The 2 + 2 Method Adds Up to More Sales for You
Are you a sales pro looking for an easy way to get more meetings and opportunities? Thought Transformation’s 2 + 2 Method could be the answer. Here’s what you do.
Start by coming up with a list of contacts. They could be regular customers, occasional customers, past customers, prospects you are currently working with, prospects who told you "no" in the past, or cold leads. If you think they are a possibility for future business, they are worthy of inclusion on your 2 + 2 list.
Figure out your pitch using this framework:
- What problems would clients like to solve?
- How do you solve it?
- What is the outcome?
Let’s say, for example, your company has expertise in direct mail. Clients want to find ways to reduce postage costs (the problem). You can provide a solution to help them clean up their mailing list and take advantage of current USPS postal promotions. The outcome is savings for the client. Pitches can be delivered as emails, calls, or texts. Include an easy-to-grant call to action, like “Do you have 10 minutes for a quick conversation?”
Now you’re ready for 2 + 2, and this is why it is so easy. Start the day by picking two people on your list. Reach out using the contact method (email, call, or text) that works best for you. Right after lunch, pick two more people. Repeat the process and reach out to them.
That’s it: two in the morning, two in the afternoon.
By the end of the week, you will have reached out to 20 people. Do this for the next 10 weeks, and it adds up to 200 outbound selling touches. Do this for 6 months, and it adds up to 480 outbound selling touches. Do this for a year and, well, you get the drift.
Getting set up takes a little effort, but the rest is easy once you figure out what you want to say. Pushing out the message to two people usually takes less than five minutes, so it’s easy for sales pros to throw more hooks in the water — and ultimately get more bites.
Big success can start with small steps, so why not try the TT 2 + 2 Method? Reach out to two potential buyers in the morning and two more after lunch. Tap into the “make it easy and make more money” power from your cumulative efforts. It’s smart, simple, and helps you sell more.
- Categories:
- Business Management - Marketing/Sales
Linda Bishop is the founder and president of Thought Transformation, a national sales and marketing consulting group helping printers and other companies achieve top-line growth through a combination of strategies, tools, training and tactics.
Her expertise includes all aspects of outbound selling and account acquisition, account retention and development, solution selling, marketing, and aligning sales processes with marketing strategies. Most recently, she published The ChatGPT Sales Playbook: Revolutionizing Sales with AI and believes AI will offer sales pros new tools for achieving revenue goals.
Before starting Thought Transformation in 2004, Linda sold commercial printing for seventeen years, working as a commission salesperson for the Atlanta division of RR Donnelley Company. She was one of the top performers in the Atlanta marketplace and had annual sales exceeding $9 million.
Linda has a BS degree in accounting from Purdue University and an MBA in marketing from Georgia State. She has written several books on sales topics, speaks nationally on sales and marketing, and has published many articles.
