Spread your prospecting efforts. The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. To begin with, there’s business bloom to be found in this pandemic gloom. Yup! This is what those that have migrated online are finding and mining. And that those
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Prospect differently online. It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting
The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. These work from home sales activities can help Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us
Continually get leads and invest time in converting them. This significantly lowers your prospecting burden, increasing your closing ratio. To begin with, when you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons
How to convert more leads to sales, you wonder? Don’t be too quick to assume successful lead conversion based on the lead giver’s goodwill with the lead. To begin with, a lead is a potential sale, not an automatic one. In fact, even a hot lead, is not an automatic one. A lead can be
“It’s the little things that citizens do that make a difference. Planting is my little thing.” The late Professor Wangari Maathai New year, new things. What’s your new thing this year? You see, 2020 promises to be the precisely what you want it to be. So what do you want it to be? What new
Probably because of intense pressure to bring in sales, or not knowing any better, most sellers tell and sell as opposed to listen and learn. Curiosity killed the cat, not the seller. Instead of qualification and presented solution (which is seeing it from the selling process), have it as acknowledge pain and decision (which is
Continual prospecting is key to success. This eternal search can take many shapes. A fan of this column says they are required to spend 60%oftheir selling time, prospecting. If you don’t prospect you die. Not in the literal sense but the professional one. Prospecting is the never-ending search for potential buyers for your product or
Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering
Language, editing and persistence are your tools of trade. Today’s piece starts the sixth year of this column. And today I wish to universally respond to those who desire to sell their ideas through writing for a publication like this one. Lesson 1 First. Readers of this blog know that it challenges salespeople and institutions