Bullet Proof Your Sales to Stay Ahead of Competitors. The 20 : 80 Rule The Back-Up Server Referral Marketing Embrace Social Media Sales is not selling, sales are a set of disciplined activities undertaken to achieved competitive advantages for both seller and buyer.

1. Empower Your Sales
Bullet proof your sales to stay ahead of your competitors

2. The 20 : 80 Rule
1. Create a database of your top 20 accounts that contribute 80% of your sales.
2. This database should include the accounts’ production, influencer, gatekeeper,
their birth date, social media accounts and preferences.
3. This top 20 accounts are your VVIPs.

3. The Back-Up Server
1. Create your top 50 accounts as your “Hit Accounts”.
2. These Hit Accounts are those that you know are potential, however:
- They haven’t buy from you yet.
- They are buying from your competitors.
- They have bought from you at some time but did not place you as their
preferred supplier.

4. Referral Marketing
1. Once you have set-up your Top 20 Accounts, keep in touch with them and asked for
referrals and recommendations on:
- Why do they think about the quality of your product and services?
- How do they feel about engaging you and your services?
- Why do they buy from you?
2. Be sure that these referrals are keep and used for your sales pitching when you are faced
with challenges and obtascles especially to penetrate into your Top 50 “Hit Accounts”.

5. Embrace Social Media
1. Your Top 20 Accounts are your VVIPs. Please do keep in constant contact with
them and the best way to do so is via social media.
2. Post and share positive and motivational notes, postings, articles. Photos,
receipes to them or something that both of you share in common such as
cooking, baking, best places to go, etc.
3. DO NOT stalk or irritate them with non-relevant or inappropriate postings or
sharing, respect their privacy and DO NOT share sensitive postings such as
religion or politics.

6. Sales is not selling, sales are a set of disciplined
activities undertaken to achieved competitive
advantages for both seller and buyer.
Vincent Ng
Mobile: +6012 421 8624, Email: www.em3-consultancy.com