How do you achieve 2019 targets? First things first, you need to #believe that it can be achieved! Far too many people fail at even accomplishing even ONE goal simply because they did not believe that it can be achieved.
By not believing, there is no effort put in. With no effort, there is no result, and just like that; any goals you set in place will have died before you even started. It’s not just for sales targets and KPIs, it also includes all the other aspects of your life where goals are dreamt but not striven for to succeed.
Productivity And Why Numbers Always Wins
The blood of all sales is #productivity. The math is self-explanatory as the more you do, the higher your chances you can acquire more sales. But what does productivity means? Is it simply doing the same thing over and over but only higher quantity per day? If so, which part? The cold-callings? The emails? The networking? In truth, it can be all or one of them or even none of them.
The main point is to not only do more but to do them differently. If you are solely doing cold-calling, approach your clients differently instead of the standard phone pitch. If you are doing networking, connect with #MORE people in the session instead of going to many networking sessions but connecting little. And always remember to do better than what you did yesterday.
If whatever you did in the past worked, then that’s great! But if you tried to do something else and it may produce MORE results, wouldn’t that be an even greater idea? Try your best to break out of your comfort zone by doing things safely and routinely. Take the initiative to go beyond protocol so long as it produces results and brings in more sales!
Account Management A.K.A. After-Sales Service
By now, you should have plenty of sales especially with the start of a new year. Be it slow or fast, you now have clients that you must tend to. So how do you ensure that these sales will become repeated in the near future? Or next year? Or in many years to come?
The term for this is called Account Management. It’s basically an after-sales service so that your clients do not look to you as some “mere salesman” but as someone who is trustworthy and your brand worthy of repeated business.
Retaining existing clients is actually more difficult than acquiring new ones because the trust has already been established, the rapport is strong and your brand is already deep in their minds. But if you lose this, then it can never be fixed.
Account management is as important as every other aspect of your sales tasks because inevitably, repeat sales are still revenue and it builds up your reputation and brand as trusted, highly valued, and worth every penny.
Expand Your Clientele/Accounts
How do you grow your existing clientele? Earlier, I mentioned after-sales service or #accountmanagement but after that, what’s next? The answer is to #GROW the clients. You got the sales, you were able to keep
the clients to ensure repeat sales so now, all that is left to do is grow the
accounts! How do you do that?
#crossselling and adding #value Whatever products and services you have, you can cross-sell and even #upsell to increase your own revenue. The value you must add for your clients is to show them the benefits that they will receive with every
upgrade or increase in volume to what you can offer.
Once again, basic numbers will tell you the more you have, the better the outcome for both sides. It all depends on you and how well you can sell yourself as well as your brand when adding value. If you appear as just typically up-selling or cross-selling, your clients will not appreciate you and will just see you as “another sales guy”.
Find More Leads!
And finally, our last but not least, lesson: hunt more clients. You have the sales, you have the rapport, you have the brand trust and you have the reputation of being a worthy and capable salesperson. So now the time has come for you to go out and find MORE clients!
While you can make a lot of sales from your existing clients, what better way to grow than to gain new clients? Sales have never been an easy-going and dead-end process but continuous, ever-growing, evolving, and constantly changing. The economy has never remained stable and it can crash at any given time but chance always favors the prepared.
Cold-calling is currently the most effective way to reach out to new clients aside from an inbound inquiry but you don’t get those very often, do you? If you want to learn how to do better and different; how to believe in yourself when everything looks depressing; how to retain existing clients; how to grow your current clients into buying more and how to hunt for new clients, contact us here.
