Today I am going to give you some tips about planning and preparing to see a potential, or existing, client. This is the crucial stage for proving your professionalism and if done correctly will set you apart from the competition.
- Aim to read or listen to 30 minutes of motivational literature every day
- Ensure customers can contact you and purchase product through your website
- Set personal and business short, medium and long term goals
- Establish sales targets - daily, weekly, monthly and annual.
- Plot your sales versus targets on a chart to provide motivation to esceed targets
- Always focus on the benefits you offer clients
- Build an appointment sheet to track progress and use a simple call cycle to make sure you call your customers when promised
- Maintain an organised client database
- Ensure that the order processing procedure is simple.
- Set an allocated time to make phone calls
- Ensure that your working environment is tidyand set up for efficient working
- Start each day with 5 minutes of planning to get the optimum from your time and to save you hours
- Plan appointments geographically
- Identify the decision maker as early on as possible
- Know your customer - look at their website and have a look at a recent set of accounts
- Establish a goal for every visit even if you are just dropping in on an existing customer
- After every call write down one thing you did and one thing that you did not do so well. This will help to develop your technique.
Tomorrow we will look at lead generation and making that initial approach to a prospective client.
If you would like to see the booklet which includes all my great sales tips, please visit my website http://www.craiggoldblatt.com/ and click on the product section.
If you would like further details about my work and how I could really help the bottom line of your organisation please email me at craig@craiggoldblatt.com
Warmest regards
Craig
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