day than one can accomplish in a month by themselves (that’s a 30:1 odds difference).
None of this works though if you do not create a daily repetition that assures consistent, successful and directed contact towards the main priority… “The Sale”
There is nothing wrong with the old ways and must be integrated into daily use with new technology to be effective… 21 days files should now be a desktop organizer/calendar, follow-up sheets should be done via blogs, eBlast, email marketing, re-tweets and Facebook interaction to name a few. Your cold calls should not be cold at all… with as much information and interaction you can do with your clients online, this should make calling them a breeze (you can always find something helpful to offer to generate a call to a client, just be personable), and lastly… keeping this M&M’s performance tool sheet by Bucsko Design & Logo close by to utilize future sales building prowess and knowledge to Master More Sales.
What to expect in the next 9 Blogs of M&M’s:
#2: 10 Guidelines for Success
#3: 10 Codes of Sales
#4: How to spot the Buyer
#5: 7 steps to successful follow-up
#6: Utilizing Social Media to Boost Sales
#7: My 3 most Potent Sales/Marketing Strategies
#8: Do they trust you? Probably not, but I can show you how in 24hrs
#9: All that work… now make them feel obligated, you’re worth it!
#10: No more talk… Master More Sales