They say good things come in small packages. In sales big results can come from small strategies. Why not think about these small strategies so you can get better sales results?
Follow up can be a small sales strategy.
I find that misunderstandings come with poor follow up. The old saying is correct that even the faintest ink is better than the strongest memory. What kind of follow up do you do after your sales calls?
Do you follow up with a summary by email or U.S. mail what was agreed to, when the action will take place and by whom? It’s a good idea to summarize these agreed upon actions before the sales call ends so you can accurately communicate these agreements in writing and send to your customer. You will find that you avoid a lot of misunderstandings, rework and cost when you accurately capture all future actions.
Saying yes is a small sales strategy.
I know it’s hard to treat each customer uniquely. It’s important to do. You create long-term customers when a customer feels like you are doing everything you can to meet his requirements. Customers may make requests that you don’t typically do. Instead of saying no, why not think of a way you can deliver and make your answer a yes?
A customer might ask for a better price. What level of commitment or purchases would make a lower price a good business decision for your company? Could you lower your price if your customer committed to buy for a longer period of time or in greater quantities? You could be saving valuable selling time that could grow your business if your existing customer buys more from you.
Who is ready to buy now that wasn’t before?
I have found that too many salespeople are disorganized. They lose track of business that isn’t ready to buy now, but could buy in the future. Changes in business climate, customer growth, personnel changes all mean that a previously unviable prospect now becomes viable. You could miss a sale unless you follow up in a timely manner with your prospects.
It’s not too late. Who are your previous prospects that could become customers now? Identify them and be sure to make contact with them. Learn if the change you needed to see has occurred and if they are ready to buy from you now.
These are all small strategies that could be the factors that grow your business. Just remember, it doesn’t take a lot of baking powder to make a cake. But without it, you don’t have a cake anyone wants to eat. Think small and sell more!