Sales is not easy. It’s a numbers game. The harder you work at it, the more opportunities you’ll find and the greater the rewards. For those of us that work at it regularly it’s like an abusive relationship. When it’s bad it’s really bad and you get rejected time after time, but when it’s good and you find and win those projects you want - it’s an amazing rush! There’s any number of reasons why sales are important to your business. If these reasons aren’t inspiration enough and If sales is uncomfortable for you, then make it personal - you need a why. You’re why could be = want to send the kids to university, want to afford that big vacation, pay the mortgage, buy that new car…
What’s my sales process? Leads research Initial contact Follow-ups Proposal writing Follow-ups Close
Leads research Industry/trade magazines/articles Networking Social Media
Making contact Email Networking Social Media Cold calls* Keep it short and sweet! *
Follow-up Phone calls Emails Social Media Enewsletters
The opportunity Uncover and understand the opportunity. Ensure expectations are in line.
Quotes & proposals Demonstrate your understanding of their business, their goals and their specific needs. Demonstrate the value you provide through your approach and your methodology or processes. Define your deliverables as clearly as possible as they relate to your budget.
The sales job is never over All touchpoints during the production process are opportunies to sell. Any support and consultation you can provide after project completion is an opportunity to sell.
Final thoughts and tips Invest in a CRM Set weekly/monthly goals based on revenue, projections, opportunities vs closes, lead generation vs opportunities Twitter for sales Social media CRM