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Plan, Follow Up, Present Well, Keep in Touch
Plan
Every successful business starts with a plan. Every successful sports team has a plan for every situation. Every successful sales person has a plan. All of these plans are in place because they have been tested and they work. It does not matter what you are selling; insurance, cars, used bicycles, real estate, advertising or horse manure. All require communicating with people either face to face or via any of the modern systems you like. It does not really matter but communicate you must. We have all heard the story of the successful car salesman that sent out thank you notes, or refused to sell a car because it was wrong for the buyer. A simple act with a subtle sales message embedded in it that produced a ton of business. Imagine the power of refusing to sell an expensive car, and insisting one something less expensive but more appropriate for a very popular person. The word of mouth advertising generated is wonderful. There are as many variations of this theme as there are ideas but very successful salespeople follow through and continue this year after year. So plan to contact a specified number of people every day. Break it down into types of contacts and methods; some sales, some partnerships, some just for networking. Try to call new contacts every day, but don't forget to call existing clients you are not trying to sell to, just to keep in touch. Every previous client should be contacted monthly or they will forget you and you will quickly become just another sales person, instead of their present supplier. Talk to new people in a public place. Preferably people you have noticed on a regular basis like shop assistants, commuters or maybe a bartender. People that see people you will want to meet. Email old clients with useful information; "thought you would find this interesting..." and make sure that it is actually interesting, and not advertising. Not a joke, silly picture or silly video either. You are a professional. Follow up.
Always follow up current clients, No exceptions. Present Yourself
There is no secret to being successful. Just look successful and dress appropriately to look successful for your position. If your company wears jeans, wear clean jeans with a nice shirt - don't out-grunge other people in your office. Talk like a successful person and believe you are successful without appearing arrogant. Use the vocabulary of your clients. Never be rude or crude. Keep In Touch
Keep up with your contacts. Even if most will not buy from you, they will talk to other people and your public awareness will grow exponentially. Along with that will come the increasing success and wealth. This is true of small town sales people and internet whiz kids. Get out there and get your name spread around. Work on your reputation. Make sure you have a respected name for good service and valued advice. Remember to be honest dealing with people, smile and remember to say please and thank you. Two very powerful words often forgotten these days. Selling is not difficult or complicated and you should not make your plans difficult, otherwise it can get very hard to implement the plan you have decided on. You can put whatever you like in your plan. But try to keep it simple. Keep working with it. At the beginning fine tune it or even change it. But when you have got it right use it throughout your sales career. Plan, follow up, present yourself well, keep in touch and you will succeed. |
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This intel was contributed by richmcl
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May, 2012
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