Three Goals that Win You More Sales in Just a Few Hours a Week
Are you struggling with sales plans?
Sometimes it is really difficult to find the right focus. There are so many opportunities it can be difficult to concentrate on just one.
Also, preparing a new sales campaign can take a lot of time and effort. It can be difficult to make the right space when you have a crowded week. So, with that in mind, here are three ideas for sales that are really quick to put into practice. Better still, they don’t take up much time so you should be able to achieve sales quickly.
You current customers and business network are a great source of new leads. But most sales people do not make the most of them. So set yourself a referrals target: aim to win five new referrals from your network every week. As this activity beds in, this should give you a new client every one to two weeks, as long as you are receiving the right quality of referral.
2. Lapsed/dormant/inactive clients
Most printing companies have a long list of clients who are not active. It is often assumed that these customers have gone elsewhere, are no longer interested in print or have simply gone out of business. Focusing on contacting lapsed customers can often bring in substantial amounts of business within a short time frame.
3. Upselling clients
Sadly, many of our clients just aren’t aware of all the services that we offer. So it can be very productive to spend a few hours each week contacting all your clients and prospects and informing them about one of your services that you do not currently offer. This can be a rolling project: as you finish telling everyone about one service or product, start telling them about another.
All of these goals make excellent 12-week sales projects
Find out more about 12-week sales projects in my previous article.
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my recently launched book which gives you full instructions on how to create a successful 12-week sales project: "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."