Did you come back from the New Year break invigorated and inspired to make 2009 your best year yet? Have you just realised that it?s the beginning of April and you still haven't done anything?
Use these five quick tips and get motivated, get active and start taking the steps toward building your success this year.
1. Set Monthly Goals
What do you want to achieve each month? It can be related to sales figures, client numbers, units sold or even the number of networking events & client meetings you would like to have. Write them down and evaluate your progress in the middle and end of the month.
2. Re-evaluate Your Value and Benefits
Forget about the process of what you do or the specifics of your products and services and instead focus on the value and 'benefits' that you offer. This may need to change for different clients and different industries. e.g. offering a recruitment service is simply a process, the value & benefit offered are the time and money saved by sifting through resumes and your placement of a quality candidate who is suited not only to the position but the organisational environment and culture.
3. Undertake a Client Analysis
The simplest and cheapest way of increasing sales is to analyse your client base. Do your clients buy all your products and services? Are there other departments or divisions that are not aware you are a supplier? Arrange a meeting with your client and get to know more about their organisation. Ask them if they know anyone in the organisation they could refer you to.
4. Visit Your Clients
As I mentioned above, get out and see your clients and gain a better understanding of their business and other opportunities that may be available. It gives you a chance to inform your clients of products and services that they may not be aware of, strengthens the relationship and helps maintain client loyalty. Remember people buy from people.
5. Look at Alternative Ways of Generating Enquiries
Start an email newsletter that offers valuable and useful information to position you & your business as the experts. Make sure your website is generating enquiries - your website is your most cost effective form of prospecting so make sure it can be found on the internet. Set up Google Adwords, ensure your site is search engine optimised, contribute to blogs, submit articles or set up Twitter, LinkedIn or Facebook pages. It all helps to build your online brand, assists prospects to find you and increases enquiries.
Karen Andrews is a sales and business development strategist who is driven by a passion for sales and helping businesses improve their sales results. Shine Sales Solutions offers strategy development, sales management, sales coaching and training for small and medium businesses.
Web: www.shinesales.com.au
