A friend of mine is a creative genius. Every thing I think of creating he has either done, attempted or "could probably do it pretty easily". He should be a multimillionaire with all the talent, brilliance and inherent skill he has. His portfolio of past projects is impressive and diverse and his desk is plastered with sticky notes, each with creative and viable ideas "to work on".
So why isn't he rich?
One BIG reason is he keeps saying "I'm no good at sales."
Sound familiar?
So many entrepreneurs struggle in the sales department. Many who do their own sales become very discouraged at results versus effort, while feeling like fish out of water the entire time. Other business owners complain that sales people they contract or hire promise the world and don't deliver. So many sales courses have great information, but few seem to make a real difference besides sparking renewed confidence for a brief period of time.
What is the secret to the sales factor?
Here's the #1 key:
Sales without a proper marketing plan in place is like walking uphill on rollerskates ... a whole lot of effort with little or no progress and much exhaustion and frustration.
If you hire a sales team and have no solid marketing in place for them, you cannot fault them for struggling, losing momentum and eventually disengaging. Your marketing should be aimed at your perfect customer to attract the right kind of leads to your sales team, who then do what they do best, leaving you free to do what you do best.
Here's the #2 key:
Marketing without a proper sales plan and follow up structure in place is like buying a new wardrobe, taking a lovely picture of it and throwing it away.
Your marketing MUST be followed up be consistent and targeted sales effort by people who CARE and believe in the value of what you are selling or it will simply be a permanent reminder of money and effort that amounted to nothing.
So why isn't he rich?
One BIG reason is he keeps saying "I'm no good at sales."
Sound familiar?
So many entrepreneurs struggle in the sales department. Many who do their own sales become very discouraged at results versus effort, while feeling like fish out of water the entire time. Other business owners complain that sales people they contract or hire promise the world and don't deliver. So many sales courses have great information, but few seem to make a real difference besides sparking renewed confidence for a brief period of time.
What is the secret to the sales factor?
Here's the #1 key:
Sales without a proper marketing plan in place is like walking uphill on rollerskates ... a whole lot of effort with little or no progress and much exhaustion and frustration.
If you hire a sales team and have no solid marketing in place for them, you cannot fault them for struggling, losing momentum and eventually disengaging. Your marketing should be aimed at your perfect customer to attract the right kind of leads to your sales team, who then do what they do best, leaving you free to do what you do best.
Here's the #2 key:
Marketing without a proper sales plan and follow up structure in place is like buying a new wardrobe, taking a lovely picture of it and throwing it away.
Your marketing MUST be followed up be consistent and targeted sales effort by people who CARE and believe in the value of what you are selling or it will simply be a permanent reminder of money and effort that amounted to nothing.
- Most sales leads are the result of marketing.
- Marketing enhances and authenticates your sales efforts.
- The two go hand in hand and one without the other is dead or very weak at best.
People will buy from who they know, like and trust.
- Marketing creates awareness (know),
- attracts people who identify with your message (like) and
- creates the impression that you have been successful enough at what you do to broadcast your abilities to the community (trust).
Follow that up with a personal and caring sales approach and you have the recipe for customer engagement, followed by tremendous word of mouth ... your least expensive and most successful advertising method.
By the way, if you've created a satisfied customer,
- ALWAYS ask for a testimonial and a few referrals.
- Ask your customer if you can contact them at a later date to see how your product or service is working out for them and then
- MAKE SURE YOU FOLLOW UP! Emails or snail mails should always have an easy way your client can supply feedback and a reason to. I guarantee the phonecall is more effective at creating customer relationships, loyalty and even more positive word-of-mouth. It also gives you a chance to ask for MORE referrals!!!
Anyone can sell as long as they CARE about what they are selling, who they are selling to and have consistent and caring follow up. With the right marketing methods in place and a targeted sales and follow up plan, you will have more time and budget to concentrate on developing all of your other BIG IDEAS for your business!!!
Want quick, effective and inexpensive sales skill development?
- Find out how you show up when you are in your own "Sales Mode".
- Identify your customer's "buying style".
- Learn to "style shift" authentically to serve your client more effectively.
Purchase CRG's Sales Style Indicator and unlock your Personal Sales Potential.
Online Sales Style Indicator (SSI)
Online Sales Style Indicator (SSI)
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