Here's a good five-minute exercise to carry out. Present your sales message to a colleague. Then ask them to present it back to you. You’d think this would be a fairly simple thing to do. But you may be surprised at the results.
Profitable Printing Relationships
Depending on the research you read, upselling an existing customer is between seven and 20 times more cost-efficient than trying to win a new client. However, many sales people could do an awful lot more upselling activity. What follows is a quick list of nine easy ways to upsell.
If you keep doing things the same way buyers will start ignoring you. Buyers soon get used to what salespeople do. That’s why it is essential that salespeople are always doing different things. Buyers are much more likely to take notice if they see something that is a bit different. Technically, this is called pattern interrupt.
Are the contact details in your LinkedIn profile up to date? Many of the LinkedIn profiles that I have looked at recently did not have any contact details at all. Others had contact details from the past jobs. Some just had a personal email address. I wonder how often they are checked?
Often, we just don't go where our prospects are hanging out. I'm a great believer that we can all do more to go out and find prospects in new places. We need to spread our sales net. But going to where your prospects hang out is not enough.
How much time do you spend looking for new prospects? Many salespeople struggle to find enough new prospects to approach. What follows is a checklist of places where you can go to help you find potential new customers.