Happy Valentines Day, amazing how time flies. Unfortunately we are still hearing over and over that either the economy is improving or not. In my mind when things get tough the tough get tougher and one way to toughen up in the business environment is to become more focused on sales and your sales team.
To begin with it is important to instill in your sales team that sales is a numbers game i.e. the more people you see or present to the better chance you have in succeeding. The general formula is for every ten calls you make three will show interest and one will actually buy your product that is why persistence is so important.
Many in the retail market will complain that the customers are not coming through the door. These are hard times and it is important to be a bit more creative and reach out in lieu of waiting for people to simply walk through the door.
An important thing to remember when working with the public is that your self-esteem
does not depend on anything outside of yourself and do not let your customers effect your attitude.
Some ideas to remember:
- Salespeople are not born they are developed through training and incentives.
- Remember: A good attitude is good for business. Have your salespeople read positive materials each day. Don't be afraid to include them in the process and have them provide marketing ideas.
- Staff meetings are important, have one on a regular basis. Include in your meetings some information or guidelines on sales. During these challenging times this is extremely important. It both informs and keeps your sales team motivated.
- Salespeople love acknowledgement – Find ways to praise them on a regular basis.
- Hints when owners/sales staff attends meetings – put ten business cards in your pocket. Introduce yourself to ten strangers, give them your business card and then meet up with your friends.
- It helps to attend Chamber Events, networking is more important now then it has ever been. Let members know about you and your business and remember to invite them down.
- Keep track of your customers; make sure you have their information so you can send out notices of specials or events you are attending.
- To keep your sales staff motivated have reading material available that inspires and do not forget to say “thank you for doing a good job.” All of this helps your bottom line.
- Look around you and see what types of businesses are close at hand. Walk in and introduce yourself and see if you can support one another i.e. distribute flyers or make referrals. By getting to know one another you can help one another with their business.
One thing that I do when attending meetings is to put five business cards in my pocket (ten for bigger meetings) and do not socialize with my friends until I have met five new people and have their card as well as making sure they have mine
Get your name out there. Some ideas are attend Chamber Meetings, donate a raffle prize, bring flyers and ask the facilitator if you can announce what is happening in your business and talk with a minimum of ten people a week you do not know and make sure you give them a business card.
Putting on your creative hat can be lots of fun and remember each new person you meet can become your next customer or source for a referral.
Happy Sales!!
Respectfully Submitted by Elaine B. Holtz
NortonHoltz Business Solutions
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