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The last few quarters have been tough on most sales organizations and just about everyone else. Some of us are having success ignoring it alltogether, but most of us are feeling some level of pressure. Here are 10 things you can do right now to turn this dip into an opportunity for growth.
Breathe and Reset.When sales are slow, we typically get worse at our jobs. We panic, we work in a frenzy and we stop working smart. It shows in our scattered (albeit increased) activity, our forecasting gets very optimistic and most importantly buyers can sense it.
Relax. Step away from the phone. Make a conscious effort to regroup, refocus and plan. Our current business climate is tough. We can play chicken-little with our competition or we can use this as an opportunity to grow.
2. Read: Eat That Frog by Brian Tracy.
Whenever I'm scattered, in a slump or setting goals, I revisit this short book and use it's 21 lessons to prioritize and regain my focus.
3. Use: Remember The Milk (or Things if you're a Mac user).
Now that you have your priorities straight and your tasks defined, use one of these task management tools to stay on point. These aren't your average task manager tools - they are intuitive, easy to use, and keep you engaged.
4. Start a blog or get involved in Twitter.
Not to sell, or find prospects, but to get better at your job and more knowledgeable about your industry.
5. Pick three blogs each focused on your industry and sales and subscribe to them.
Or add them to your feed reader. Check out sales.alltop.com for some suggestions on sales blogs. I also recommend www.sellingtobigcompanies.blogs.com and this blog of course. Use Technorati to find blogs on your industry.
6. Get 5 new recommendations on LinkedIn.
Recommendations are fantastic ways to get buyers comfortable doing business with you. Your company has them, do you? Start adding prospects to your network after the first face-to-face or second virtual meeting. Let them see your recommendations.
7. Perfect your email marketing efforts.
Do you have an email marketing strategy? You personally, not just your companies marketing department? Good. Now revise it. Segment your lists even further. Your prospects need value in this business climate, make sure you are providing it. Don't waste their time with impersonal sales copy. Use a tool like ConstantContact, or iContact to manage your efforts. They are dirt cheap and allow a much higher level of professionalism in your email efforts.
8. Close Outlook. And your IM.
They don't need to be open all day. It's time to focus, and the secret to your success isn't going to come from Outlook. Checking and responding to email a few times a day is plenty. And feel free to retire from IM completely during business hours. We're sales people, not paramedics - we don't need to be that accessible.
9. Profile your ideal prospect (in-depth) and spend your time pursuing those.
Who needs what you sell even in this economy? What are the attributes of the companies who have purchased from you in the last 6 months?
Rework your value proposition. Your prospects, whether businesses or consumers have different priorities in today's market. Are you addressing the right ones? Can you help your prospect be more productive with a smaller workforce? Can you help with consumer confidence? Make sure you've adjusted your value proposition to what matters today.
Readers: What have you done to increase sales in 2009? Share your favorite tip or tool in the comments. |
way to connect with the world and update them on what you're doing, and vice versa. I didn't see much value in that professionally until I realized it's more than just what you're doing. It's what you're reading, what you're struggling with, what you suggest, how you can help and how you can give back.
