How are you feeling about the accomplishments you’ve experienced so far this year? It’s already Spring which means that the first quarter is already almost over and we're heading toward third quarter! My guess is the level of satisfaction you feel now, is having a direct impact on what you are thinking.
What we think about is what we bring about.
Our mindset affects how we feel, which translates to what we do…or don't do. So, let’s take a look at some of your activities that directly affect how many new clients you acquire. Will you be willing to put your sales hat on as you continue to read this? This means that you have to get over the feeling that sales = pushy. Instead, believe that sales = helping people buy. Below are activities that you should do on a regular and consistent basis.
• Ask for referrals - When you finish a sales appointment, whether or not they buy from you, ask for a referral. Before you met with them, they didn't know what you offered. Upon completing of the meeting, they understand more about your offering, your price, etc.
• Network in person - I like to call it “Networking on Purpose” . This means that it’s important for you to focus on how you can help others, and, how you can be very clear while giving your elevator speech to share how people can help you.
• Use social networking for leads - target the companies and the decision makers you are seeking on the variety of platforms available,i.e. Linked In, Yelp, etc.
• Actively Prospect - Yes, this means that it is still a good idea to contact prospects on the phone (after you’ve researched the company) and in person. You will often be surprised what you find when you step out of your comfort zone.
These may be things that are uncomfortable for you. How will you change your thinking to allow you to DO it, rather than justify why you didn’t?
• See the success you will gain
• Affirm that you can and repeat the affirmation over and again.
Always Seek Knowledge
As a sales trainer/coach, I hear business owners and sales pros express concern about their hesitance during discussions with potential clients. The word that describes how they don't want to appear, or fear being associated with is PUSHY. It's a common negative correlation: sales people = pushy. Since I am a sales professional, I say ouch. And then I say, change the thinking.
Question to business owners: when you decided to start your business, that was an act of courage, and you had to ask for a lot, didn't you? Some examples: you had to get financing for capital, negotiate with the property management of your facility, and maybe even hire the right people to help you provide the services and products you sell. When you performed these tasks, did you feel "pushy" or did you feel as though you were functioning as a business owner?
My guess is that you felt like a business owner. So, what I say to you: behave as a professional when you have your sales hat on. STOP feeling like that's pushy, and START accepting that you must be assertive and ask for information that will enable you to do a good job for your customers and yourself. Understand that selling is simply helping people buy what they want and need.
It's okay to ask. My acronym for ask is: Always Seek Knowledge. It's your right and responsibility to grow your business, and you can't achieve that without increasing your customer base.
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