Many of my TAB (The Alternative Board) members have been concerned on how few leads they are getting, and how consumers and businesses are putting off buying because of the uncertainty of the economy. Perhaps it is time to turn back to the basics to get more leads, and referrals. We have gotten very reliant on the New Wave of Internet marketing, networking, and referral marketing. No one believes more than I about getting sales by networking and referrals. Its fun and its easy, and it makes you feel like you are doing something. After all, who likes cold calling. However, times are difficult, and sometimes we have to get back to basics with quicker solutions than these new low cost marketing tools can give us. My suggestions are as follows:
Business owners and managers get out of the office and tell your present customers how much you care. Don’t rely on your salesperson being the only contact point. Help your salespeople look for low hanging fruit.
Do not allow the downturn as an excuse for you not to reach your company goals. Be positive, realistic and show everyone that you are willing to take Action to make things happen. Let your competitors worry about the economy.
Make a list of all your old contacts, prospects, and customers. It should not matter if it has been a year or 5 years.
Stop waiting for the phone to ring. Stop whining. Have your sales people make appointments with themselves to call potential leads and old customers at a set time, for a set period. NO EXCUSES. Just imagine if your salespeople were assigned to make 60 calls a week which is 3 hours to old leads, new leads, or past customers. All they need is one new customer, and it is worth the time investment. I have one client that set aside an office without a computer, or other distractions and demanded that the sales people sign up 3 hours a week just to make phone calls. Her sales jumped immediately.
Ask your customers why they do business with you and how you can service them better or find solutions to customers needs.
Really hone in on your Sales Process where it is breaking down, and ask your sales group how it can be done better. Get their ideas and their commitment.
Your comments are welcome and appreciated. As always, this is just a guide to help you grow your business and your sales.
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