If you’re anything like the average entrepreneur, chances are, a day doesn’t go by that you aren’t actively thinking about ways to increase your sales. Below are 10 strategies you can utilize to pad your bottom line.
Rank Your Leads – Some leads are more promising than others. Make it a practice to rank and prioritize leads as they come in so that you aggressively move on the most promising ones first.
Prioritize Inbound Leads – While cold calling may be tough, it should be comparatively easy to convert inbound calls into sales. Receive a call from a potential customer? Move them to the top of your prioritized list.
Keep Your Pipeline Lean – Contrary to popular opinion, more leads doesn’t always mean more sales. Take the initiative to eliminate bad leads early in the sales process. By doing so, you’ll free up the time you need to more aggressively pursue, and close, more promising leads.
Make a Set Number of Calls Per Day – Consider ending each workday by identifying the top 10 most important calls you need to make the next day. Then, make those calls your number one priority the next morning.
Make Sure You Are Selling to the Decision Maker – Before you spend considerable time and energy trying to close a deal with a potential client, make sure that client is actually empowered to make the decision to buy what you’re selling.
Do Your Research – In sales, knowledge is power. Take the time to learn everything you can about about the person (and his or her company) that you are trying to close a deal with.
Go Old School – Email and cellphones have revolutionized the world. Depending on who you’re selling to however, they may appreciate a more old school approach. Whenever possible, consider scheduling face to face meetings when it’s time to make a sale.
Focus on the Person You’re Selling To – Don’t make the mistake of focusing all of your energy and effort on what you are trying to sell. Instead, focus on the individual you are attempting to sell it to. What do they need? What problem do they need to solve? Once you’ve answered those questions, think of how your product/service is the perfect solution before making your pitch.
Mobilize Your Salesforce – Have remote salespeople? Leverage technological advancements and equip your staff to complete as many tasks as possible from wherever they are with a mobile CRM solution.
Be Patient – Building trust and forming relationships are important components of the sales process … and both take time. Avoid scaring off potential sales by resisting the temptation to close every deal quickly. Doing so will pay dividends in the end.