DON'T MAKE A BIG MISTAKE!

Did you make some resolutions for 2020, way back on 31 December?   No doubt profit and cash and getting ahead were in there.   Then, along comes The Virus and now you might as well just give up.

Okay, not going there!   You still have goals and you need to focus on being more positive in your outlook.

The Goal is More Sales - Plan how to get the sales you want

A revenue goal (because that's where everything starts) is a destination, and you can get there early with a plan.   The Actions needed to achieve sales goals faster are:

Measure your sales activities

What is measured, improves.   Choose 3 or 4 metrics and monitor them closely, perhaps:   time on prospecting per week, number of appointments, number of appointments that convert to a sale, (average) value of a sale, etc.   See how you can improve them.

Monitor your Funnel/Pipeline

Always have some prospects, distant, nearing, ready, or however you define prospects.   It can now take 11 contacts to get a sale.   Watch the funnel to see where you most need to focus to stay on track.

Improve your Close Rate

The higher the close rate the fewer new leads needed to reach Goals.   Look for ways to improve the rate.

Reduce the length of your sales process

Look to qualify opportunities throughout the sales process, and follow up frequently.   This could save time lost on prospects who you're sure won't buy.   Don't discard them but keep in touch until they are ready.

Increase your average sale

Simply, "Would you like fries with that?".   Offer something extra in the proposal, an item they might find valuable based on their needs.

Align with people who can bring you leads

Make a list of those who interact with your prospects and network with them.   Work with these 'centres of influence' for mutual advantage.

Ask for referrals

Referrals are a great way to get more clients, and have little cost.   Have a goal of asking clients for say two referrals a week, and make sure they know your preferred client type.

Don't accept a first 'no'

Persistence pays-off, stay in touch with different content or offers.   It might not be a 'no', but really mean 'not yet'.

Prospect consistently

You always need new opportunities, so schedule time every week for prospecting, whether traditional or digital.   Follow up leads quickly, network, even cold call to create awareness.

Look forward to prospecting and sales

It might not be fun, but your attitude determines your altitude, and your overall 'can do' confidence could influence prospects to want to work with you.

Another year is about to start, make the most of it and use these actions to achieve your sales goals.

Marketing to a preferred/desired customer

PS:   There are three main customers in the Customer Pyramid and you need to match your marketing to the customer class it works best on:

A) The Perfect 10

Super and high value clients (meaning high-value to you).   These customers need a deep relationship and the establishment of your credibility with them, so the marketing needs to be very customised.

B) The 'Dream 100'

Medium-sized clients.   A well planned but more standardized campaign, aimed especially at the needs of this target client.

C) The Wider Audience

Lots of much smaller clients.   More automated and generic.

Pick the right marketing and follow-up strategies for the type of client you are seeking to attract.   We'll follow this up soon on fast ways to improve profits and increase cash.