If you need to get more business, here is a process that works: get in touch with five prospective clients a day. You can do this by:
* Email: either a brief introductory email or a follow-up nudge email
* LinkedIn messages (or InMails, if you have a Premium account)
* Telephone calls. If you can’t get through after a few attempts leave a message using the mackeral fishing* approach
Contact dormant clients as well as members of your target markets. Keep in touch with advocates (people who have recommended you in the past). In addition, take the time to remind current clients of the different things that you do.
You may feel that ‘only 5’ sales contacts a day is not very many. However, each message has to be tailored to the recipient and it may well require time and research before the message is sent. If you are starting out (or re-starting), 5 messages each and every day will create momentum for you quickly. This is partly because your subconscious mind will be coming up with new ideas and people to contact.
As a marketing and sales consultant, trainer and coach I am often asked about how to get started and how to keep the momentum going. Let’s face it, selling is a tough job and sometimes it can feeling like you are shouting into the void, can’t it? The 5 a day method has worked for me and it has worked for my clients as well.
With regards to sales leads, I am lucky in that I receive one a day on average for my marketing and sales training, speaking and consultancy services. I do my best to speak to them all on the phone. Having spoken to a prospective client I follow-up with a tailored proposal. Quite often, they come back to me quickly, which I appreciate. Sometimes I don’t hear anything. After a week or so, I include them in my 5 a day routine.
I recommend that you use a CRM (Customer Relationship Management) system to keep track of contact details and your sales pipeline. There are hundreds of products to choose from. I use Capsule CRM and I provide training for this software.
If you need a little help and / or motivation, by all means get in touch with me.
* If you contact me, I will tell you about the mackeral fishing sales approach.
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