How to Win New Customers in Four Hours a Week
Winning enough new business just to stand still let alone grow can seem hard
In my last e-mail we covered some of the barriers to being able to find the time to spending time on new sales. These included finding it difficult to say no or to delegate and not wanting to step out of our comfort zones.
In addition, winning new sales can be seen as time-consuming and difficult. But what if you were asked to win two or three new customers in the next three months? That is something that most of us would see as achievable. And it might be the difference that stops your business from going into decline.
But how do you actually win these new customers?
Introducing 12-week sales plans
What is a 12-week sales project? It is a plan that outlines all the activities that you are going to undertake in order to go out and win the right new clients for you. It has a detailed goal. And, much more importantly, it outlines how you are going to win these customers and exactly what you have to do each week.
For some people, wining two or three new customers may still seem like a tough challenge. But making a few connections on social media or asking for three new referrals each week is not so daunting. This is the sort of activity that does lead to new business.
Best of all, a 12-week sales project lets you measure what you are doing and the results you have achieved. You may not have won the customer yet, but you know that you are on track to win new business.
There are certain elements that make sure your 12-week sales project succeeds. I’m going to cover these in my next 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. 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 book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met." You learn all about 12-week sales projects and exactly how to create your own successful project.
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."