3. It’s the new year...
And then it hits you.
Last year’s sales
figures are now
consigned to the
history – it’s back to
zero again!
4. But how can you
surpass last year’s
efforts?
…. Time to put…. Time to put
your thinking
hat on!!!!
5. Possible Plan A!
I could wait for my existing clients
to reorder and bring in a large slice
of my annual sales target?
6. Hope is not a good sales strategy!
If you are
waiting for
existing
customers to
existing
customers to
contact you
to reorder,
don’t hold
your breath!
7. I could do a
mail campaign
and wait for theand wait for the
phone to ring?
8. I’m all for taking
proactive steps
but will the phone
ring often enough
with this approach?with this approach?
…This idea might
never fly!
9. I could double
my efforts and
work harder andwork harder and
faster than ever
before?
14. Prospect where the odds are in your favour
already. Pick sectors where you have …
• A proven track record
• More expertise of their world
• An extensive contact base
• People who can provide you with introductions
•
16. That could be
A Professional body
Or
A trade associationA trade association
(Example: If you sell to Retail - Retail Excellence Ireland)
(Example: If you sell to HR Managers - Chartered Institute
of Personal Development –C.I.P.D.)
17. Consider ………
• Writing for their publication
• Giving speeches at their seminars
• Provide resources for their website
But do this
19. How can you find out how well
networked they are?
• Check their LinkedIn account for your
sales targets
• Ask them who they know!
• Remember, most of your clients (if they
rate you) will be delighted to introduce you
to their contacts – Just ask them!
20. How do I ask for the introduction?How do I ask for the introduction?How do I ask for the introduction?How do I ask for the introduction?
In 4 easy steps….. Ask your client …..
1.How well do they know your sales target.
2.Would they be comfortable introducing you.
3.To ask the sales target to accept a call from you.3.To ask the sales target to accept a call from you.
4.‘To ‘cc’ an email to both the sales target
and yourself with contact details.
21. Target up to five individuals
within each prospect companywithin each prospect company
22. Remember, the more people
you target in a company …
• The better the odds of making a connection with
one of them.
• The higher the chance of you finding a mutual
business contact to introduce you.
23. You can always
move laterally
towards the
correct buyercorrect buyer
regardless of
which of the five
targets you initially
meet with!
24. Follow your targets / prospect
companies on Social Mediacompanies on Social MediaP
25. Follow their
• Comments
• Groups
• And watch out for mutual contacts
• Answering of questions
• Create your own visibility in their groups - post
resources ,articles and answer questionsresources ,articles and answer questions
28. A complimentary solution provider
Is a supplier who
Targets the same people you do
Is not the competition
Compliments your offeringCompliments your offering
Is well networked
Will share information
Will swop introductions
29. CSP’s
For example:
if you sell CRM software toif you sell CRM software to
contact centres to customer
service managers - a CSP might
be a contact centre specialised
recruitment agency
30. Target and attend twoTarget and attend two
networking events a month
31. Strategic networkers
• Identify correct events
• Get attendance lists in advance
• Ask organisers for introductions• Ask organisers for introductions
• Ask questions to understand
• Follow up sincerely
• Build trust with new contacts before
asking for help
32. Become a thought leader
for your target sector(s)
Become a thought leader
for your target sector(s)
33. A thought leader is someone who
• Shares ideas
• Writes articles
• Answers questions
• Makes speeches• Makes speeches
• Provides insight
• Anticipates new trends
Via Social & Other Media
34. Stay in touch with old
customers even when
they can’t buy from you
35. Stay in touch
• Be helpful
• Support behind the scenes
• Keep them on distribution lists
• Send free resources• Send free resources
• Be LinkedIn with them
• Things don’t stay the same for very long!
36. Put targets and measure results for all your sales
related activities inclusive of everything we
mentioned in this presentationmentioned in this presentation
37. Get a plan, aim high,
and measure your
progress!
38. and remember “Life isn't about finding yourself. Life is about
creating yourself.”
― George Bernard Shaw
!
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