Grow Your Sales by Growing Theirs
Towards the middle or end of every week, I start thinking about my sales tip for the following week. What will I talk about? What’s the theme? What sales challenges am I hearing about in my conversations during Sales Vault workshops and in the community forum?
The days before Labor Day weekend are sneaky quiet. My experience has been this is the calm before the storm as people are grabbing the last days of summer, getting their kids in school, and retooling for the fall. This is the time of year you hear me say, “The three most important prospecting months of the year are September, October, and November. What you do or what you don’t do during that roughly 90-day period will determine how your 2022 ends.”
During last week's "Office Hours" ( a weekly Zoom workshop where everyone brings one sales challenge to the call) one attendee asked:
“What would be a good marketing message to send out?”
Others gave their input as I thought about my answer.
The same advice I give to my Sales Vault clients — to create a sales plan for the next 90 days — is relevant across all industries. So, why not send that same message?
My tip this week is to sell your prospects and customers on the idea that if they create a short-term plan for new business generation (using your products and services, of course), they too can finish the year strong and come flying out of the gates in January.
Remember, the goal of this, or any marketing approach, is to engage the customer in conversation. That’s ultimately what you want; to learn the needs and challenges and goals and obstacles of your prospects and customers. Only then can you come up with a solution.
So, as you are thinking about how to best drive some sales momentum in the months ahead, you might include bringing this same theme to prospect and clients.
You can solve YOUR problem (that of driving new business) by solving the client’s problem.
But, then again, when is that NOT true?
Every sales challenge you’re facing has been solved by someone else. For $45/month, you can find ideas, inspiration, and continuous sales growth through The Sales Vault community. For more information, go to SalesVault.pro. I can be reached at 781-934-7036 or firstname.lastname@example.org.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.